Selling to Hospitals MasterClass

Selling to Hospitals MasterClass (Online Course) $599


For a Limited time only, the Sold Out “Selling to Hospitals” Intensive is available as an online MasterClass! Introduced in 2018, every session sold out and attendees are raving about the never before learned tactics that can only be shared by someone who used to sit in the CEO’s chair!

This online course offers six video modules that can be viewed at your own pace. Perfect for an individual or for a team exercise.  Content includes

Module 1: The Health System of the Future Presentation

(Includes tools: Discharge with Dignity Guide (trademarked) & Emergency Department Marketing Guide)

Module 2:  Accessing the Hospital C-Suite Presentation: Identifying Your Buyer & Champion

 

Module 3: Key Topics Discussed in First Two Modules Review & Interactive Exercise

 

Module 4:  Becoming a Resource for Your Hospital Champion

–          Sales Goal: to bring value-added solutions

–          Sales Tactic: Become the buyers go-to resource for all problems in their department

–          Accessing Campus/Security

–          Your Admission Ticket (Referral, RFP or problem needing a solution, meeting a doc)

–          Understanding the purchase approval process

–          Spending limits

–          Types of hospitals and how you assign regions/sales team

–          The impact of Corporate compliance pressures

–          How academic and for profit hospitals differ

–          Understanding what qualifies as a capital expenditure

–          Sales basics:

  1. Listen first
  2. Identify the gap or problem
  3. Bridge to your solution.
  4. If you don’t have a solution, the next best tactic is to help them find one and become their go-to!

 

Module 5: The Not for Profit Secret

–          IRS Tax distinction

–          Community Needs Assessment

–          Spend down: Understanding Budget year timing

 

 

Module 6 (optional): Hospital Marketing & Sales Tactics for Post Acute providers