“Dr. Luke, please help us get the conversation past price with our long-term clients, are sales are dropping!”
This course was created out of demand from several of the leading healthcare organizations in the country. After receiving the same request multiple times to teach private sales teams in pharma, medical device, supply, post acute providers and staffing industry’s, Dr. Luke realized he now had the material to teach any type of organization how to dramatically increase sales to hospitals during the transition to value based care. The award winning “Selling to Hospitals in the Value Based Care Era” presentation is one of Dr. Luke’s most popular break-out sessions and almost always an overflow crowd once he teases it during his keynote session. For more detail you can see the specific of the presentation on his home page under the Selling to Hospitals Masterclass section.
- Attendees will understand the shift in control from the hospital sector to the insurance sector and how the purchasing process is changing dramatically and that price is now often the key driver of purchasing decisions
- Attendees will understand that how to identify internal champions, and that there are four key pillars impacting the purchasing decisions in hospitals and the key driver of purchasing decisions in each type of hospital
- Attendees will learn the dynamics of the hospital board room, how non-profit hospital purchasing differs from for profit hospitals, about the not for profit secret and about executive spending limits .