Mastering the Economic Sale
The economy is in a crisis and hospitals are negotiating more aggresively with their suppliers. Your salespeople need to be able to function in this new economic environment and understand the financial impact of your products.
Delivering your product's clinical message to hospitals and doctors is the easy part. Communicating the economic message is the challenge.
- Salespeople need to understand basic hospital finance and be capable of communicating how your product translates into revenue for your customer.
- Salespeople need to navigate the hospital stakeholders, acknowledge key decision-makers and deliver the correct clinical/economic value message to the correct stakeholder.
Download our brochure on Mastering the Economic Sale
Our four step approach can help your salespeople master the economic portion of your product's sales cycle.
Analyze and Create Tools
Evaluate and create economic models to see if they are truly advancing the sales process with surgeons and hospitals as a trusted partner.
Knowledge Training
Assess and train the salespeople to sell using economic models and reimbursement.
Analyze Stakeholders
Identify key stakeholders and communicate targeted value proposition messaging with supporting financial models and collaterals.
Develop Tactics
Develop tactical sales scenarios that commonly occur and strategize how to address each one.