Selling in Healthcare: Prospecting, Pitching and Closing Strategies

There Are Established Sales Strategies That Are Effective When Applied to Healthcare.

1) Prospecting: The Strategy of Aaron Ross in Dividing Prospecting into Seeds, Nets and Spears Was Effective in Generating Leads in My Experience at Compass Professional Health Services.

2) Pitching: The Miller-Heiman Strategy of Identifying Economic, Outcome and Technical Buyers Allows for Effective Pitching to a Buying Team.

3) Closing: The Model of 'Fit-Risk-Price' is Essential To Understanding How and When to Close a Sale.

Sources: "Predictable Revenue" and "From Impossible to Inevitable" by Aaron Ross.

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