The Simple Secret of “Selling Softly.” For Doctors Who Hate to Sell

June 6, 2019Last Updated on by Stewart Gandolf

In a completely unscientific estimate, roughly nine out of 10 doctors would probably say they hate “selling” in healthcare. At a minimum, it’s not what doctors are trained to do. And, more critically, they believe that sales is a sleazy, manipulative and difficult process intended to strong-arm people into paying for something they don’t need or […]

Everyone in Healthcare is in Sales and That’s a Good Thing

June 6, 2019Last Updated on by Lori Waltz

text reading "benefits" under microscope

A little good-natured kidding comes up around the office about how much traveling I do. Of course, that’s only when I’m actually in the office and not on the road visiting clients throughout the nation. (Well…every state except for one.) With the non-stop changes that are happening in healthcare, I love being shoulder-to-shoulder with clients, […]

Embracing Your Inner Salesperson: Why Selling is Intensely Human in Healthcare

August 22, 2013Last Updated on by Stewart Gandolf

Some of the best salespeople we know are also dedicated and successful healthcare professionals. On the surface, it seems like an unlikely combination of skills. After all, physicians and surgeons think of themselves as helping others and providing a service…certainly not “selling” something. It’s largely a matter of mindset: An essential principle of sales, according […]

Everyone Is Selling Something: The Easy, 4-Step Sales Course for Doctors

May 30, 2019Last Updated on by Stewart Gandolf

We do it all the time…often without thinking much about it. To convince, collaborate, entice or persuade, everyone is “selling” something. It can be as casual as nominating a place for lunch, or presenting an idea. And doctors, dentists and virtually all healthcare providers regularly seek agreement and compliance from patients about a course of […]

Medical Device Marketing Secret: Sales Are Easy When Doctors KNOW They’ll Make Money With Your Device

June 5, 2019Last Updated on by Stewart Gandolf

Most medical device sales and marketing people tell us the #1 objection they fear most is… “But how do I make money with this?” When you look at things from the doctor’s point of view, that’s a very good question.

Hiring a Healthcare Practice or Organization Rep

July 21, 2014Last Updated on by Stewart Gandolf

Hospitals want to constantly build rapport with their referring physicians. And, if you are a specialist (medical, physical therapy or dental), chances are you are heavily dependent upon referrals from other doctors. If you are currently looking to win more of those professional referrals, experience shows that one of the most productive and successful marketing […]

Practical Alternatives for Doctors Who Hate “Black Hat” Selling

July 14, 2013Last Updated on by Stewart Gandolf

Most doctors hate the idea of “sales,” “selling,” or being a “sales person.” To many, the concept behind sales-and the old-school reputation-is more about taking than giving. And it’s not just physicians. The culture and mind-set throughout professional ranks-medical practice staff, hospitals, and marketing communicators-is one of concern and providing solutions for individuals in need.

The Science of Case Acceptance: Shaping the New Patient Experience

August 3, 2013Last Updated on by Stewart Gandolf

In our work with medical practices throughout the United States we’ve observed an interesting phenomenon that healthcare providers and administrators might marvel at seeing for themselves. How would your office staff greet each new patient if they thought the individual might be a “secret shopper?” Would the prospect of staff accountability change the way they […]

Increasing Case Acceptance: Five Bridges Doctors Need to Cross

July 19, 2013Last Updated on by Stewart Gandolf

How to get comfortable with the process of helping people benefit from what you do. Case acceptance is a process of identifying and solving people’s problems — helping someone discover value in what you can provide for them. By another name, that’s sales.

What You Can Learn from Occupational Medicine Marketing

August 15, 2013Last Updated on by Stewart Gandolf

Like so many of the healthcare provider channels in medicine today, occupational medicine is changing. And there are marketing lessons in occupational medicine marketing for many other professions, medical practices, hospitals, clinics and healthcare organizations. The key to success in occupational medicine is good sales acumen. The clinic, urgent care center or medical facility that […]

Topics: Sales In Healthcare