Strategic Dynamics Inc.

It is estimated that approximately 6% of people in the U.S. suffer from a serious, debilitating mental illness and over 20% of children either currently or at some point during their life will have a mental health disorder.

Today’s healthcare environment demands a new type of sales professional to meet the ever-changing industry challenges. Hospital professionals want “account managers” who are business literate and can navigate through the new normal.

This is part 2 of our blog on key facts that you should know about every hospital you sell to …both to earn the business and then to keep it in this highly competitive market.

It’s no secret that selling a product or service into a hospital for either the first time or as repeat purchase is getting harder and taking longer.

Answering the “it” question Day after day, year after year, Healthcare professionals are tasked with evaluating and selecting new products and services that provide real value for their respective institutions.

In every sale of a product or service to a hospital there are two fundamental questions that must be answered. They are: Who Cares and Who Pays? Who Cares is a list of all of the stake-holders that are involved in the purchase decision.

It’s the 23rd of this month and the hospital’s fiscal year ends at the end of next month. You have completed the trial and the product worked flawlessly. All the clinicians loved it and the feedback from all three shifts was better than expected.

There is an old adage in sales that one can never have too much credibility. This is especially true in hospital sales where the “the new normal’ is for sellers that can provide proven measurable value.