Hospital Buyer-Behavior Negotations

Our Hospital Buyer-Behavior Based Negotiations™ program is rooted in 20+ years of experience in the hospital market and years of research into hospital buying behavior and sourcing strategies.  The hospital buying process is changing dramatically.  Healthcare reform and many other factors are driving a change in hospital buying behaviors.  The traditional clinical sales teams need to adapt their selling and improve their negotiation skills to compete in this new world.  We offer a proprietary training program and tools to prepare healthcare sales teams to sell in this new world.

Delivery Methods

We work with clients to design a custom program to meet their needs.  This includes integrating the program and materials into existing selling methods and processes, as well as sales playbooks.  The following types of programs are available:

  • One-day program
  • Two-day deep dive
  • One-half day executive briefing
  • e-Learning 
  • Train-the-trainer program