How does the Healthcare Sales Rep create a win/win relationship when trying to educate the Primary Care Physician in the community?
Power of the Gatekeepers
Not Obstacles – Opportunities
So, what motivates the PCP? The specialist potentially gets a new referral, but what about the PCP? All they did was lose a patient to another specialist right? Or no?
Game changer: what if they DID have something to gain? Better yet, what if it made complete sense for the PCP to refer? What if it was actually BETTER for the PCP to refer the patient out? What if they never realized it, until of course, you taught them…? How would you be perceived then?
More Questions? Get Answers
- If healthcare sales reps are actually doing this, how do they make sure they’re talking to the right PCP’s? There are quite literally thousands; how could you possibly know which ones to call on?
- And if you did, do you know how to create the win/win?
- What is the win/win in this scenario?
- How do you which doctor can influence your business the most?
- What is that “solid strategy,” we mentioned earlier? Do you have one?