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Healthcare Value Selling: Winning Strategies to Sell and Defend Value in the New Market, by Christopher D Provines
Free Download Healthcare Value Selling: Winning Strategies to Sell and Defend Value in the New Market, by Christopher D Provines
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Review
"If ever there was a silver bullet to successfully navigating the purchasing process in the healthcare arena, this is it. Provines has a knack for simplifying the complex and ordering the chaotic. If you run a healthcare sales organization, this is the book you need to read."- Jason Aroesty, Regional Vice President, Siemens Healthcare Diagnostics "Great book that addresses the challenges manufacturers face in the rapidly evolving US Healthcare Market. Healthcare Value Selling offers practical strategies & solutions on how to approach re-defining value through the eyes of the customer. Very well written capturing practical and real-world experience from both a manufacturer and Healthcare Provider perspective."- Chris Maffie, Field Director, CNS / IM Managed Markets, Johnson & Johnson"This book provides healthcare suppliers with practical and easy to understand examples designed to help them create their own tools, which can be used to defend the value of their products and services. Brilliant!"- Mike Reiner, WW Sr. Director, Becton, Dickinson and Company"Just in time! Our healthcare customer is undergoing a major transition. Healthcare Value Selling provides a model that will help prepare teams to deploy new value based selling approaches, and address the needs of the new healthcare buyer."- Tom Reynolds, Director Global Strategy, Janssen Supply ChainÂ
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Product details
Hardcover: 232 pages
Publisher: Healthcare Value Institute (April 30, 2014)
Language: English
ISBN-10: 0991048644
ISBN-13: 978-0991048649
Product Dimensions:
6 x 0.6 x 9 inches
Shipping Weight: 1.6 pounds (View shipping rates and policies)
Average Customer Review:
5.0 out of 5 stars
11 customer reviews
Amazon Best Sellers Rank:
#2,154,458 in Books (See Top 100 in Books)
I really enjoyed this book. With all of the change (health care reform, VACs, economic buyers), selling to hospitals is getting tougher. The author gives an inside view of why and how hospital buying is changing and what it means for sales. He then moves on to how to deal with all of this change with practical "How-tos" and tools. Understanding value analysis committees, quantifying your value, dealing with strategic sourcing games, and leveraging switching costs are but a few of the topics I found helpful. It's practical, well written and loaded with tools and tactics specific to healthcare. It's an easy read, but has great material that makes it a handy reference. This book will help any sales manager or salesperson learn how to think more clearly about value and how to deal with the changing buyer.
The most comprehensive and useful book on this topic
Delivery right on time. Good book
Very useful book
The timing of this book could not have been any better. Health-care providers in the US are hard-pressed to explain the excessive variation in how they charge for their services and, in many cases, for over-charging patients. As their billing practices come under scrutiny, healthcare providers are likely to squeeze their vendors to reduce costs – as if the current purchasing practices are not exasperating enough. Therefore, sellers in the healthcare space ought to be well-prepared to sell on value in order to justify their price points.Healthcare Value Selling provides step-wise guidance for Pricing and front-line teams who routinely participate in hard-nosed negotiations. The book discusses most, if not all, the difficult scenarios with prescriptive to-do lists that will come in handy. For instance, chapters 4 and 5 discuss how buyers decide which areas to focus in the negotiations and how buying committees make final decisions while chapter 6 guides how a seller should respond by quantifying the value offered by their products or services. The writing style of the book is conversational and easy-to-follow -- the author refers to the readers and himself as “you†and “Iâ€.At the beginning of the book, the author acknowledges that there are a multitude of books on value pricing and how he aspires to make a meaningful addition to the existing literature. I was convinced after reading a few chapters that the author has comfortably met this objective. While value pricing is strategically important, value selling is about profitable execution and that, for me, is where the rubber really meets the road.
I have been doing more and more research into the inner workings of an ever-changing healthcare system. This book has been far and away the best guide when navigating our new healthcare system and the way bussiness is being done and will be done in our hospital systems.The author does a great job laying out the changes that are taking place but then also gives you a step by step process for all the situations we, as healthcare suppliers, might face with the new ways of buying in the hospital. I have recommended this book to all of my coworkers and have bought 4 more for the men I work with in my territory. This book will certainly be my playbook moving forward.
Wow, finally a realistic sales book authored by someone who has worked on both sides of the table- Sales and Procurement! Chris Provines provides ALL sales reps, especially those in healthcare, with a step-by-step approach covering all aspects of the sales cycle from researching the prospect, pre-sales, value drivers, value propositions, through negotiating with procurement. As a professional B2B sales rep, you'll never read a more valuable 50 pages as found in Part III that creates a sales strategy for you to differentiate your offering, quantify value in the customer's language, and, closing the deal! If you're content on making $100,000 this year in Sales, do NOT read this book. If you want to be a rain-maker in healthcare sales and double your winning sales opportunities in 2014 and beyond, put this fast-paced 5-star work on your summer reading list now.
“Don’t let the fact that the title is Healthcare Value Selling put you off. If you want to know about value selling this is one of the best books you are going to find. Laid out in a logical sequence it is both easy to read and easy to follow and will provide you with numerous ideas for improving your approach to selling on value. Understanding and communicating value is at the heart of today’s value sales process and this is a great resource to help you do exactly that. There are checklists and templates throughout the book that provide highly practical tools that you can take away and use immediately. If you are serious about value selling, this is one book that should not be on your bookshelf – it should be on your desk for easy access!â€.
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