2. Strategy No. 1: Project a Magnetic Presence

A veteran healthcare account executive I greatly respect recently told me, “In this industry, with so many people vying for the referring physician’s attention, you have to make a strong impression fast, and you have to make it last.” Building the High-Return Relationship begins with creating a presence that inspires connection. From your appearance to the type of energy you give off, your presence sets the stage for the relationship chemistry you can create with a prospect. Relationship chemistry is mutual attraction on multiple levels: intellectual, emotional, and even physical. This whole-person attraction can transform a routine sales call into the start of a mutually beneficial long-term relationship. ...

Get Selling Healthcare: 5 Strategies to Create High-Return Relationships in Healthcare Sales now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.