Selling Healthcare: 5 Strategies to Create High-Return Relationships in Healthcare Sales

4. Strategy No. 3: Listen to Understand

By consciously and consistently practicing the habits for building rapport we explored in the previous chapter, you’re likely connecting on a more meaningful level with the healthcare providers in your growing network. You are building trust through empathetic communication infused with a potent mix of curiosity and playfulness. You’re thus leveraging your Likeability Factor, asking open-ended questions that demonstrate your sincere interest in each customer, and staking common ground.

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Now it’s time to deepen that bond by putting all you’ve got into listening to understand—that’s Strategy No. 3 for ...