Brief: Selling in the Healthcare Industry

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Healthcare sales professionals work in an industry of constant uncertainty and change due in large part to local, national and global political factors. To thrive In healthcare sales professionals need to be constantly aware of current healthcare reform policy, insurance regulations and the decision-making process used by their clients. They must also develop an understanding of the needs of the different audiences they engage, focusing on the problems they are solving for each stakeholder. Sellers must project confidence, credibility, and conviction to inspire trust. Finally, they must always keep the well-being of the patient in mind. This brief explores trends in healthcare and medical device sales and offers insight into the ways sellers can use their knowledge of these trends to gain a competitive advantage.