Brief: Supporting HCPs during Challenging Circumstances

What’s Inside

Healthcare providers (HCPs) are strained and not in a state of mind to engage in a sales conversation.

These circumstances, combined with increased customer experience expectations, illustrate the need for sales professionals to rise to the level of a trusted adviser.

In the brief, How Does a Trusted Adviser Support HCPs during Challenging Circumstances? we look at the three consultative dialogue concepts a healthcare sales professional can apply to become an influential and guiding voice during a difficult time.

We show why:

• Strong consultative dialogues take shape before the first conversation
• Meaningful value is proactive, not reactive
• Value should be communicated explicitly, not implicitly