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Brief: Supporting HCPs during Challenging Circumstances

Sales performance improvement

hcp trusted advisor brief

14 April 2020Article

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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

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