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Effective healthcare sales organizations are rethinking their communication strategy.

They are developing the clinical selling skills needed to position evidence-based solutions that win the healthcare sale.

In Richardson Sales Performance’s brief, Building Clinical Selling Skills to Win

the Healthcare Sale, we offer three communication strategies that engage healthcare professionals the way they want to be engaged.

We show how to:


  • Apply a 3-point questioning strategy that reveals the customer’s deeper needs
  • Use the agile principle of efficiency in every conversation with the customer
  • Leverage clinical data to support the value of the solution

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