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rehab sales

Rehab sales: No margin, no mission

Q. I seem to be making more choices about money than about clinical excellence. What should I do?

A. We’ve seen reimbursement become tougher and tougher over the years and your employers have become more and more squeezed for profit. When I was in the hospital contract management business, CEO Sister Mary Jane Beth Sue said to me, “Sonny, no margin no mission!”.

Rehab sales: Gain commitment

Q. How do I get a commitment or sale without coming off like a used car salesperson?

A. So far, we’ve established a relationship with our prospect (a prospect is someone you want as a customer) by:

Understanding their needs

Aligning expectations

Rehab Sales: Ask the right questions

Q. How can I be more influential or persuasive with a skeptical customer?

A. As we discussed in the last article, the first steps toward providing a great solution are to clearly understand the problem that needs to be solved and to make certain that you and your customer are in agreement.