The medical marketplace is dealing with unprecedented challenges that demand an audible-ready sales force who’s prepared to articulate value in this formidable environment.
Much has been written about the fiscal pressure health care providers are now under, but this recent blog on the New York Times website shows that the fight for a doctor’s time is an added burden.
Dr. Danielle Ofri writes:
“It is increasingly difficult for patients to find doctors and to get appointments with primary care physicians like myself, and it is likely to get worse, not better, as millions more gain health insurance under the Affordable Care Act.”
Ofri also cites recent research that shows some estimate doctor shortages in the next 15 years to be as high as 150,000. In fact, a recent survey by the American College of Healthcare Executives shows that personnel shortages are one of the top concerns for hospital CEOs.
Best-in-class salespeople know that it is critical they demonstrate an understanding of the customer’s business. Use this research to your advantage. If you sell in the healthcare arena, ask yourself:
- How will this doctor shortage impact my customer’s business?
- Do my solutions play a role in alleviating this problem?
- What is the business-level impact my solutions can have in this type of doctor-shortage environment?
Where there is a challenge, there is also opportunity. Be the trusted advisor that helps your customers succeed in their new reality.
