Lower Hospital Buyer’s Risk Not Your Price!
With an uncertain economy; limited capital funds for new construction, renovations or new equipment; a changing reimbursement climate and minimal operating margins hospital buyers must mitigate risk when buying new products, services or solutions. Buyers Risk Buyer’s risk has two components: the probability that something will go wrong and the negative consequences if it does. […]
Differentiation: Standing Out in a Meaningful Way!
To differentiate is to stand out in a crowded field and to be different in a way that is meaningful to each individual buying influence. Without differentiation the status quo looks pretty good and there is no reason to consider your product, service or solution. Differentiation prevents the buyer from commoditizing you even when they […]
Hospital Sales 101: I Never Saw It Coming!
It’s the 23rd of this month and the hospital’s fiscal year ends at the end of next month. You have completed the trial and the product worked flawlessly. All the clinicians loved it and the feedback from all three shifts was better than expected. Another plus is that you have critical support from all of […]
