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Healthcare Selling Newsletter

Welcome!

Harkins Associates, a healthcare training, consulting and business development firm, works with health systems, hospitals and healthcare companies to develop and to improve upon physician relations and employer direct programs. Harkins provides all phases of program and business development from the earliest stages of needs assessment, goal setting, launch planning and staffing structures to program implementation, field staff sales training / skill reinforcement, and outcomes tracking. 

The Harkins team has identified two vital steps to successful physician relations and employer wellness programs that are often under-resourced: 1) developing the strategic sales plan, and 2) equipping the field staff with the advanced selling skills needed to guide sales conversations with physicians and business executive decision-makers. Harkins Associates can help these health systems’ achieve program growth goals by identifying areas of needed improvement, developing sound sales plans, and providing field staff with the sales conversation skills and program strategies to effectively achieve sustainable increased revenue. 

For those organizations considering out-sourced sales programs, Harkins Associates provides customized turn-key employment and management solutions for the physician liaison and employer-direct sales functions. 

Lead by Harkins Associates principal, Kathleen Harkins, the firm is comprised of a team of top experts with vast experience and capabilities unmatched in healthcare selling, physician relations, and selling wellness and clinical services direct to employers. Please see “About Us” for more information on our firm and people.

Because one of the hurdles to program success often lies with the sales conversations field staff is having with prospects, Harkins Associates has developed, owns and is the exclusive provider of our sales model, Healthcare Consultative Selling™.

Healthcare Consultative Selling™

As a result of our years working in the healthcare industry and in sales – from direct selling to training to executive sales & marketing management – and the need for improved sales conversations by field staff, Harkins has created a powerful sales methodology exclusively for healthcare called Healthcare Consultative Selling™.

With our consultant trainers combined 70 plus years in the healthcare services and payer industries, in every capacity of selling, we have developed Healthcare Consultative Selling™ after years of using and teaching selling methods of companies who produce highly technical and complex service solutions, which have demanded a consultative sales approach.

These consultative selling skills are highly effective with physicians and executives, logical and learner-friendly for healthcare sales staff, and have been consistently well received by decision-makers.

If you would like to receive more information on Healthcare Consultative Selling™, use the link to the right, and/or please contact us: info@harkinsassociates.com, or call: 845-295-9076.