Healthcare Consultative Selling™ 


Healthcare Consultative Communication and Selling™ is a highly effective sales and communication method used by physician liaisons and sellers in healthcare to significantly improve conversations and outcomes with healthcare decision-makers, including physicians, executives, management and payers.

 The approach is based on validated principles and standards of business communication and selling and is the preferred method of engaging with professionals and executives in all business sectors. 

 Over years of development, Harkins Associates has adapted these standards and principles to healthcare services, to benefit executives, managers, physician liaisons, those who sell health plans and services to employers, and network developers. You’ll find that improving conversations through this method will result in improved performance and outcomes, 

Unlike traditional forms of selling, Healthcare Consultative Selling™ does not rely on gimmicks, manipulation, a recitation of service features and benefits or jargon. Healthcare Consultative Selling uses clinical and policy language, business communication skills, questioning that stimulates conversation and deeper insights, value illustrations and behaviors that are known to build trust.

Consultants with Harkins Associates, the exclusive provider of the Healthcare Consultative Selling™ Seminar have significant experience in training program design and development and in instructional facilitation. We have a deep understanding of adult learning principles, have participated in countless train-the-trainer programs and our firm’s principal, Kathleen Harkins has a career-long background in healthcare.

With years of experiences, validated research, countless observations of staff in the field, and physician feedback, we developed the Healthcare Consultative Selling™ methodology and seminar. Please see Principal and Consultant biographies under "About Us".

Healthcare Consultative Selling™ goes well beyond the traditional “presentation” to help you learn and work with a new way to think about the other’s perspective and real needs. Our method offers the skills and strategies to approach, question and converse with all contacts in a way that is desirable for them and truly effective for you.


Our sales training programs and consulting services result in measurable improvements in sales performance and in sales revenue