From the course: Selling into Industries: Healthcare
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Use case studies
- Instead of telling your customer how great you are, show them. No, not a product demo, I'm talking about case studies. If you have some case studies from your organization or from your own successful customers, using them in your sales process is a great way to engage your buyer and demonstrate proven value, without just rattling off the reasons why you think you're great. They're especially effective when you're selling into healthcare. The buyers in healthcare tend to be more practical and more familiar with testing new solutions and looking at that factual data. To use case studies effectively in the healthcare industry, you'll need to make a few shifts from the traditional method of presentation. Shift number one, focus on the customer, not yourself. When you're presenting a case study, it's really easy to fall into that trap of we, we, we, we, we, we meaning your company. Instead, focus on the customer in the case study. What challenges were they dealing with? What…
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