Value Selling and the Healthcare Buying Process

Format: Webinar

Posted in Empower Sales Conversations, Increase B2B Sales, Sales, Why LeveragePoint?


The healthcare buyer has moved from basing their purchasing decisions purely on clinical considerations to a balance of clinical and economic buying considerations. This shift can cause a 10-40% savings from various supply categories. To overcome this challenge, healthcare suppliers will need to clearly communicate the clinical benefits and economic value that their products provide to customers during each phase of the buying process.

Watch Value Selling and the Healthcare Buying Process and learn as noted healthcare Value Selling expert Chris Provines will educate attendees on how to:

  • Understand the customer’s buying process
  • Identify strategic sourcing tactics
  • Align Value Selling to the customer’s buying process
  • Defend the value of your product against buyer objections

Based on insights from his popular new book, Healthcare Value Selling: Winning Strategies to Sell and Defend Value in the New Market as well as other works on Value Selling, Chris will provide proven strategies that will enable sales reps to better understand their customer’s buying process and communicate value during each stage of the buying process.


Chris Provines is Founder and CEO of Value Vantage Partners, and is an accomplished executive, business advisor, and adjunct professor with broad global experience in Fortune 500 businesses. His experience includes global leadership roles at Johnson & Johnson and Siemens in commercial excellence, strategic pricing, account management, procurement, and business improvement. As an advisor, he helps businesses grow profits through smarter pricing and commercial execution. He is also a top-rated instructor teaching marketing and sales teams strategic pricing, selling and negotiating value, and value discovery.

What's Next?

Ready to Dive In?


If you’d like to talk more about LeveragePoint’s Value Proposition tool, we’d welcome the opportunity to speak with you. We will listen to your needs, and help you understand if the tool is right for you.


We use cookies to provide you with a better onsite experience. By continuing to browse the site you are agreeing to our use of cookies in accordance with our Cookie Policy.

The cookie settings on this website are set to "allow cookies" to give you the best browsing experience possible. If you continue to use this website without changing your cookie settings or you click "Accept" below then you are consenting to this.