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The core of TIGI's business development courses is the customer-tailored, New Adaptive Selling (NAS) Program. Each NAS Program is customized to your company's specific situation and organizational priorities.
NAS has three main elements: Influencing the Decision, Selling Economic Value and the C.O.F. Value Proposition Process. All benefit from the use of healthcare financial data and business intelligence tools.
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In many cases, increasing the effectiveness of the sales team benefits from the implementation of the “Influencing the Decision™ process.” This proprietary process covers the following:
- Behavioral forecasting (i.e., how to properly determine the progress of a sale, from opening to close).
- A focus on Adaptive selling (i.e., how to discover the buying motivation and how to leverage customer hurt to control the decision process in a predictable fashion).
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- The use of financial information to enhance personal value creation and to implicate the customer in creating value for your solution.
- How to focus presentations that are needed after a platform of credibility has been developed based on a clear return on investment for both parties.
- Building a personal connection before exposing the exquisite details and proof of your technology solution. Understanding the importance of execution of the solution (delivering on the promise) and thereby monetizing the value of your solution.
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TIGI offers a full suite of training courses and ongoing success coaching programs that are available and fully customizable to the short-term and long-term needs of its customers.
To view a full list and descriptions of courses currently available, click here. |
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