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TEN FIFTEEN mistakes in selling your services in US and beyond.
Zhenya RozinskiyTechnology Leader
24+ years in ITNearly 20 years in Outsourcing
I am your CUSTOMER
1. You don’t sell a solution
2. You don’t research your audience
3. You don’t target right customers
4. You think you know everything
HealthCare
Payer
Self
Pay
Insurance
Self
Insured
Managed
Self Insured
3r
d Party
HMO
Provider
Hospital
HMO
Doctor
Medical Group
Equipment
Facility
In-home Support
Lab
Therapy
Pharmacy
Hospice
Insured
5.You badmouth your competition
Tata 335,000
Cognizant 220,000
Infosys 190,000
Wipro 160,000
HCL 105,000
TOTAL 1 million plus
6. You are arrogant
7. You talk to much
8. You focus your sales pitch on you, not your customer
WIIFM
hat’sntore?
9. You are not friendly
10. You are selling instead of helping
11. You come across as a foreigner.English ≠ English
12. Your have poor communication skills
13. You don’t follow up
14. You don’t ask for help
15. You don’t unite
Zhenya Rozinskiyhttp://www.rozinskiy
zhenya@rozinskiy.com
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