Workshops
In my programs, I support you and your team in the form of holistic support with individual workshops, lectures and management coaching on the following topics:
Workshop content overview “Understand hospital purchasing”
- What makes buyers and decision-makers “tick”?
- How can you present the benefits of your company and your product in the best possible way?
- Why is the Personal Selling Point more important than the Unique Selling Point?
- What are the decision-making processes in the clinics and who are the individual target groups for your company?
- What are the biggest problems in / for purchasing decisions in clinics - from the perspective of purchasing and from the perspective of your company?
- When and with whom does your company fail, which arguments of the purchasing department / user do you encounter for rejecting a (stronger) cooperation and how can you refute them?
- Which stories does the buyer want to hear and which not?
- How can I train / influence the buyer so that he can argue in my favor internally (without my participation)?
- How do I build a strategic partnership with the hospital purchasing department and the user?
Aims of the training
- Better understand hospital purchasing
better convince the hospital purchasing department - Optimize the relationship with the purchasing department
sell your products, which may require explanation, better, easier and faster
save time and costs - Increase sales efficiency
address the various target groups in the hospital better and more specifically
Benefits for your company
Insight into the way your customer thinks and works
Support for your sales team from the perspective of the other side of the desk
Providing pragmatic, practical and practice-oriented suggestions for implementation
Content overview workshop “Convince the hospital purchasing department”
- The preparation:
How do you prepare yourself optimally for contact with clinics? - Self-motivation:
How do you stay motivated and goal-oriented? - The greeting and the start of the interview:
First impressions count – how to get off to a good start.
The needs analysis: - Understanding what clinics really need in order to make the perfect offer.
- The presentation and handling objections:
How to master the product presentation and anticipate objections. - The price negotiation and closing phase:
Tips for successful price negotiations and a sustainable deal. - The follow-up:
Maintaining contact and building long-term relationships
Ziele des trainings
Understanding the hospital purchasing process
- You will gain detailed insights into the purchasing mechanisms of clinics in order to place your offers in a more targeted manner
- Optimization of customer communication
- Learn how to respond better to the needs of hospital purchasers and convince them in the long term
- Effective negotiation strategies
- Develop negotiation techniques tailored to the specific challenges of the hospital sector
Benefits of cooperation:
In-depth market knowledge:
- Benefit from my many years of experience in hospital purchasing to learn realistic and practical approaches to solutions.
- Customized training
The content is tailored precisely to the needs and challenges of hospital suppliers - Improve your sales skills
Increase your chances of success in the hospital sector through improved communication and negotiation strategies.
Customer testimonials
Thank you for your visit and the many exciting inputs! It was a great workshop!”
Jonathan N. Grahm, Member of the Board of Directors bei Zippsafe AG
“Great workshop, exciting exchange. That's how it should be!”
Armin Dreisbach - Produktmarketing bei der Fuhrmann GmbH
“A great presentation with lots of valuable input.”
Mareike Siedler, Head of Marketing @ SIGNUS - The Spine Sign
“Mr. Müller's workshop last week really inspired our team. We received new impulses, developed new approaches, discussed top topics and redefined them for ourselves. Our expectations have been more than fulfilled. TOP !!!”
Karin Schwarz Leitung GPO Management Intersurgical Beatmungsprodukte GmbH
“A great workshop with lots of input on the topic of healthcare and hospital purchasing.”
Anne-Kathrin Bürgel, Leitung Key Account Management, bei Dr. Schumacher GmbH
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Seit 2012 unterstütze ich als selbstständiger UnternehmensbIn meinen Programmen unterstütze ich Sie und Ihr Team in Form von ganzheitlichen Begleitungen mit individuellen Workshops, Vorträgen und Führungskräfte-Coachings zu den Themen:erater für den Klinikeinkauf einerseits Krankenhäuser, Pflegeeinrichtungen und Versorgungszentren bei der Optimierung ihrer Prozesse, beim Sortiment und den Kosten. Andererseits stelle ich mein Wissen Herstellern und Lieferanten für Klinikprodukte und –dienstleistungen zur Verfügung. Ich sehe mich als Impulsgeber und Vermittler für erfolgreiche und nachhaltige Kooperationen innerhalb von Kliniken und Geschäftsbeziehungen zwischen Kliniken und ihren Lieferanten, zum Vorteil aller Beteiligten.