HEALTH INSURANCE 2017-12-18T16:52:24+00:00

HEALTH INSURANCE

“After having 15 years of sales experience in my particular field already, I was admittedly somewhat skeptical of the sales coaching process at first. But after spending some time with James in both a group setting and then ultimately in a number of one-on-one individual sessions, I quickly realized how much I had left to learn about the sales process. Without question, James is an incredible sales coach that brings a very high level of sales expertise, energy, and professionalism to the table. I view my time spent with him as invaluable that has no doubt helped me grow as a sales professional. Not only do I consider James a mentor from a sales coaching perspective, but as a result of my time spent with him, I now also consider him a friend. Floriss comes with my absolute highest recommendation.”

 

DOUGLAS YOUNG, VP NATIONAL SALES, PROGRESSIVE MEDICAL

“My light hearted nickname for James is “Yoda” due to his ability to coach the techniques required to harness one’s inner strengths. His creative strategies are respectful to individual selling styles and net desired outcomes. He is the utmost professional.”

GEORGE VADYAK, SVP CORPORATE & FEDERAL SALES, OPTUM HEALTH

Solving Business Problems

The healthcare landscape is shifting.  Health insurance plans and the federal Medicare program are looking at new payment models, new contractual arrangements, new partnerships, and new ways to define and measure value for patients. In the midst of all this, government regulations are fostering innovation while creating greater market uncertainty, larger competitive shifts, and thinner margins.  

This is not an environment for transactional sales people who rely upon answering RFPs, presenting solutions, and taking orders.  Sales people who operate this way, downstream of buyers who care about business goals and economic impacts, do so at great risk to themselves and the companies they represent.  In this environment, sales people will survive only by learning how to build and sell value.

Value sellers are consultative. They establish account leadership and competitive differentiation by first understanding the client’s business problems. They pursue upstream buyer relationships by establishing themselves as early emotional favorites with decision-makers who help them avoid RFPs and competitive bids. They cultivate deep client relationships that maximize retention and long-term profitability.

The Floriss Group helps health insurance market players overcome traditional barriers to success and take control of growth by tailoring its Collecting WINS™ sales platform to your unique selling environment.  It all starts with a WINS Assessment™, so you can understand what’s working, not working and why, before making the decision to change.

WHAT OUR CLIENTS ARE SAYING:

“After having 15 years of sales experience in my particular field already, I was admittedly somewhat skeptical of the sales coaching process at first. But after spending some time with James in both a group setting and then ultimately in a number of one-on-one individual sessions, I quickly realized how much I had left to learn about the sales process. Without question, James is an incredible sales coach that brings a very high level of sales expertise, energy, and professionalism to the table. I view my time spent with him as invaluable that has no doubt helped me grow as a sales professional. Not only do I consider James a mentor from a sales coaching perspective, but as a result of my time spent with him, I now also consider him a friend. Floriss comes with my absolute highest recommendation.”

 

DOUGLAS YOUNG, VP NATIONAL SALES, PROGRESSIVE MEDICAL

“My light hearted nickname for James is “Yoda” due to his ability to coach the techniques required to harness one’s inner strengths. His creative strategies are respectful to individual selling styles and net desired outcomes. He is the utmost professional.”

GEORGE VADYAK, SVP CORPORATE & FEDERAL SALES, OPTUM HEALTH

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