Using Reimbursement Knowledge to Make Sales

A medical practice, clinic, or other healthcare organization has many bills to pay and a payroll to meet every month. They have to take in more than they spend if they are to going to survive economically.

When you sell them something, you become part of their cost of doing business, but if you can show how to get good reimbursement for using your products, you can be perceived as a source of profit, not expense.

This course will explain how your customers are reimbursed for the medical care, laboratory tests and diagnostic procedures they provide to their patients. An understanding of reimbursement will help you answer customer questions such as: “How do I bill for this test?” and “Will Medicare cover this product for this condition?” Your knowledge will ensure that you are equipped to overcome objections such as: “Nobody will pay for this,” or “Medicare doesn’t pay enough to make it worthwhile.”

In this course, you’ll learn about:
  • Using reimbursement to justify product purchases
  • Coding and reimbursement for laboratory tests
  • Applying reimbursement knowledge to the sales process
  • Overcoming common reimbursement-related objections
This course explains how your customers are reimbursed and you can utilize the knowledge to help them justify product purchases and to overcome common reimbursement-related objections.
Format:  Text Format (PDF)
Pages:  30
Last Updated:  10/31/2022