The “Days of Muffin Marketing” are truly over! But still many hospices do not have a structured disciplined sales model in place. Sales visit still consist of “howdy visits”, using tchotchkes as an opening to an account visit, feeding physician’s office, etc.
It is amazing to me that we have rigorous training and competence programs in place for clinical staff to “certify them to fly” but very little training and certification programs in place for sales staff. With little training and no true sales model and approach, salespeople are turned loose on the street charged with driving business. And management wonders why growth does not occur.
Hospice Advisors has a comprehensive sales structure and process that focuses on the following:
- What the salesperson job is and is not.
- A Seven Step sale process that consists of these steps. Provided for each step are the approaches, phraseology, materials and tools to be successful.
- The Cold Call consists of 4 specific elements including a powerful WHY.
- The second visit is to qualify the account and determine what the value propositions are. Included are 7 most asked discovery questions.
- Steps three through six are all about delivering value and fulfilling the value proposition. The specific value actions delivered depend on what specific referral segment is being worked. For example, physicians, personal care-private duty agencies, hospitals, etc.
- Step seven is all about “Weeding the Garden” if the referral source does not appear to be a source of referral.
- The 4 best ways to prospect.
- Territory and Account Management.
Our goal is to help salespeople become “Rock-Star” salespeople and develop 10 to 13 “A” accounts. To achieve that a salesperson needs to have a disciplined sales model and approach to work in and the ability to “fail fast” and identify “A” accounts.
At our Orlando November 20th and 21st Master Growth and Sales Boot Camp you will learn the key elements to install a professional sales model. View the details, https://hospiceadvisors.com/product/hospice-growth-sales-two-day-master-class-boot-camp-orlando-2/ or call Kurt at 734.658.6162.
