See Your Admissions Soar! Grow the Number of A Accounts Each Sales Professional Manages!

The Case for Investing in Industry Specific Sales Training

Every year we must produce more admissions, with less sales and marketing cost per admission. The best way to drive down the cost is by having each of your sales professionals be more effective and generate more admissions month over month and year over year.


The importance of incremental growth is paramount in this process. If you can keep your sales team focused on generating at least one new admission more than the prior month, each and every month in each territory, you will drive significant growth. It’s sustainable and, to the degree possible in our industry, predictable. Over the course of 12 months, the increase of one admission over prior month generates 78 additional, incremental admissions. (The magic of compound interest.) There is not a sales leader in the industry that wouldn’t look like an absolute superstar with that kind of growth across all their sales team!

Who should you train?

Many times, you are focused on training new sales professionals, struggling sales team members, but neglect team members that are performing at expectation and or exceeding their goals. 


Your greatest return on investment is training your great performers! At every one of our many sales training events, over the last 15+ years, high performing sales professionals have always said how great it was to get a refresher, get back to the things they used to do and that they learned something new that would help their business.

Sales is a process

Successful sales organizations have a well-defined sales process. This course provides that for you and your team.

Consistent effective approach and messaging

Your entire sales team needs to speak the same language. They should know the value propositions by referral partner type and have the same approach. The team will work better together, your job coaching is easier, and results will really take-off.
We will teach your team consistent and effective messaging and approach.

Targeting

The key to successful territory building and maximum success for all sales team members lies in targeting the right accounts. It takes about the same amount of time and effort to open a new account that will send one or two referrals a year as it does to develop a new account that will send two to three admissions per month.


This is the key to empowering each member of the team to be a Superstar!

Calculate ROI

Your return on investment (ROI) from this training course will be between 5:1 and 25:1 from each member of your team registered generating one admission you would not have gotten without the training. So all you need to make this very successful is one incremental admission.


Think of your actual ROI over the years after the training!

Metric to measure success

The measurement to determine the success of your sales program is sales and marketing cost per admission. Take your total budget for sales and marketing including salaries, bonuses and hard costs and divide by the number of admissions generated.


By focusing on constantly reducing that metric, you will be able to demonstrate your ultimate success.


The best way to drive that cost down is to increase the number of admissions generated by the sale sales team size.

Recommendations:

  • Purchase the 8-week Sales Training Course for each of your current sales professionals. Enroll them in the live series starting May 5th (hospice) or May 7th (home health).

  • Purchase either the “Definitive Guide to Hospice Sales: Achieve Superstar Success” or “Definitive Guide to Home Health Sales: Achieve Superstar Success” for each member of your sales team. During registration for the 8-week Sales Training Webinar Course you will receive a special offer to purchase them at a substantial savings.

  • Consider buying extra registrations to lower your cost per registration (see volume pricing discounts below) and have them ready to use with new hires. (they can access anytime using the recorded lessons)

Hospice & Palliative Care Sales Training Series

Purchase Entire Eight Week Hospice Course for only $595 per individual student (group discounts below)​​​​

We have taken our best of class, hospice specific sales training bootcamps and are offering them via Webinar to enable you to continue to train your sales team in today’s world of limited travel and social distancing. The hospice and palliative care course will be offered live every Tuesday starting May 5th through June 23rd, 2020. Each class will have participation exercises, homework assignments, quizzes and question and answer opportunities.


Each participant will receive their own course materials and individual coaching and feedback. At the conclusion of the course each student will receive a certificate of completion, an invitation to join the exclusive Sales Mastery Group* and opportunity to join the 52-week Sales Training Excellence Course*.


* Only available to Sales Professionals that have successfully completed the 8-week Sales Training Course – additional fees may apply.


Each session will be recorded and if unable to attend the live webinar, you will be able to view the recording and participate in exercises, questions, coaching and quizzes. If you start after the first webinar date, you will be provided with access to those classes missed so that you can get caught up or you may elect to attend via the recorded sessions.

The course design is to take each lesson one week apart so that the Sales Professional has the ability to use the skills learned in the field in the intervening week, report successes and challenges.

8 Week Hospice & Palliative Care Sales Training Course Agenda

Week 1 -  Introduction to Sales

  • Understanding Hospice & Palliative Care

  • Hospice & Palliative Sales Process

  • Who Are My Customers?

  • How to Work Remotely and Leverage Your Time and Resources - NEW CONTENT!

  • Exercise

  • Homework Assignment

Week 2 -  Best Practices to Leverage Your Time and Target

  • Account and Territory Management

  • What are the data telling me?

  • Account rating and targeting

  • Exercises

  • Homework Assignment

Week 3 -  Value Propositions

  • What is a Value Proposition?

  • Crafting targeted Value Propositions

  • Value Added Openings

  • Exercise

  • Homework Assignment

Week 4 -  Asking Intelligent Questions

  • Qualifying Questions

  • Probing Discovery Questions

  • Most important skill

  • Exercise

  • Homework Assignment

Week 5 -  Presenting Solutions

  • Presenting Solutions

  • Closing

  • Gaining Commitment

  • Exercise

  • Homework assignment

Week 6 -  Handling Objections

  • How to handle all objections

  • Exercise

  • Homework

Week 7 -  Successful Patient and Family Meetings

  • Manage the sign-on visit for success

  • How to discover your patient or family’s goals

  • How to present hospice using best practices

  • Managing the handoffs to guarantee best results

Week 8 -  Put it All Together

  • Develop and script sales call using skills learned

  • Final homework assignment

  • 90 Day Sales Campaign

  • Set Goals and Plan for Success

  • Course wrap-up

Each session will be recorded and if unable to attend the live webinar, you will be able to view the recording and participate in exercises, questions, coaching and quizzes.

Dawn B.

Sales Professional

Hi Michael, I'd like to take a little time to say THANK YOU for an energizing and valuable Boot Camp! I left feeling so focused and confident in structuring my accounts and messaging-we covered everything from the 'who' to the 'how' and I thank you for this-it's so easy to get overwhelmed in this profession, but you make it fun and got our group back to remembering the 'why'... I have already utilized a few things I learned and it's definitely paid off!

Pricing Options

  • Individual Registration – $595 per student

  • Groups of 2 – 5 students – $495 per student (Save $100 per student)

  • Groups of 6 – 10 students – $395 per student (Save $200 per student)

  • Groups of 11 or more students** only – $349 per student (Save $246 per student)

** Note: 11+ registrations qualifies you for the Enterprise Solution Version click here for details


You may purchase extra seat licenses and use them in the future to bring your cost per registration down and have them available for new hires or anyone who cannot start the class in early May.


Register today to secure your space in the initial class – attendance is limited to only 100 students in the first class. This course will sell out!


Each session will be recorded and if unable to attend the live webinar, you will be able to view the recording and participate in exercises, questions, coaching and quizzes.


At the conclusion of the course, each student will receive a Certificate of Completion, an invitation to a participate in the Sales Mastery Group and the opportunity to enroll in our 52 Week Sales Success Support System.

Home Health Care Sales Training Series

Purchase Entire Eight Week Series for only $595 per student (group discounts below)

We have taken our best of class home health specific sales training bootcamps and are offering them via Webinar to enable you to continue to train your sales team in today’s world of limited travel and social distancing. The the home health course will be offered every Thursday starting May 7th through June 18th, 2020.

Each class will have participation exercises, homework assignments, quizzes and question and answer opportunities.
Each participant will receive their own course materials and individual coaching and feedback. At the conclusion of the course each student will receive a certificate of completion, an invitation to join the exclusive Sales Mastery Group* and opportunity to join the 52-week Sales Training Excellence Course*.

* Only available to Sales Professionals that have successfully completed the 8-week Sales Training Course

Each session will be recorded and if unable to attend the live webinar, you will be able to view the recording and participate in exercises, questions, coaching and quizzes. If you start after the first webinar date, you will be provided with access to those classes missed so that you can get caught up or you may elect to attend via the recorded sessions.

The course design is to take each lesson one week apart so that the Sales Professional has the ability to use the skills learned in the field in the intervening week, report successes and challenges.

8-WEEK HOME HEALTH SALES TRAINING COURSE AGENDA

Week 1 -  Introduction to Sales

  • Understanding Home Health & Home Care

  • Home Health Sales Process

  • Who Are My Customers?

  • Exercise

  • Homework Assignment

Week 2 -  Targeting and Territory Management

  • Account and Territory Management

  • What are the data telling me?

  • Account rating and targeting

  • Exercise

  • Homework Assignment

Week 3 -  How to Remotely and Effectively Leverage Your Time and Resources NEW CONTENT!

  • Working remotely

  • Using the telephone to prospect

    • Gather important qualifying information

    • Setting appointments

    • How to use mail and email to prepare the prospect

  • Use internal sales to leverage your time

  • Using your CRM solution to manage your activities

Week 4 -  Value Propositions

  • What is a Value Proposition?

  • Crafting targeted Value Propositions

  • Value Added Openings

  • Exercise

  • Homework Assignment

Week 5 -  Asking Intelligent Questions

  • Qualifying Questions

  • Probing Discovery Questions

  • Most important skill

  • Exercise

  • Homework Assignment

Week 6 -  Presenting Solutions

  • Presenting Solutions

  • Closing

  • Gaining Commitment

  • Exercise

  • Homework assignment

Week 7 -  Handling Objections

  • How to handle all objections

  • Exercise

  • Homework

Week 8 -  Put it All Together

  • Develop and script sales call using skills learned

  • Final homework assignment

  • 90 Day Sales Campaign

  • Set Goals and Plan for Success

  • Course wrap-up

Each session will be recorded and if unable to attend the live webinar, you will be able to view the recording and participate in exercises, questions, coaching and quizzes.

Alexis B

Sales Professional

Hi Michael, I wanted to reach out and let you know what a wonderful experience I had at your class. I have been struggling to start and maintain a marketing program and I finally have the tools to succeed. After your class I was able to build our marketing program and I have already seen success. It really helped to see the entire referral process from start to finish and discuss how to build, grow and maintain sales accounts. I can’t wait to attend another class and continue to learn more about increasing our company referrals. Your tools make it easy to approach new referral sources and continue to build on the relationships I already have. Since I started marketing, I have felt that I haven’t made the impact I wanted with our referral sources but after your class I started using your techniques and I could instantly see a difference. It feels great to finally see success and see the positive impact of increased referrals.

Pricing Options

  • Individual Registration – $595 per student

  • Groups of 2 – 5 students – $495 per student (Save $100 per student)

  • Groups of 6 – 10 students – $395 per student (Save $200 per student)

  • Groups of 11 or more students** only – $349 per student (Save $246 per student)

** Note: 11+ registrations qualifies you for the Enterprise Solution Version click here for details


You may purchase extra seat licenses and use them in the future to bring your cost per registration down and have them available for new hires or anyone who cannot start the class in early May.


Register today to secure your space in the initial class – attendance is limited to only 100 students in the first class. This course will sell out!


Each session will be recorded and if unable to attend the live webinar, you will be able to view the recording and participate in exercises, questions, coaching and quizzes.


At the conclusion of the course, each student will receive a Certificate of Completion, an invitation to a participate in the Sales Mastery Group and our and the opportunity to enroll in our 52 Week Sales Success Support System.

Enterprise Program Details

11 – 25 Sales Professionals registered – only $349 per student

  • Sales Leadership tips and techniques to make sure your team gets the most out of the course
  • Weekly reporting of your team’s progress, successes, quiz results
  • Sales management tips to support your team in using these new skills each week
  • Metrics to measure their success
  • Conference call with sales leadership to discuss the team’s success and provide tips and techniques to pull through skills learned to deliver legendary sales success.
  • Price protection on 8-week course for future hires, you will get the same pricing and access to recorded course.  This way you will have the ability to train any new hires at the same amazing price.

26+ Sales Professionals registered – only $299 per student

All of the above plus:

  • Michael Ferris will speak at you sales meeting (virtually) before start of 8-week course to set the stage, provide the team ability to ask questions, state goals for each, gain their confidence and build excitement.  Time allowing, we can discuss any current initiatives or challenges.
  • Michael Ferris will speak at you sales meeting (virtually) around the end of 8-week course to discuss the team’s success and provide tips and techniques to pull through skills learned to deliver legendary sales success.

Customized Webinar Sales Training Courses are available and priced based on number of students and customized content.  Contact Michael Ferris at Michael@HealthcareStrategica.com

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