Hospice Growth Assured!

New from the Healthcare Strategica Sales Academy:  
60-week Hospice & Palliative Care Sales Training Course Available On-demand 
Invaluable Sales Resource Vault and Learning Library Included

The New 60-week Hospice & Palliative Care Sales Training and Sales Challenge Course 

The Perfect Hospice Sales Learning Environment

At the core of the Healthcare Strategica Sales Academy is our legendary Hospice & Palliative Care Sales Training Course and the 52-week Sales Challenge Course.  NOW, students can register and enjoy 60-weeks of training and support.  They receive access to the courses plus all of the elements in the Sales Resource Vault and Learning Library.  With each student registration, they have access to:

  • 8-week Hospice & Palliative Care Sales Training Course
  • 52-week Sales Challenge Course
  • Sales Resource Vault containing short videos that provide quick refresher for the skills learned in the class.
  • Learning Library containing articles, research, forms and instructional documents to support their ongoing success.
  • With the Enterprise version, Sales Managers have  access to see how their sales team members are progressing in the course and special sales management support documents.
  • Office Hours - Michael Ferris, Trainer in Chief, will hold office hours periodically that will be offered only to students enrolled in the Healthcare Strategica Sales Academy.

When you register your Sales Professionals, they are immediately (you can also choose a later start date) enrolled in the 8-week Hospice & Palliative Care Sales Training Course.  When they complete the 8-week Course, they are then enrolled in the 52-week Sales Challenge Course.

All of this Best of Class Hospice Sales Training is available on-demand.  This means you can sign up all of your sales team and provide them with the best of class sales training virtually, at their convenience.  You will also be able to offer the exact same training experience to each new sales professional as part of your consistent on-boarding program.

Once registered, the student receives their personalized access code for the Healthcare Strategica Sales Academy, plus a special pre-course class letting them know what to expect, how to prepare and get the most out of the class.  They will receive a survey to tell us what is most important to them, about their background and skill level and to ask any questions.  And, they have immediate access to the New Healthcare Strategica Sales Academy Sales Resource Vault and Learning Library, chock full of all types of resources to support their success.

  • Sales Resource Vault with:
    • Short videos to reinforce sales skills learned in 8-week course on the fly!
      • Handling the Most Important Objection – Patient Not Ready
      • Handling the Current Pandemic Objections
      • Sales Defaults to Never Get Caught Off Guard or Unprepared
      • Successful Solution Presentations using RAFT Method
      • Selling Multiple Service Lines
      • Care Transitions Coordinators / Clinical Liaisons (coming soon)
      • And more will be added every month...
  • Learning Library Toolkit:
    • Useful Forms to Support Sales Best Practices:
      • Developing and Managing Your Top P1 Prospect List
      • Luncheon or Major Presentation Planning Form
      • Lunch or Major Presentation Rules for Success
      • With more to be added every month...
    • Sales Management Special Support Documents
      • How to Coach Your Sales Professional Through Each Week of the 8-week Course and Beyond
      • Territory Alignment
      • Creating the Sales Coach Position in Your Agency
      • Recruiting, Interviewing, Hiring, Onboarding and Retention Strategies
      • Incentive Compensation Plans
      • With more to be added every month...

I have always said, find out what is important to your customers and know what they need and want. In creating this virtual learning program, I asked you what you need and designed it based on what you told me. I think you will be thrilled and I am really excited to tell you all about it.

You let me know:

  • Just how tough it is financially right now for you

  • How stretched for time you are

  • How important referral partner relationships are and the flow of consistent quality referrals

  • That the new referrals you are seeing, under current environment, reflect an even lower LOS

  • That you had some questions on just how this new training format will work for your sales team

Let’s Start with the Pricing Structure:

$387 per student (1-19 licenses)
$285 per student (20+ licenses)

How did Healthcare Strategica manage to cut the prices this low?

  • Healthcare Strategica has made a major investment in technology and a state-of-the-art Learning Management System (LMS) platform. Many of the administrative tasks are automated which eliminates labor costs for us. Learning library, resources, quizzes, surveys and additional resources are all automated. Student reminders, scheduling, reporting and tracking are also automated. This allows us to take a longer-term view and establish processes that provide you added value, enhanced communication, and ongoing information about your sales professional’s progress. As a result, you get significantly more for a lot less!

How do We Save You Time?

The care and feeding of your hospice sales team takes time, giving them the support and training is tough and sales leadership have a lot more on their plate right now. With this new infrastructure, we handle the training and support for them and all you have to do is register them. For new hires, your new process becomes as simple as having HR give them their registration for the course as part of their onboarding. You receive reports (only for Enterprise Training Clients) on their progress and they feel loved and supported.

Referral Partner Relationships, Quality Referrals and Balanced LOS

Your sales team gets the best quality hospice & palliative care specific sales training that teaches them the strategies, tactics and approaches to develop stronger referral partner relationships. No matter how tenured a hospice sales professional, our training is proven to improve their effectiveness from reconnecting them with what made them successful to begin with. They will learn the accounts to target for certain types of referral partners, the ability to verbalize the value propositions for each and the approach to deliver the quality referrals. This training teaches the questions to ask, how to present the solution and objections to expect. In other words how to combat the declining LOS due to loss of the whole spectrum of referrals you need to survive.

How Does the Course Work?

There was also some confusion about how the courses work and why they make so much sense for your organization. When you compare our offerings to any others available, you will see that you get a proven, successful process delivering much greater breadth of training and resources. This means you get more for less!

The 60-week Hospice Sales Training Course is now available on-demand. Once you register, the student will receive their personalized access code for the 60-week course, including a special on-demand pre-course module letting them know what to expect, how to prepare and get the most out of the class. They will receive a survey to tell us what is most important to them, about their background and skill level and to ask any questions.

  • The students will have access to the 8-weekly courses starting on day one, after completing the first course, they will have access to the subsequent courses one week apart. This makes sure they follow the design and get the full benefit of the use of what they learned in their accounts between lessons.

  • After completing the 8-week Hospice Sales Training Course, they receive their Certified Hospice Sales Professional CHSP™ Certification and access to the 52-week Sales Challenge Course.

  • On the following Monday, after completion of 8-week course, the student will receive the week one module for the 52-week Sales Challenge Course and the first monthly module.  Each week they will receive an additional module and each month an additional monthly module for the full year.

  • If your student has a vacation or illness or whatever interruption, they will be able to resume the course and continue at their pace and on their schedule.

Michael Ferris

"Can’t wait to share this course with your sales teams! It’s the culmination of my twenty+ years as the top thought leader and training expert in the field of hospice sales. I’ve combined the proven hospice specific business outreach strategies, sales processes, skills and tactics into the 8-week course. Combining it with the 52-week Sales Challenge Course provides each student support and enhanced skills to continue to grow their admissions every week, month, quarter and year. Using best practice adult learning theory and LMS technology I can now offer you the best sales training at a price that is extremely accessible for all hospice providers. Long-term with the learning library and support tools, I see this as my legacy and gift to the industry.”

Michael has written the top selling books on hospice sales and has consulted to and trained for many of the most successful hospice programs in the country. His current book, “Definitive Guide to Hospice Sales: Achieve Superstar Success” is available at a special price when your register for this course.

Here are the Eight Top Reasons to Sign Your Team Up Today:

1. Value

We were able to cut pricing to the bone to bring amazing value to you right now, when you need it most and into the future. This is as a reflection of what is most important to you today and into the future.

Where else can you get the #1 Best of Class Sales Training for Hospice Sales Professionals plus a 52-week Sales Challenge Course for between $6.45 and $4.75 per week???  The ROI on this investment is off the charts!

60-Week Sales Course Pricing Structure:

$387 per student (1-19 licenses)
$285 per student (20+ licenses)

What each Hospice & Palliative Care student gets:

  • 8-week Hospice & Palliative Care specific foundational sales training course
  • Upon completion of 8-week course and pass final exam, each student becomes certified as a CHSP™ (Certified Hospice Sales Professional)
  • 52-weekly Sales Challenge modules including training content and video.
  • 12-monthly Sales Challenge disease specific modules with video presentation of what a Hospice & Palliative Care Sales Professional needs to know about that disease process to sell the value to the Referral Partners.  All disease modules tie back to the LCDs.
  • Opportunity to pose questions to Michael Ferris and the Healthcare Strategica team of experts.
  • Access to the Healthcare Strategica Sales Resource Vault and Learning Library
  • Success tracking and much, much more…

2. Time Saving Solution / Long-Term Partner Relationship:

You told us that you don’t have enough time. Your leadership team and sales management are strapped for time under normal circumstances and in current environment is impossible. This sales training system is designed to provide you the best training available for your team with the least amount of time from your management team.

The goal is to be your long-term outsourced sales training and management support partner. With our new system we will set you up to be able to issue log-in instructions for each new hire as a part of your best practice sales professional onboarding. This way each of your sales team members will have the exact same industry specific sales training and onboarding experience and it is all self-directed with accountability requirements and reporting. You can budget between $285 and $387 per new sales team hire for onboarding and we take care of it for you! Pretty cool, right?

3. The Original and Best Training Available:

This is the original sales training developed by Michael Ferris for hospice & palliative care over the last 20 years. Compare our track record of success with any other offers and discover that you can get the absolute best training, the original  for 40 – 60% off the price of others.  Our Sales Professional Graduates are among the most successful sales people in our industry - the ROI from this training makes it a no-brainer.

4. Optimal Adult Learning and Retention Design

12 Class hours over Eight-weeks and 30 minutes per week for 52-weeks plus one-hour per month for 12 months:

The course is delivered over 60-weeks for a reason. In our legendary live, on-site training classes we have eight basic modules, the building blocks of the sales process, and students participate in group exercises to use what they have just learned.  Those 8-weeks are followed by a full year of Sales Challenge Course which builds on and reinforces the skills learned in the 8-week course.   It’s a building process and it works!

In each exercise they are asked to come up with specific type of account and person they are calling on. We encourage them to use real accounts and the market intelligence data they have to direct their strategy. What I AM SO EXCITED ABOUT is that in this course we go through more theory, examples and techniques and then during the week until the next lesson, their homework is to go out and use what they learned, live in their territory, multiple times in different types of accounts and report back success and questions. This delivers the optimal adult learning experience! They read it, see it, hear it and most importantly do it in their own specific environment! It is delivered by the number one trainer in the country who has the proven ability to resonate with our industry’s sales professionals.

Each week of the 8-week course is between 1.0 and 1.5-hour classroom time plus they will be working to use and perfect what they learned in the field during the week. There is a 25-minute pre-course class to view at their convenience before week one. It will help them understand what to expect and prepare them to get the most out of this experience.

Each week of the 52-week Sales Challenge Course takes about 30 minutes to review and complete.  Each module has a video component and a module written to highlight specific disease processes and how to sell your services to the Referral Partners who have those types of patients.

Each month of the 52-week Sales Challenge Course has an extensive module complete with RAFT presentations that tie to a major disease process.  This module requires about 30 minutes to complete.  Additionally, each month there is a 30 - 45 minute video presentation on what the Hospice Sales Professional needs to know about that major disease process.  Everything is tied to the LCDs for hospice and will enhance the Sales Professional's ability to expand how their Referral Partners use the services.

5. Industry Specific:

There are lots of sales training programs out there to choose from. How do you choose the right one for your organization?

First and foremost, generic sales training does not apply to hospice & palliative care. So many of the skills and techniques taught in a non-industry specific sales training are just not applicable. Plus, the training does not resonate with your hospice sales professionals. 

Within our industry, there are mainly training programs designed for both home health and hospice. There are very specific differences between selling these service lines. Who you sell to, how you sell to them, the verbiage used, value propositions are all different. I can promise you that service line specific makes a big difference in results. Physicians are much more important in the hospice sales process than in home health, as an example. Plus you need to take into consideration how the referral partner feels about hospice, whether they advocate for it and how they run their practice to really have the connections you need for success.

Hospice specific is very important to the sales professional’s success. As a result, this course is all hospice & palliative care and is designed to provide the skills, tactics, strategies and processes to deliver results. There are many similarities between the courses but are very specific to service line where essential.

See Below: Added new module available to anyone selling multiple service lines. If you sell both, we recommend you take the hospice course and pay close attention to the extra module on using what you learned to adapt to your home health sales activities.

6. Sales Resource Vault, Learning Library and 8-week Course Available On-demand:

All weekly classes are available On-demand to meet your team’s scheduling needs. Can be reviewed as needed by students. There is a one-week delay between classes to make sure they use the skills learned during the week and continue to build upon the prior weeks, each successive week. Also, allows for any student needs for vacation, illness, other priorities.

Investment in Learning Management System (LMS) which is a platform to provide controlled access to all of the many features or our training system. This allows for students to access their courses, answer quizzes, report successes and challenges from their week of using skills learned, ask questions, view added videos (role plays and other presentations), access learning library, see their progress; all in an automated fashion. The FAQ library is built by the students as they ask their questions and for help with challenges.

The reporting functionality allows us (for the Enterprise clients) to keep you up-to-date with your sales team member’s progress, results, etc. We also provide you with the ability to access important sales management information to best support your team at each step of their progress.

Sales management support is automated and available on-demand. We want your investment in our best practice sales training to pay the highest return on investment while leveraging your time and talent.

7. Certification

Each sales professional will receive our new certification designations after their successful completion of the 8-week course. Each receive a certificate suitable for framing, a digital badge to use on their social media and the official certification: Certified Hospice Sales Professional™ (CHSP™)

8. Extras

Extra Module for Sales Professionals Selling Multiple Service Lines – if you have your team selling both hospice and home health, we recommend picking the sales training course for the service line where you want to most boost referrals or where you believe the individual needs the most help. Then they can participate in the extra course on how to adapt or translate some of the key differences between service lines. 

Extra Module for Care Transition Coordinators / Facility Liaisons – how to use your skills in the hospital or facility settings.

We will be adding Extra Modules for many topics and will ask you and your sales team for requests for new Extra Module content.


Thousands Of Successful Satisfied Sales Professionals

Here’s what current and past students have said about the Hospice & Palliative Care Sales Courses:

"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!"

Dawn B., Hospice Sales Professional

“Being new to Hospice sales, I am finding the course to be extremely helpful in approaching business development for my territory.” Sales Professional – Hospice - Pennsylvania 

“This course has been excellent! Even if you have been in hospice sales or the hospice field for a long time, Michael Ferris gives incredible knowledge on do's and dont's that many on our team had never known before. I especially liked some of the scripting that we were given - I have tried them out and found that they really help to dig deeper into the referral partner and their needs/perspective more than ever before. Great course!” – Sales Professional – Hospice – South Dakota

“You asked us to track our Top 25 accounts from the start of the course.  During the course I had 48 ADMISSIONS total in last 8 weeks.  Our normal for 2 months is 34 admissions on average, that’s a 41% increase!! Our census is the highest it has ever been!”

"I have had positive daily feedback on what this class has meant for our marketing team. We are relearning as well as implementing the inventive ideas that Michael has offered throughout the class. I truly feel like utilizing this program will increase referrals and satisfaction with my team. Thank you!"  VP of Sales – Home Health and Hospice – Oklahoma and Texas

"I have been in sales and marketing for almost 10 years but I am new to this industry. I have learned so much from this course from how to manage my time, to how to have difficult conversations. Education is key to success and this course takes you through the basics to things you may have never considered. Definitely recommend!" Sales Professional – Home Health and Hospice – Oklahoma

“Thank you, very informative and great information that will be very useful to me as I continue growing my hospice relationships and census.  I liked the 2 hour/week format. This course covered all the pertinent information that I feel I need to be successful in this industry.” Sales Professional – Hospice – Massachusetts

Hospice 8-Week Sales Training Course Agenda

8-week Hospice Sales Training Course Information and Agenda

We have taken our best of class hospice & palliative care specific sales training bootcamps and are offering them on-demand to enable you to continue to train your sales team in today’s world of limited travel and social distancing. The hospice & palliative course is designed to be completed in 8 weeks with homework assignment each week to use the skillsets learned in class. Each class builds upon the last and has homework assignments, quizzes and question and answer opportunities.

Each participant will receive their own course access complete with materials. At the conclusion of the course each student will receive a Certification as a Certified Hospice Sales Professional
- CHSP, an invitation to join the exclusive Certified Hospice Sales Professional Mastery Group* and opportunity to join the 52-week Sales Training Excellence Course*.

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

8 Week Hospice & Palliative Care Sales Training Course Agenda

1) Welcome to Hospice Sales Training: Pre-course Module

a. What to expect
b. How to Prepare
c. Pre-course homework assignment
d. How to get organized
e. Let’s get excited

2) Week One: Introduction to Sales

a. Understanding Hospice & Palliative Care
b. Hospice & Palliative Sales Process
c. Who Are My Customers?
d. How to Work Remotely and Leverage Your Time and Resources NEW CONTENT!

i. Working remotely

1. Using the telephone to prospect
2. Gather important qualifying information
3. Setting appointments
4. How to use mail and email to prepare the prospect

ii. Use internal sales to leverage your time
iii. Using your CRM solution to manage your activities

e. Exercise
f. Homework Assignment for week ahead

3) Week Two: Best Practices to Leverage Your Time and Target

a. Account and Territory Management
b. What are the data telling me?
c. Account rating and targeting
d. Exercises
e. Homework Assignment

4) Week Three: Value Propositions

a. What is a Value Proposition?
b. Crafting targeted Value Propositions
c. Value Added Openings
d. Exercise
e. Homework Assignment

5) Week Four: Asking Intelligent Questions

a. Qualifying Questions
b. Probing Discovery Questions
c. Most important skill
d. Exercise
e. Homework Assignment

6) Week Five: Presenting Solutions

a. Presenting Solutions
b. Closing
c. Gaining Commitment
d. Exercise
e. Homework assignment

7) Week Six: Handling Objections

a. How to handle all objections
b. Exercise
c. Homework

8) Week Seven: Successful Patient and Family Meetings

a. Manage the sign-on visit for success
b. How to discover your patient or family’s goals
c. How to present hospice using best practices
d. Managing the handoffs to guarantee best results

9) Week Eight: Put it All Together

a. Develop and script sales call using skills learned
b. Final homework assignment
c. 90 Day Sales Campaign
d. Set Goals and Plan for Success
e. Course wrap-up

Each session will be available on-demand each week, students will be able to review any class on-demand anytime.

Custom programs can be developed for larger organizations – please inquire to Michael Ferris at michael@healthcarestrategica.com

Register Your Sales Team Today, Start Seeing Results Immediately! 

The course has each Sales Professional focus upon their Top Twenty-Five Accounts from Day One to grow the number of admissions from each of those accounts by expanding how the accounts use your services!

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