Special Offer for Trella Health Clients Only!

Healthcare Strategica Sales Academy Presents:
8-week Home Health Sales Training Course
Or
8-week Hospice & Palliative Care Sales Training Course
Only $199 per student


Proven Effective, Industry Specific Sales Training Delivered Virtually and On-demand

 
Includes:
Sales Resource Vault and Learning Library
Clinical Resource Library
Success Tracker
FAQ Database
Objection Wizard


Courses are optimized for mobile and may be accessed on phone, tablet, iPad or computer

The Perfect Sales Training Solution

At the core of the Healthcare Strategica Sales Academy are the 8-week Hospice & Palliative Care Sales Training Course and the 8-week Home Health Sales Training Course. Students have access to the LMS platform including the course and support materials, videos and tools for 6 months. With each student registration, they have access to:

  • 8-week Hospice & Palliative Care Sales Training Course or the 8-week Home Health Sales Training 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.
  • Clinical Resource Library containing 12 disease specific videos and 50+ disease specific learning sheets.  Designed to teach what Sales Professionals need to know about the patients we treat.
  • FAQ Database that contains all questions posed by current and past students related to course functionality, home health, hospice, sales management topics.  If the answer isn’t already there, ask it and we’ll answer your question and add it to the database.
  • Objection Wizard allows the student to search objections and see how to handle them, on the fly.
  • Sales Managers have  access to see how their sales team members are progressing in the course and special sales management support documents.
  • Live Sales Coaching Workshops - Michael Ferris, Trainer in Chief, holds three sessions per month to support students, answer questions, role play, brainstorm strategies and solutions.
  • Certification – each student, after passing the final exam, receives either Certified Hospice Sales Professional™ (CHSP™) or Certified Home Health Sales Professional™ (CHHSP™) certification and a certificate to hang on their wall.

Testimonials from Thousands Of Successful Satisfied Sales Professionals

Our Students Say it Best!

New Sales Professionals:

"I am new and knew nothing of home health but this class has helped me see so many new and effective ways to market and more importantly, market effectively!! 3 weeks done and I have made several new referral sources and have opened the floodgates to referrals!!" Home Health Sales Professional – Oklahoma


“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.  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.”


“As someone who is newer to the healthcare field, I really loved the specific details on how to best facilitate hospice conversations while accommodating for the various types of referral sources. – Hospice Sales Professional - Indiana 

“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


“As a rookie in hospice marketing, this course provides a wealth of knowledge. I've been doing good on my own, but with the tools and pointers learned here, it will maximize my effectiveness out in the field!” Sales Professional – Hospice – Illinois 

“Great course! I just started in Sales 5 months ago - so this is helping me to get off on the right foot and give me confidence in growing my accounts.” Sales Professional – Hospice – South Dakota


“I thought this was a great course. I’m not new to marketing, but I am new to Home Health marketing & sales. The practices you showed us really work. Not only has it given me more confidence, the training helped me ask better questions, which lead to creative problem-solving that will benefit both my agency and our referring partners. I worked with my Intake RN’s to create a new HH diagnostic chart to help referring partners more clearly determine specified diagnoses. I also developed an agency quality piece to go with it. I will be bringing both pieces on my visits this month. I look forward to practicing everything I learned during the course. THANK YOU VERY MUCH.” Home Health Sales Professional,  Massachusetts


“I am new to Marketing and started right as COVID hit, I have struggled with not having any of my accounts know me by either name or face. The verbiage that this course, Michael has given us has made a huge difference! Just saying the same thing in a different way! Huge! HUGE!”  Sales Professional – Home Health – Texas 

Experienced Sales Professionals:

“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 


“I think this was very beneficial - every hospice liason or marketing professional should take this course.” Sales Professional – Hospice - Nebraska


“Always very beneficial and I value the information enough to share it with my coworkers.”  Sales Professional – Hospice – Oklahoma

“Just want to share that not always can I see the "point person" for the practice. In a few instances I had to schedule an appt. a week out. I am persistent however, just sharing some of the challenges facing Home Health today. Most importantly your training course is like a Breath of Fresh Air. I've been doing home health for many years and your course is helping me get "refocused". Thank You.”  Sales Professional – Home Health - Florida


“I liked the way it helped me get organized, and using homework to practice each concept we learned.”  Home Health Sales Professional - Massachusetts


“I have worked in home health marketing for 7 years, this program has helped me to see the areas I am lacking in and how to improve in those areas so that I can continue to grow as a valuable part of my team.”  Sales Professional – Home Health – Oklahoma 

“I love that I can go back and review the class anytime, the more I listen to each session the more I take away!  Love the resources in the learning library.” Sales Professional – Home Health – Ohio 


“I loved the education provided on this course. Due to the hard times with Covid, we are encountering a lot of trouble getting into and talking to these accounts.” 


“The course provided is informative. And Michael Ferris presented the course on a more realistic approach rather than mere "theory". Thank you.” 


“I liked the course. I liked that it was one hour and we had a week to try the tactics and report back and build on it.”


“Very educational and will help me in the future in marketing. I wouldn't change a thing. You hit on everything.”


“I learned a lot of great techniques I believe will be very helpful in my marketing.” 


“GOOD information - I wouldn't change anything.”

Instructor
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 this 8-week course. 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.

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.

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

Home Health 8-Week Sales Training Course Agenda

8-week Home Health Sales Training Course Information and Agenda


We have taken our best of class home health specific sales training bootcamps and are offering them on-demand to enable you to continue to train your sales team consistently.  The home health 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.

Leverage the time of Sales Leadership – each new sales rep is trained using the exact same course that they can access independently.  

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 Home Health Sales Professional™ - CHHSP™.

8 Week Home Health Sales Training Course Agenda

1) Welcome to Home Health 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 Home Health & Home Care
b. Home Health Sales Process
c. Who Are My Customers?
d. Exercise

e. Homework Assignment

e. Exercise
f. Homework Assignment for week ahead

3) Week Two: Targeting and Territory Management

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: How to Leverage Your Time and Resources NEW CONTENT!

a. Working remotely

b. Using the telephone to prospect

i. Gather important qualifying information

ii. Setting appointments

iii. How to use mail and email to prepare the prospect

c. Use internal sales to leverage your time
d. Using your CRM solution to manage your activities
e. Exercise
f. Homework Assignment

5) Week Four: Value Propositions

a.What is a Value Proposition?

b. Crafting targeted Value Propositions

c. Value Added Openings

d. Exercise

e. Homework Assignment

6) Week Five: Asking Intelligent Questions

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

7) Week Six: Presenting Solutions

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

8) Week Seven: Handling Objections

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

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

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!

© 2023 Healthcare Strategica | All Rights Reserved