STEP5

SALES PROCESS FORHighPerformance

Home Care Sales Simplified

By: Melanie Stover,OT, MBA, MS/ISM & CHERYL PELTEKIS,RN

5 Step Sales Process for High Performance ©Copyright 2017 by Home Care Sales. All rights reserved.

Testimonials "Melanie Stover was highly effective in leading our sale team, quickly and efficiently, holding them accountable for real tangible results. The sale team immediately respected her and that made the transition painless.

Having expertise in leading various agencies throughout the country, Melanie understands the new health care continuum. She has so many good ideas your challenge will be deciding on which ideas to execute on.

She was able to get honest feedback from the sales team that ultimately helped the operations team to grow as well. Melanie is a great communicator and referral sources trust her. You are able to truly focus on other objectives while Melanie positively leads your team. She is laser focused on results."

Wendy Sutton COO, LightHouse Health Care, Springfield VA

"Cheryl is like a walking encyclopedia, meaning so knowledgeable in Healthcare from Finance, to Regulatory, to Clinical, she has a wealth of information to offer and truly enjoys sharing her wisdom and expertise.

I would highly recommend her to anyone in the industry as a new, or growing company who wants to be a #1 Leader in Home Health Care, she will help you set and achieve those goals!!"

Karen Schubert Co Administrator at Preferred Providers Home Health Care

"We recently had the opportunity to work with Cheryl and engaged her to provide consulting services on our company’s Product Road map. Cheryl has over 21 years of creating and building successful home care service lines.

Cheryl was invaluable to our team in the analysis and recommendation process she provided. Her entrepreneurial background, outside the box thinking, and contagious positive energy will surely make a positive impact to your organization.

I highly recommend Cheryl as a consultant to vendors and providers who are looking for assistance in patient census growth, product management consulting, process improvement, and overall business assessment to reduce cost per episode. Thank You Cheryl!!!"

Craig Mandeville Founder & CEO, Forcura

5 Step Sales Process for High Performance ©Copyright 2017 by Home Care Sales. All rights reserved.

About The Authors: Melanie Stover, Partner

Melanie Stover brings an extensive clinical sales background to the organization. She has worked in various territories as a successful sales leader as well as a top producer.

Melanie has led numerous workshops and field training programs for clients, focusing on training clinicians to be better salespeople and training professional salespeople to produce more in less

time through account management, successful selling skills, sales leadership, personal branding, time management, and improved customer service.

Melanie is the author of numerous articles and manuals including: • Dx Sell ™ Diagnosis Based Selling system • Care Partners – A guide to reducing readmissions • Revving up referrals - Target Markets • Therapy Departments a secret source of referrals

She is an Occupational Therapist with an MBA in Marketing and a Master’s of Science in Information Systems Management. Melanie has been a consistent speaker for the Home Care Industry.

Live events include: NAHC, CAHSAH, TAHC, HCAF, HCAOA, and numerous Corporate National Meetings on the topics of Sales and Field Marketing.

Today Melanie currently leads and coaches organizations throughout the country.

Cheryl Peltekis, Partner

Cheryl Peltekis, RN is an infectious leader in the Home Health and Hospice Industry. In 1995, Cheryl opened and built and ran, from the ground up, a multi-million dollar Medicare Certified and JACHO accredited Home Health and Hospice for over 20 years deficiency free!

Cheryl is the rare clinician who “gets” sales and business development. Author of “The Five Steps to Sales Success”, “Super Hero Customer Service”, and 5 Step High Performance Selling Manual”.

Cheryl was also the host of a radio weekly talk show, “Health Matters” and developed multiple diseases management programs.

She was awarded “Sales Manager of the Year” by Playmaker CRM in 2013. Since 2013, Cheryl opened her consulting business, Penta Care consulting and was quickly acquired by Home Care Sales by Power Shot training where she is the only RN partner with operational experience.

Today Cheryl speaks at several annual conferences including: • Home Care Sales and Marketing Society • Cooperate Compliance Annual Seminar - Liz Pearson, Esq. is the Seminar creator • Medicare Training Consulting Administrators Annual Update - James Plonsey Seminar Creator • And several State Association conferences

Cheryl is also the sales manager for organizations throughout the country.

5 Step Sales Process for High Performance ©Copyright 2017 by Home Care Sales. All rights reserved.

Table of Contents

� Introduction . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .6

� Chapter One Step 1 - Identify and Qualify . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .7

� Chapter Two Step 2 - Differentiate . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .11

� Chapter Three Step 3 - Win . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .14

� Chapter Four Step 4 - Reveal . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .16

� Chapter Five Step 5 - Strategic Design . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .19

� Chapter Six Conclusion . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .21

Introduction Melanie Stover and Cheryl Peltekis began working together in 2014 and immediately realized that they were a unique convergence of talent and experience. Their partnership joined experience in operationalism, clinical, sales skills and sales management with the ability to train and create amazing sales tools while leveraging technology. They worked for two and a half years together in partnership with another company, and in 2017 relaunched Home Care Sales as partners.

One of the first things that developed was their redesigned sales process. In the past, both ladies used a selling process learned years earlier that was based on a private duty administrator going out and conducting sales calls 50% of the time. They quickly realized that sales process lacked critical pieces to help the home care, home health and hospice sales representative. Drawing on their over 50 years of combined industry experience and research they created a process that could be applied to Home Health, Hospice, and Private Duty In Home Care.

5-Step Selling for High Performance

1. Identify/Qualify

2. Differentiate

3. Win

4. Reveal

5. Strategic Design

Through this 5 Step process we will share the distillation of all the information we have integrated from sales trainings, books, and processes into a proven industry specific process which has been implemented successfully in hundreds of organizations.

Leveraging off the 5-Step Sales process comes a Roadmap to Referrals

- 52 weeks of unique sales messages that will also be referenced. This gives

every sales representative the exact words to say to gain a referral and educate your referral

sources every time you make a sales call.

.

Identify andQualify

DifferentiateStrategicDesign

WIN. Gaina Referral!Reveal

1.2.

3.

4.

5.

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Chapter 1Step 1 - Identify and Qualify

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Chapter 1 Step 1 - Identify and Qualify

“Identify Targets” is the first thing to do. If you are an organization receiving referrals, start by studying your own data. Where do you begin?

• Look at every referral or inquiry received over the last year. Study your referral/ inquiry log or admission report to see who called in or faxed in the referral. Make a list of the data.

• Sort this data into an account list. An account is the physical location of the place that gave you the referral or inquiry. A hospital, nursing home, assisted living facility, doctor’s office, senior center, adult day care, or dialysis center would each be an account.

• Group Physicians under their Practice Name. You may need to Google the actual name of a physician’s practice. Several physicians often work at one organization and have a group name.

Home Health and Hospice Exhibit 1

Date of Referral Patients Name Referred By Start of care Date

Non-Admit Reason/Date

Private Duty – In-home Care Exhibit 2

Date of Inquiry Clients Name Referred By Home Assessment Date

Admission/ Start of care Date

When doing this the first time, you may discover six hospitals in the area that referred between one and seven patients a month. Several physicians’ offices referred from one to three patients a month. Use the name of the hospitals and doctors’ offices for the account name. The name of the practice (Trevose Family Practice) is an account name, and the physicians and their secretary are the contacts under the account. See Exhibit 3 for an

Identify andQualify

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example of a spreadsheet to show the aggregation of accounts. Step 1 is to review your current referrals to identify how many accounts your organization currently has referred.

Exhibit 3

Account Name JANUARY Referrals/Admissions

FEBRUARY Referrals/Admissions

MARCH Referrals/Admissions

TOTAL FOR QUARTER Referrals/Admissions

Main Street Family PracticeSacred Heart HospitalSerenity

Next, do this for the prior years’ data for comparison. You have now identified all the accounts that have previously referred to you rank them and you are ready to calendar them for qualifying sales calls.. If there are only a few or you are new to the business or area you will need to, identify other traditional high value accounts

to be targeted. Before you begin to search for accounts, meet with your organization’s leaders and ensure your organization can staff the area for which you are creating your target list of accounts. Don’t waste time on accounts in an area for which you do not have adequate staffing. Once you identify the locations, calendar a minimum 40–60 accounts each week to complete the qualifying visit.

If you have purchased market share data (this is market data from billing claims), create targets using your data to add into your existing referral sources.

The other half of the first step is Qualify. The High Performance 5-Step Selling System directs the sales representatives to survey or interview the accounts to ensure they are willing to refer to your organization. An ideal account would refer at least two referrals a month for the account to be qualified. If the account qualifies, then sales representatives perform weekly prospecting / differentiation / education sales calls to these qualified accounts using Step 2. – Differentiate

During this Step 1 qualifying visit, show them you are different from any other sales representatives that calls on them by uncovering wants, needs and expectations before presenting your agency as a solution. Use the survey or interview quesitons, be exceptionally polite, and use the questions to discern if this is an account willing to refer to you or not.

Survey / Referral Source Profile Interview Questions:

1. Tell me about the last patient/ resident you referred to Home Care (or whatever service line you provide)?

2. How often do you refer patients out of this ‘office” or for this “facility”?

3. Who is your preferred provider?

4. What is your criteria when choosing a [your line of service agency]?

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5. What are the 3 greatest challenges in gaining non-medical care for your patients/residents/ clients?

If they have not referred to you in the last 6 months

6. Are you open to trying us?

If you get a “WE DON’T” for question one, You may want to know why. You Can always ask – Why do you think that is? Once you hear their answer and you do not believe you can overcome the objection move forward. “Thank you for your time, but unfortunately, I won’t be able to finish the survey.” Thank them for their time, say goodbye to the gatekeeper on the way out, and let her know you couldn’t complete the survey. Document your results immediately and remove that name from your current account list. If you believe they have patients or residents who could benefit from your services you may want to put them back on your calendar for a requalification call in 90 days to see if “anything has changed” such as a personal experience with services in the home.

If they do refer, finish the survey/ interview.. Thank them for allowing you to collect the data. Tell them you will be back next week around the same time so you can share the results after you discuss them with your manager. If they say a different date and time, document their request, and let them know you will see them at their specified time. Leave nothing but a business card. Do not give them any brochures or handouts. This will be your reason to see them for another sales call. Document your answers, especially the answer to question two. This is critical, because you will use this number during a future sales call in Step 4 , called the “Reveal Visit.”

KEY POINTS TO REMEMBER � Don’t waste their time or yours. Qualify the account.

� Make sure you are speaking to the right person. Call ahead so you can gain access to the right person.

� Keep the visit under two minutes to set the tone for all your sales calls. Be brief and never disruptive.

� Keep the entire encounter positive. Build a positive memory folder with a hint of curiosity.

� Document qualifying visits and schedule prospecting sales calls if an account qualifies.

ADDITIONAL TRAINING RESOURCES:

Each week the sales representatives in our Roadmap to Referrals Program follows our 52-week sales system, which provides every sales representative the skill to confidently help the referral source identify a patient to refer. In our High Performance Sales Academy program, we dive into getting past the gatekeeper, the most common objections that the sales representatives encounter when doing the Step 1 qualifying visit, provide templates and demonstrate role playing, as well as account list recommendations and scheduling templates.

We also teach variations to the qualifying questions, depending on the account type and who you are questioning. Visit our website to learn more about our High-Performance Sales Academy. We can’t wait to “meet” each one of you. Sign up today for the Academy and get the complete sales training on-demand program. Sign up today and receive bonuses valued over $2,500!

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Chapter 2Step 2 - Differentiate

2

Chapter 2 Step 2 - Differentiate

What do you say during the first prospecting visit after you have qualified the account and determined they are “worthy” of your time? Worthly of your time –

that might be a new concept for you. Your time is precious you only have so much of it and we want you to spend it with as many people who are open to working with you

and have patients/ clients/ residents to refer to you. On this next sales call what should you say? What should you not say? First, share the results of the survey. Make sure you connect to one thing you want the account to know. Review the survey form to see if any discussion points remain to follow up on from Step 1. Did they reveal they have a challenging time getting any discipline to service an area? Did they say anything about any challenges with placing patients’ referrals?

One of the things we recommend is to have a sales representative come up with The Top 10 reasons an account should refer to your organization. Some of our clients have purchased our Roadmap to Referrals - a 52-week sales system so they have readymade unique selling points . Below is a bit of sample language to practice. When you purchase the High-Performance Sales Academy you will learn how to develop your own Unique Selling Points to create and develop your own agency’s 52-weeks of sales messages. The Done for you program – Roadmap to referrals a Sales System to create impactful sales calls for 52 weeks is also available for purchase at www.homecaresales.com.

“Hello Barbara, how are you today? Love that color on you. You’re Welcome. Thank you for helping

me with Bill to have him complete the survey about home health last week. I wanted to get two

minutes of Bill’s time to review the survey results from last week.”

“Bill, it’s me, Cheryl, from XYZ home care. How are you today? How was your week? Thank you

for sharing your thoughts last week. I reviewed your answers with my manager and we noted that

you were concerned about falls. I know we both believe many of the patients who are discharged

from a rehab center are at high risk for a fall at home. I also believe we both want to prevent

hospitalizations. Well, our fall re-education is one gigantic step to help reduce hospitalizations. I

know you can help make a difference in someone’s quality of life by referring them today. Who can

you identify for our falls program?

The language used doesn't emphasize how or where or who about our services. We want to tell them WHY we do it! This triggers a check in their belief system to see if it matches ours. They will have to agree that many patients discharged from a rehab center are at high risk for a fall at home. They want to prevent hospitalizations. Therefore, the impetus is present for them to act quickly.

Differentiate

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KEY POINTS TO REMEMBER � Don’t brochure vomit! Be the sales rep you would get out of your chair to greet!

� Connect by using your “why” statement.

� Keep the visit to under two minutes to set the tone for all your sales calls; brief and never disruptive.

� Keep the entire encounter positive. Always lead each visit with a positive social interaction.

� Document qualifying visits and schedule prospecting sales calls if an account qualifies.

ADDITIONAL TRAINING RESOURCES:

The High-Performance Sales Academy, you will learn all about selling from the “why.” We need people to act when we are trying to get patients identified for services. This requires connecting with and activating the decision-making portion of their brain. Part of the academy is watching Melanie & Cheryl role-play this scenario and crafting your Why! By the end of the workshop, you will have everything you need to go get referrals!

C2 13

Chapter 3Step 3 - WIN!

3

Chapter 3 Step 3 - WIN!

It can take a few weeks before you have established a relationship with an account. Don’t give up! Three things must happen in order for them to refer one of their

patients to you:

1. They need to know you!

2. They need to like you!

3. They need to trust you!

If you call on the account at least once a week, you are the sales rep they want to see, and you are speaking to the right person, then you have a fantastic opportunity of getting your first referral. We see this regularly. Make sure each week you are following the “TADA” sales call structure. “Thank, Ask, Describe, and Ask” again prospecting sales call. “Thank”, is an authentic thank you for being nice enough to see me again this week or thank you for being the provider that is changing the way healthcare is being delivered by learning how home health can prevent hospitalization. The “Describe” is where we are using our strong belief statement and why perspective to get the account to want to take action and identify a patient that we just described, that we can help.

“At Mel’s Home Health, we believe in challenging the status of delivering health care today. We

know there are people right now, in their homes, who are struggling with aging, chronic disease,

or acute illness, and our passion is to help. We believe educating everyone on how home health can

help people live life to its greatest potential will change health care today! We just happen to have

an incredible falls prevention program. Our program increases the patients’ strength, balance, and

coordination. Can we help someone you know today?”

After gaining your first referral, ensure you follow up with an amazing customer service call. Deliver a handwritten thank-you note to the account within 24 hours and update the status of the patient. This is also when you should immediately ask for the next referral so you can serve another patient and impact more lives! Make sure to change the event type on your calendar.

After you complete the prospecting visit you can change how you log the “event” type in your calendar, spreadsheet or CRM to a maintenance event, or face-to-face visits, but something different than prospecting to measure the number of sales calls you had to make to this account before they referred. This is the sales efficiency rating. As you continue to educate the account about the distinct types of patients they can refer, this number should decrease. We recommend a quarterly business review and game plan for the next 90 days.

WIN. Gaina Referral!

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Chapter 4Step 4 - Reveal

4

Chapter 4 Step 4 - Reveal

This sales call has two purposes. One is to reveal the diverse types of patients you can service. Two, if the account hasn’t referred, reveal this fact and find out why. This

sales call should precede a strategy call because a strategy call requires the account to be referring. It also requires more information about your account to identify what

needs to be taught or what enhanced customer service needs to be delivered.

We suggest you start by studying the data to see what types of referrals this account has made. Study the patient’s plan of care to look for similarities. Ask the account to reveal what are the top 3 diagnoses on which your account refers patients. Then you can utilize Dx Sell ™ (Diagnosis based Selling) strategies with this account for step 5. This sales call should be scheduled 90 days or 12 weeks into the selling process. This will allow you to study data on the first few referrals you obtained.

Before you do a “reveal” visit for an account that hasn’t referred, go back to the qualifying visit and see how many referrals they reported they make each week. For example, two per week would equal eight a month. After 3 months, 12 referrals went out the door to different providers. Why? Here is a suggested script to conduct this call:

“Barbara, it’s great to see you today. Did you have a great weekend? I wanted you to know it has

already been 3 months since I first came in and did my survey/ interview with you. At that time, I

learned that you refer about 8 patients a month to home health, so about 24 patients have been

referred over the last 3 months and I haven’t had the opportunity to show you the quality of care

that my agency can provide.

Can you help me understand?”

What do you think Barbara will say in the ensuing silence? Whatever she says, it will be important. It will reveal the truth. Some responses include:

� Our physician is the Medical Director of another agency and all referrals are going there.

� We are owned by the hospital and they pressure us to use their agency.

� My daughter got a job at XYZ agency and I am sending all the referrals to her so she will look good.

� I sent one referral but they said they couldn’t accept it because of the payer.

� I sent a referral and they had no staff available in the patient’s area.

� I filled out your quick referral form several times and gave them to the girl at the front desk.

� Maybe I overstated how many referrals we have each month; we have been slow.

Reveal

17

Armed with the truth, you must decide what to do next. If they refer to a different provider exclusively, then it’s time to say goodbye. Inform them kindly that you will return in a few months to see if anything has changed about their referral process. If for some reason the agency cannot service a patient, ask them to please give you an opportunity to prove our agency’s level of customer service – Be a “back up provider”.

If they attempted to refer, discover the reason you were unable to service the patient. Also, evaluate the intake process and find out why you didn’t know a referral came in from one of your accounts. You should have a process that records all inquiries/ referrals, admits, and non-admits in your referral log. This will ensure a proper customer service call and provide you the opportunity to thank the account for the referral.

At our High-Performance Sales Academy, we will role-play this for each sales call for you. We will also provide 5-Step guides of the 5-step sales process and the 5 survey questions to put in your car. Seeing this practiced will also prepare you to gather information for Step 5 – Strategic Design.

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Chapter 5Step 2 - Strategic Design

5

Chapter 5 Step 5 - Strategic Design

This step takes the relationship to the next level. This is where we upgrade our relationship to a partnership with the referring account. The strategic design is

engineered for each account type, meaning you will need to follow the blueprint for your exact account type. Each account type has specific blueprints you need to follow in

order to execute these strategies.

A hospital may have a goal to reduce re-hospitalization within 30 days to reduce or avoid financial penalties. Many hospitals will develop a post-acute care collaboration. Some have a formal committee and they meet to discuss what can be done to help patients recover and prevent re-hospitalization within 30 days of discharge. We ask our sales reps to learn if this committee exists and if they can obtain an invitation to attend a meeting. Involve operations and have someone from the Clinical Management team attend this meeting with you.

At this meeting, organizations typically go around the room and discuss what they have done to prevent high-risk patients from being admitted back to the hospital. Your clinical manager or caregiver supervisor may have to prepare data so you can track your numbers. See what you can do to perform at an elite status and share your results with pride. When you contribute to saving the hospital money, they will ensure that you continue to be one of their care providers as well as a top agency to receive their referrals.

Educate yourself first and then share your knowledge. An example of how you can provide value with a doctor’s office, you could share they have the option to bill for managing their patients. Some examples include:

� Care Plan Oversight

� Chronic Care Management

� Remote Patient Monitoring

� Transitional Care Management

� Advance Care Planning

Another opportunity to improve relationships with accounts is to specialize delivery of customer service. Again, this varies for each account type. For example, consider an assisted living facility or skilled nursing facility. Set up a house rules meeting for each quarter. These meetings are designed to keep us at the top of the list for the Administrator, Housing Managers, Resident Life Care Directors, and Social Workers. In this meeting, review current services you are providing for residents and prompt the AL for additional referrals for other residents.. In addition, review and establish standards that are personalized for the specific account.

Areas reviewed include:

� Schedules of visiting personnel to the facility

� Reporting when staff arrive and depart

� Procedures when entering the building

� Discovery of special access codes for locked units

� Discuss how call outs will be handled to ensure patient receives personal care

� Documentation expectations

StrategicDesign

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Chapter 6Conclusion

Identify andQualify

DifferentiateStrategicDesign

WIN. Gaina Referral!Reveal

1.2.

3.

4.

5.

Chapter 6 Conclusion

Right now, there are thousands of people suffering from acute and chronic illnesses, and they are doing so alone and afraid. You are the answer to getting these patients help. We help you Empower your sales reps with a selling process that delivers high performers and makes you confident that you are helping to change seniors’ lives forever. Imagine how proud you will be when your organization is leading the way in how health care is being delivered today.

Our High-Performance Sales Academy, with its online learning system, is revolutionary. It takes learning to a whole new dimension. Your sales team will have a sales process and use it in any CRM system. Whether you learn best by reading a book, doing a worksheet, or watching a video, this is the system that has it all.

What is the High Performance Sales Academy?

HIGH-PERFORMANCE SALES ACADEMY

The only sales training of its kind, specializing in Home Health, Hospice and Private Duty In-Home Care.

Each module is 15 minutes or less. After just 15 minutes, you will possess knowledge you can act on to immediately supercharge your sales efforts! Each session consists of videos, audio, or written lessons that are easily absorbed hitting all the learning styles.

The Virtual Training Includes:

� Home Care Sales Simplified eBook

� 5 Steps to High Performance Selling System

� 7 Videos that explain the step-by-step the method to EXPLODE your referral rate

� 5 Step Sales Process Infographic

� How to complete a sales call from beginning to end

� Learn the “House Rules” - the expectations your referral sources have of you

� Which accounts are best for getting referrals from certain service lines

� Prospecting account schedule spreadsheet

� Create your Unique Selling Points - stand out from the competition

� Fly past the gatekeeper - get the “back office pass”

● Home Health● In Home Care● Hospice SalesSales Academy

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� Close the sales call where you only have ONE chance to make the deal

� How to leverage hospitalized patients or clients to get more referrals

� Tried and true responses to common objections

We don’t just want to increase your sales, we want to transform your sales representatives from the inside. We want them to be confident and certain at their very core.

To recap:When you invest in The High Performance Sales Academy you get:

The High Performance Virtual Learning System which comes in written, audio, and video format

Home Care Sales Simplified eBook

The secret to becoming a magnetic referral generator

There is really nothing like this Academy on the market today. If you want a TRULY life-changing experience...enroll in this right now.

This is a chance to get inside the mind of experts who have been doing this for years.

Cheryl and Melanie know the home care objections, they know how to navigate the healthcare landscape, and they care about patients getting the best care possible.

The best way to get people quality home care, is to create high quality salespeople who know how to position your agency for success.

P.S.: Order TODAY and get:

INSTANT online access to The High Performance Sales System ($797 Value)

6 bonus videos (previously sold for $129 each = $774 Value)

Total value = $1,571 - Buy now for $497 - to get $1,074 taken off your purchase!

Go to www.HomeCareSales.com and click on the High Performance Sales Academy now! Or fill out the order form on the next page.

P.S.S. Email Cheryl@homecaresales.com to obtain Superhero Customer Service training for Intake departments – FREE with your purchase of the High Performance Sales Academy! Value- $299

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Membership Includes: � Home Care Sales Simplified eBook

� 5 Steps to High Performance Selling System

� 7 Videos that explain the step-by-step the method to EXPLODE your referral rate

� 5 Step Sales Process Infographic

� How to complete a sales call from beginning to end

● Home Health● In Home Care● Hospice SalesSales Academy

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� Which accounts are best for getting referrals from certain service lines

� Prospecting account schedule spreadsheet

� Create your Unique Selling Points - stand out from the competition

� and much more!