One of the most challenging aspects of being an owner or Sales Manager is hiring the right candidate to help you grow your organization. You should recognize that you are making a critical decision regarding a person who will be the “face of the agency.” As a Sales Manager, this is one of the essential […]
This week I took a call from an owner who said to me. “I don’t see how selling by Diagnosis will work…” “Selling by Diagnosis is “HorseSh**” He continued, “I don’t believe it. It will not work. I am non-medical home care, and we are not treating medical conditions, so I don’t see […]
Last week my 7-year-old son – Don, came running into the house and announced. “I need a cup,” and opened the cupboard. He grabbed a cup slammed the door so hard it bounced back open before I could even yell, “DON’T SLAM THE DOOR” he was gone. 2 mins later, Don gallops back […]
Question: “How long does it take to get a referral? Can I speed it up?” This is a GREAT question! Last week I was with a group of marketers, and one of them said: “I am new. I am developing a relationship with them, so I expect in about six mos or so, I […]
This week in our CAM FAM – Mastermind meeting – we always start with gratitude- to get in the right mindset to be present at the meeting. One of the Home Care agency owners and Operations director began her time with this gratitude: “I am exhausted and grateful – we have 55 new clients to […]
This week I’m back on the road doing sales training with live audiences! Wow, it is incredible! I truly missed the connection with an audience. Over the last several months, I had a lot of time to dig through data. My mission was to study A accounts that sales representatives lost to identify if […]
One of our favorite reps on coaching call this week said: “I was so mad that last month I got a lot of referrals on one side of the business but not on the other side!” She continued: “I went to see Dr. Place, who promised me that he had a patient in mind last […]
I often hear owners and representatives say, “Oh, this will take a while for me to start to get referrals from this account.” When given the right tools, this is simply not true. More than any other profession, sales rely on your thoughts, and thoughts become actions or inactions. Actions, when taken in […]
This week I got to spend time coaching one of my most favorite owners of all times. We first met when I was speaking at the annual nurse entrepreneurs conference two years ago. I remember him quickly standing and walking towards the side of the stage, waiting for me to wrap up my presentation to […]
It doesn’t matter if you are a marketer, sales representative, or clinical liaison, you will face many objections when you are out selling services. As a matter of fact, I struggled with what objections to write about here! Each of my clients has shared so many with me. When I coach sales representatives or sales […]
