Motivational Monday: An Important Observation from a Classically Trained Salesperson

I just had a fantastic call with what I will now refer to as a friend of mine, Amy. She has a sales background and is just moving into the Home Health and Hospice space. It was nice talking to another "classically" trained salesperson, as…

10 Ways to Build Rapport With Prospecting Accounts

One tool which you can use to influence someone?s beliefs or change their approach to referring to your organization is improving your rapport with the account.? Today I want to share with you 10 ways to create a rapport. 10 Ways to Build…
Sales work process

Sales Process Work ? With Structure Comes Freedom

This week one of my clients?had me come to their organization to see what their sales representatives were doing on sales calls. The sales representatives were asked to take me to an account that they would most likely get their next home health…
Relationship Art

Relationships building is an art!

Service providers are selected because of relationships. If you want to improve your business at one of your accounts, then you need to ask yourself this question. ?What I can do to improve the relationship between this account and my organization??…
Relationship Commit

It?s The Relationship That People Commit To! Not The Product!

Whether you recognize?it or not, all prosperous home health and hospice agencies?regardless of the services they provide?have one thing in common: their owners and sales representatives know how to build and maintain relationships. The truth…
Losing accounts

Every year your organization will lose 20% of the accounts that referred to you last year! Why?

It can be any of a million reasons. Service failures, mergers and acquisitions and the new owners have an organization they work with, or the referring person changes jobs. Because of this fact, we need to make sure that we have representatives…