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 the correct order, will produce results.
Cheryl and I are in the middle of a 30-day sprint with a Home Health and Hospice. It is a big project. They have AMAZING leadership, and their reps are good-hearted people who want to do well.
Have you ever said in the past:
“Well, Dr. NoGood refers to XYZ Home Health because _________”
– or
“They have to get to know me first before they will refer.”
– or
“You HAVE to bring them lunch before you can get a referral.”
Or perhaps you thought:
“Well, they have their hospital-based agency so I am going to get nothing, so why go in.”
– or
“These sales calls intimidate me. They most likely already have a favorite home care, so what’s the use? …But I will go make the call anyway.”
And what happens?
It’s a self-fulfilling prophecy.
You walk out empty-handed.
NOW…
Imagine you had the CONFIDENCE that the step-by-step procedure has worked for thousands of marketers JUST LIKE YOU! And they CAN WORK FOR YOU TOO!
When you have the right information, tools, and experience, you can move mountains in a short period. The reps are killing it this week! We hear back from them walking out of a building with 8 referrals; out of a hospital with 7 referrals.
Why is this working so well?
They have the formula to follow! This week focused on their “Top Accounts” and gaining more from their top accounts and uncovering challenges – Cheryl shared with you the “STAR” script a few weeks ago.
- Script
- Trigger Emotion
- Action
- Rescue
The STAR script helps the marketer uncover challenges and areas of opportunities!
I also want to recognize their team is coachable. They are open to ideas and suggestions. They are IMPLEMENTERS! They are gaining coaching from their leadership, Cheryl, and I, and they are ACTING on it!
We are SO proud of this team! We are so grateful for these owners to invest in their marketing team! Together We GROW!
Serving Seniors Together!
Melanie
P.S. You want the STAR Method for uncovering challenges and opportunities? It’s in our upgraded High-Performance Sales Academy! Click here to start today!
Not quite ready to discover the step-by-step process? Want more info? Jump on Mike’s Calendar and find a time that is good for you!
