Socrates: Father of Needs Based Selling
Posted by Mike Ferris on Friday, November 03, 2006 and posted in Home Health Care Hospice Sales
The Socratic approach is that of asking questions and allowing the other person to define their beliefs and preferences. This the approach that ALL home care and hospice sales people should adopt. Ask questions that will allow your referral source to tell you what they want and need. If you are not getting the level of information you want, then continue to dig with additional follow up questions. Make it into a quest - the quest for the nugget of information that will enable you to develop an unassailable relationship based on the referral source’s needs. You will own the accounts if you follow the lead of Socrates!
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Blogs, bloggers and the blogosphere…
Posted by Mike Ferris on Friday, October 13, 2006 and posted in Home Health Care Hospice Sales Thoughts
Everywhere I look there are more blogs every day. So, you say, why are you adding to the list? (Blog is short for Weblog)
My goal is to provide you, the Home Care and Hospice Sales Professional, with an easy to use personal tool that will aid you in being the best at your chosen profession. A resource that can provide a starting point for information you need to do your job.
Blogs are great because they can easily be updated at any time for any reason, reflecting news of the day, industry news, sales ideas, new information, seasonal or other news, in short, anything that I want to communicate to you. It is also a great way for you to ask the questions that are on your mind of myself, our experts and your fellow sales professionals.
So watch for more great information coming your way on this Blog each and every week.
Happy Selling!
Best,
Mike
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