Always Be Ready!

 Posted by Mike Ferris on Friday, January 30, 2009 and posted in Hospice

Inject preparation and practice into every single day. For example, when you’re planning follow-up calls for the day, you should prepare several questions in writing. By practicing what you’re going to say before you pick up the phone, you will have a much higher probability of success.

You can also prepare and practice:

  • Specific parts of your planned calls.

  • How you will discuss benefits of hospice care.

  • How you’ll deal with commonly hard objections.

  • How you’ll ask probing questions to uncover ways to add value to hospice care.

  • How you will ask referral partners for more patient referrals.

    You know if you’ve prepared and practiced enough—and unfortunately so too will your customer. Be ready and you will shine!

    Excerpted from LEGENDARY RESULTS: Managing Referrals & Increasing Admissions Vol 1: Referral Management by Michael Ferris and Polly Rehnwall

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