Focus on the Basics

 Posted by Mike Ferris on Friday, March 20, 2009 and posted in Home Health Care Hospice Sales

Basic sales skills training are applicable to all members of the sales team, no matter their position or experience.  Make sure that your program has a keen focus on the basics and some repetition of this training on a regularly scheduled basis.  These are the building blocks.  They are easily forgotten as bad habits are adopted.  The basics include:

  • Introducing oneself
  • Prospecting
  • Qualifying
  • Presenting
  • Handling objections
  • Closing
  • Relationship management
  • Planning
  • Goal setting

    Excerpted from Field Guide to Selling Hospice Services with Legendary Results by Michael Ferris

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