View The Course Syllabus

Suggested Reference Materials

First Quarter Classes

  • Week 1 :: Welcome and overview - responsibilities and expectations, Getting organized
  • Week 2 :: Sales process - part one
  • Week 3 :: Sales process - part two
  • Week 4 :: Introductions
  • Week 5 :: Differentiation
  • Week 6 :: Competition
  • Week 7 :: Competitive advantages
  • Week 8 :: Sell benefits not features
  • Week 9 :: What do I Sell?
  • Week 10 :: Prospecting / Selecting prospects
  • Week 11 :: Qualifying - part one
  • Week 12 :: Qualifying - part two
  • Week 13 :: First Quarter Review and Exam

Second Quarter Classes

  • Week 14 :: Gatekeepers
  • Week 15 :: Identify the players
  • Week 16 :: Targeting the right people
  • Week 17 :: Asking for the referral
  • Week 18 :: Handling objections - part one
  • Week 19 :: Handling objections - part two
  • Week 20 :: Asking strategic questions
  • Week 21 :: Needs assessment selling introduced
  • Week 22 :: Ask a question with the answer in mind
  • Week 23 :: Closed or open ended questions
  • Week 24 :: Building relationships
  • Week 25 :: Making quality calls
  • Week 26 :: Second Quarter review and exam

Third Quarter Classes

  • Week 27 :: Account lists and other tools
  • Week 28 :: Account management
  • Week 29 :: Territory management
  • Week 30 :: Building a calendar and a plan for success
  • Week 31 :: Working with 'A' accounts
  • Week 32 :: Pre-call planning, post call documentation
  • Week 33 :: Selling to discharge planners
  • Week 34 :: Working with SNFs
  • Week 35 :: Selling to other facilities (ALFs, ILFs, etc.)
  • Week 36 :: Presentations and lunches
  • Week 37 :: Following up
  • Week 38 :: Tapping community resources
  • Week 39 :: Need to know info about your accounts

Fourth Quarter Classes

  • Week 40 :: Introduction to Goal setting
  • Week 41 :: Brainstorming
  • Week 42 :: Constructing and achieving goals
  • Week 43 :: Time management
  • Week 44 :: Physicians by specialty Part 1
  • Week 45 :: Physicians by specialty Part 2
  • Week 46 :: Advanced Needs Assessment Selling Part 1
  • Week 47 :: Advanced Needs Assessment Selling Part 2
  • Week 48 :: Advanced Needs Assessment Selling Part 3
  • Week 49 :: Account management review
  • Week 50 :: Have some fun with sales
  • Week 51 :: 10 Keys to Success
  • Week 52 :: Course wrap up - certificates distributed