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
