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Get More Home Health Care Referrals 

…and Turn Them Into Admissions

Build a High Performance Home Health Care Sales Team

The researchers at Leading Home Care know the two

 most effective and frequently used techniques to

 capture referrals that turn into admissions are:

1. Networking in the community

2. Direct Sales to key referral sources

The fastest growing home care companies are those that have built high performance sales teams.  These teams are out in the community every day making contacts and asking for the business.

If you are serious about growing your home health company, then the Home Health Care Sales Training & Coaching Team will help.

On-Site Sales Training

Leading Home Care will design and deliver a high-impact, interactive sales training seminar for your front line sales representatives. 

You’ll see skill improvements in:

• Prospecting
• Making the Approach to potential referral sources
• Developing rapport
• Identifying referral source needs and wants
• Presenting your programs and services
• And most importantly…Asking for the Business

They will also learn to track their performance on a weekly basis, and chart improved Sales Per Hour ratio.

To book On-Site Sales Training, call Julie Raque at 1-866-209-5101.

One-on-One Sales Coaching

What if you are the entire sales team?  If your agency has only one or two dedicated sales people, our one-on-one sales coaching process may be a better fit.

Leading Home Care has a process of one-on-one coaching for new sales reps that is designed to

 give them a jump start in the marketplace.   Your sales reps will learn:

• How to use the Seven Step Relationship Selling Process
• How to avoid the “Office Trap” and get more time on the street
• Prospect for new referral sources
• Write a great “Elevator Speech”
• Secure follow-up appointments
• Get more repeat and word-of-mouth business
• Boost their Sales per Hour Ratio
• And finally,… close more sales!

If you have new sales reps, or your current sales reps aren’t meeting your expectations, One-on-One Sales Coaching will get them producing more, and give them a process to keep it coming.

To schedule a free 30 minute telephone evaluation with
Sales Coach, Michael Guidicissi, call Julie at 1-866-209-5101.

Sales Team Management

Sales managers and CEOs: Are you having trouble organizing, managing, and measuring the day to day performance of your sales reps? 

Leading Home Care can help you manage your sales team on an interim basis to get measurable results.  Take managing the sales force off your worry list, and you can devote more time to running your home health business. Most importantly, before we leave, you’ll have a process in place for future team management.  You can retake the responsibility with confidence or delegate it to a skilled team leader. 

To see if your company is eligible for Interim Sales Team Management, call Julie and ask her to schedule a free consultation with Stephen Tweed at 1-866-209-5101.

The Leading Home Care Sales Academy^™

Bring the Leading Home Care Sales Academy to your state home care association or large corporate meeting.

These one day Home Health Care Sales Academies are designed to give sales professionals a focused, interactive learning experience to help them get more referrals that turn into admissions. 

Who should attend? 

Ø      Home Care CEOs

Ø      Sales & Marketing Directors

Ø      Sales Representatives

Ø      Clinicians moving into sales

Ø      Clinical Liaisons who want to bring in more referrals

Leading Home Care has educated hundreds of sales professionals who are now bringing higher quality experience to referral sources and clients.  Now through our sales training academies, you have the opportunity to grow individuals and grow our industry. 

Sales Academies are for new and experienced sales representatives.  Check our calendar for dates and locations of upcoming Leading Home Care Sales Academies. 

To schedule a Leading Home Care Sales Academy in your state, call your state home care association and ask the Executive Director to call
Leading Home Care at 866-209-5101.

Become a Certified Home Care Sales Professional ^TM

Leading Home Care is the official certifying body for the Certified Home Care Sales Professional designation. 

This is quickly becoming an industry recognized certification for sales professionals in home health care.  To receive this designation, the sales person must have two years of sales experience in home care, complete 15 hours of training, pass a written test, and demonstrate proficiency in bringing in referrals that turn into admissions.

Certified Home Care Sales Professionals…

…are respected by employers and referral sources.

…have demonstrated proficiency in generating referrals.

…serve referral sources and clients with high integrity.

…are recognized as highly trained and experienced professionals.

…close more sales

…earn more commissions.

If you have two years of home health care sales experience, you have the foundation for what it takes to become a Certified Home Care Sales Professional.  You should attend one of Leading Home Care’s CHCSP workshops.

For information on upcoming Certified Home Care Sales Professional Workshops.

Sales Recruiting and Selection

Let’s face it.  Not every person has the behaviors, motivators or DNA to become a top tier sales person.  While sales skills can be learned, starting with the right person is key.

One of the biggest challenges facing home health care executives is recruiting and selecting sales representatives with high potential. 

Leading Home Care Sales Assessment is an online profiling tool that will help you identify behavioral traits and determine what drives your applicants.  We’re convinced that high performing home care sales begins with selecting the right people.  This profile will help you find people the right fit. 

Visit our Home Health Care Salesperson Assessment page to learn about the behaviors and motivators you should look for when hiring new salespeople. 

Self Guided Sales Training with Sales Books,  e-Books, CDs, and Scorecards

To support our sales training and coaching, Leading Home Care has developed an extensive list of learning products that your sales reps can use for their own personal development. 

Now these Books, e-Books, Audio CDs, and downloadable e-Tools are available to individuals who want to do their own self guided sales training or simply test drive some of our techniques before signing up for an academy or sales training. 

See our complete list of Home Health Care Sales Training Educational Resources.