Making the Approach:
Advanced Sales Training for Home Care Professionals

Strategies and insights to grow your home care sales team, make more effective sales calls, and get more referrals that turn into admissions.

An e-Book by Michael Giudicissi

You're charged with building a sales team, or even simply training yourself to be a better sales person. If you are like many home care direct sales reps, you probably have little sales experience, little home care expertise, or maybe little of either. 

• So, how do you shorten your learning curve? 

• How do you approach physicians and discharge planners making a powerful first impression? 

• Most importantly, how do you become the home care sales pro you want to be, starting from your very first call?

Whether you've been selling home care for ten years or ten days, Michael Giudicissi will help you become better at your job.  If you're the director of a sales department, he'll help you train your current sales reps as well as new hires.

In this 92 page e-Book, you'll learn to:

• Make a good first impression

• Reverse a negative first impression

• Dress for success

• Avoid the "office trap" and "hit the bricks"

• Prospect for new referral sources

• Research potential referral sources

• Secure your first appointment

• Write a great "elevator speech"

• Get a follow up appointment

• Build trust, rapport, and respect

• Manage issues or objections

• Get referral sources to make the switch from their favorite home health agency

• Close more sales

• Add value, not calories

• Avoid kickback or anti-trust violations

• Get more repeat and word-of-mouth business

• Lock up your territory

This e-Book is more than just bedtime reading!  It's truly a sales training manual and workbook with exercises and examples for individuals as well as teams of sales people.  You'll find:

• Ten exercises, worksheets, and resources including:

  • Five role playing exercises

  • "A Day in the Life of Physicians"

  • "A Day in the Life of Case Managers"

  • "Elevator Speech" creation guide

  • Additional reading and resources list

• Dozens of real life illustrations and examples

• A blend of theory and practical tips

• Writing that is clear, concise, and conversational.

This manual is ideal for both certified home health agencies, as well as non-medical or private duty home care companies. 

About the Author:

Michael Giudicissi has spent the past 15 years working in sales, sales management, and home care leadership.  Before joining Leading Home Care as our Home Care Sales Training Specialist, Michael served as Vice President of Business Development for a $40 million regional home care company in the southwestern United States.  He coaches home care sales managers in business development and sales performance, and trains home care sales representatives. 

Michael is the author of two books, Changing Lives:  Achieving Your Untapped Potential and Making The Approach:  Advanced Sales Training for Home Care Professionals.

Michael is also the editor of Sales Manager Interactive, the weekly electronic newsletter for home care sales and marketing managers that will debut in October of 2006.

Click on the link below. In a matter of seconds you'll be able to download this e-Book to your own computer.  Literally, in the next five minutes, your ability to sell home care services will improve.  Inside of an hour, you'll feel like a veteran.  And by the end of the week, you'll see results!

ORDER:  Making the Approach for only $149