Here's What Great Coaching Can Do

Don't you love when a plan comes together? I've been writing about my team of sales superheroes....my Next Step Man and Woman....those sales reps that are not content to take the same answers every other rep gets...so they take the Next Step in order to get a better outcome. I talked with one of my superheroes on a coaching call this morning. On our call earlier this week we focused on accounts where he STILL had not been able to get a face to face meeting with the key contact, despite weeks of trying. His current approach was: I'm a nice, likable guy. I'll keep "building my relationship" with the gatekeeper until they like me enough to get me back to the key contact. His current result was:

Monday Marketing Must Do 11/27

Welcome to our new weekly feature...the Monday Marketing Must Do. I've created this weekly feature to give you exact instructions on what you should be doing this week to grow your sales. Tune in each and every Monday morning for a fresh set of Must Do's to take your sales, referrals, and admissions to new heights. If you're not a subscriber to this newsletter, visit www.powershottraining.com and register on the main page. On to this week's Monday Marketing Must Do! Monday - 8am - Read this tip.... Monday - 8:30am - Prioritize! I hope you had a enjoyable Thanksgiving and last week's tip led you to gain more referrals. I know it did for a couple of my one on one coaching clients. As of today

Monday Marketing Must Do 11/20

Welcome to our new weekly feature...the Monday Marketing Must Do. I've created this weekly feature to give you exact instructions on what you should be doing this week to grow your sales. Tune in each and every Monday morning for a fresh set of Must Do's to take your sales, referrals, and admissions to new heights. If you're not a subscriber to this newsletter, visit www.powershottraining.com and register on the main page. On to this week's Monday Marketing Must Do! Monday - 8am - Read this tip.... Monday - 8:30 - Get OUT of the office! This is a short week. Normally, Monday morning and into the afternoon is one of the worst times to sell in homecare.....but not this week. We're working on a

It's All In The Beginning

Referral source relationships.... If you had to pick a key juncture in this (or any) relationship...what would it be? For me the answer is simple....the beginning. What I've found in my years in this industry is this....the way any relationship starts is the way it usually continues.... That holds true for home care, and for your personal relationships. Imagine you meet someone new and begin talking. What you find is this person only talks about themselves.....they never ask about you....you are in the conversation merely to listen to all of their issues, dramas, and successes. If you do this a few times, you will probably find out that this is the way EVERY conversation and interaction will

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