Senior Care Marketing Must Do #17

Tuesday 8am: Read this newsletter Tuesday 8:30am: Start Moving On Up! (to the east side?) In almost every sales rep interview I've done for my clients over the past 6 months, I've been asked the same question by every hiring manager. "Can this person sell to the C suite?" Is senior care changing so rapidly that it's a must that EVERY new rep have the skills and confidence to sell to the a C level executive? Yes. Case closed. While it would be an overstatement to say the days of the "transactional" sales rep (getting 1 referral at a time) are over, they are going to become less and less valuable if that is their only skill. Why? Simple, we've become a Private Equity owned, ACO, bundled paymen

Senior Care Marketing Must Do #16

The Store Is Open! If you're looking for some great video training products that you can begin RIGHT NOW! Check out our online store for streaming sales training. Your account will be up and running in no time and your sales education starts as soon as you login! Visit the store now! Break The Barriers to Growth! Join John Ninkovich and I for this powerful FREE webinar on Thursday May 23rd at Noon ET to show you how to figure out what's limiting your agency growth, and to smash through those barriers forever! With rapid consolidation in the home care space, the agencies that grow are the agencies that will survive and thrive. Be one of them with the important webinar! Pre-Registration is Req

Senior Care Marketing Must Do #15

Monday 8am: Read this newsletter Monday 8:15am: Listen to Aretha R-E-S-P-E-C-T You want it. To succeed in this industry, you need it. you have it? I hear it all the time "They like me over there, why won't they refer to me?" Because they don't respect you, that's why. Here's a simple 2 part quiz to figure out why you're not getting referrals. 1. How many nice people have you met in the healthcare industry? (hint, lots of them) 2. How many of them could you refer clients or patients to if you really wanted to? (hint, few of them) If your answer was "All of them", you are not being honest, or you didn't understand the question. You don't have an unlimited supply of referrals to make t

Recap: Senior Care Sales Workout!

Mind, Body, Sales...The Ultimate Training Workshop! How was last week's Senior Care Sales Workout! in Las Vegas? Here are some pics of the next wave of Hall of Fame Senior Care Sales Reps after going through 2 days of the best sales training in the industry! In fact, it went so well I'm happy to announce that we're going to bring the same program to Orlando, FL on October 24-25 (location/host hotel TBD). As a special incentive to NOT miss this great event, the first 10 people to register by Friday May 17th will get their registrations for only $399 each! This special offer is over on May 17th or at 10 registrations, whichever comes first. If you'd like to lock down this insane low price, con

Senior Care Marketing Must Do #14

Monday 8am: Read this newsletter Monday 8:15am: Go ahead, sound like a broken record I have a client I'm currently coaching, her name is Lily. She's wonderful....talented, experienced, and fearless. When she says she'll do something, she does it. You should Be Like Lily. During our call last week she asked about a specific account that she had been calling on. She was asking what her next step was because she didn't want to go back "sounding like a broken record". I thought about it for a second and told her (only half jokingly) "Use that.....tell them you don't want to sound like a broken record, but until they refer to you that's all you can do. You're doing it in the best interests of tho

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