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Monday Marketing Must Do #28

May 29, 2018

Tuesday 8am: Read this newsletter

Tuesday 8:15am: Block your calendar

 

Before you get too far into your planning for the month of June, I want you to block the entire last week of the month (June 25-29) and mark it as Re-Qualifying. This is our twice yearly week to check on the information we have on our key referral sources. 

 

Why?

 

Things change rapidly in healthcare and you don't want to assume what you knew 6 months ago is still true across the board with your most important accounts. Take the time to find what what (if anything) has changed so you can stay in the prime position to win the most referrals. 

 

You can certainly re-qualify all of your accounts if you wish, but definitely your Top 20...whether they are currently referring to you or not. You're likely to find that enough has changed that you will want to fine tune your approach to these accounts, and hopefully, win more referrals. If this seems like an awkward conversation, try using language something like this:

 

"Hi Jim, good to see you. I'm updating my account files and I wanted to see if anything major has changed over the past 6 months. Is it ok if I ask you a few questions today?"

 

Simple right? Also, you need to get used to having these conversations because you have another coming up at the end of December. 

 

So, before you start scheduling anything for that final week, block it (except for coordinating referrals, etc) and let's get up to date. The sales rep with the most and best information is usually the sales rep that wins most of the business. BE that sales rep. 

 

BIG NEWS! - Many of your know our industry proven Top 20 Selling Strategy. If you've been to one of our seminars over the past 2 years you have also come to know our Momentum Selling For Homecare Strategy. Wedding bells are ringing around the Power Shot Training offices because as of September 1, 2018 we will introduce our newest, best, most effective sales training ever Momentum 20 Selling for Homecare! We've worked in the field with hundreds of reps to figure out how to maximize our selling methods and now we've taken the most effective parts of each and married them together. Momentum 20 Selling for Homecare is the latest evolution of the industry's most proven sales training. Our step by step selling strategy never leaves you wondering what to do next....we tell you exactly the next step to take. We'll be announcing our Fall seminar schedule shortly, but if you'd like to bring Momentum 20 to YOUR office for a custom sales training presentation, give us a call at 877-798-2530 or email me at michael@powershottraining.com for more info and to book your date. 

 

You still have time for ADVANCED sales training in beautiful Coconut Creek, FL on July 19th, 2018. Join me at the Seminole Coconut Creek Casino for our Advanced Behavioral Sales Training. We'll cover all of the advance skills like problem resolution, individual account growth strategy, 2nd level qualifying, and much more. Visit the Seminars Page to register today.

 

Have a great week...and Good Selling!

Michael Giudicissi