Customization Phase:

Prior to the management program DEI interviews participants in order to customize the program to the specifics a company’s culture.

This is the set-up phase when we learn about the client.  We assess where they are, leverage current investments in the context of what is needed.  The outcome is a customized program with customized training material specifically relevant for the client organization.

Management Workshops:

We don’t start with the sales people.  We start with the management team. Running for two days, these D.E.I. instructor-led workshops start the process by working with the client’s management team.  They learn the fundamentals of the sales process (from lead generation through prospect management) and establish a common language in the organization about sales activities and outcomes.

Management Implementation:

For six weeks trainers work individually with community operations, using an interactive learning platform, to implement the sales operations.  This is when the ‘theory’ goes to ground level with real assignments and goals specific to each community.

The management team works through the process of managing their resources and staff to create their own fully operational sales process at the community level.  During this phase trainers work with community operations to establish a clear set of expectations for the sales force and for management’s role in coaching the sales force. How will all parties be held accountable? A reporting tool and process is put in place that creates visibility into the weekly sales activities and the effectiveness with which the sales force execute those activities.

Sales Skills Training: 

A series of targeted sales training workshops are delivered to the sales team or those staff members who may play a role in working with prospects and referral sources. Programs are designed to include as much or as little training as is needed from a menu of topics including:

*All Topics Available: Instructor Lead or Online Module

• The Foundation Concepts of the Sales Process
• Selling to Residents (Prospects) and their Families
• Overcoming Objections and Closing the Sale…Getting to the Next Step.
• Answering the Community Telephone…Turning inquiry Calls Into Appointments
• Conduction the Community Tour…Selling the Experience
• Selling to Referral Sources and Community Influencers to Generate Leads
• How to Maximize Lead Generation with Your Current Referral Sources
• Physicians as Referral Source
• Maximizing Internet Leads and Referrals
• Mining the Community Database
  

Management Coaching:

For six weeks the DEI coach actively coaches management how to look at the reporting tool, diagnose what isn’t happening enough or happening well enough and then advises on how to take corrective action.

Time and again it is during this coaching phase that census and profitability begin the significant growth trajectory that has become the standard of excellence in business development.

Online Selling Skills Support Program:

Access to the online learning center and onboarding tools for one year.

Online Training Modules:

Module 1: Foundation Concepts
This Module is designed specifically to lay the foundation for creating an effective sales operation within
your community’s overall operations.

Module 2: Selling to residents and their families
The focus is on opening and rapport building and then getting the information during discovery that is so
important to creating a sales relationship with potential residents.

Module 3: Overcoming objections and closing the sale
The focus of this module is on challenging the sales and management team to understand their unique
value proposition they offer their clients, the ‘reasons’ that your resident select your community. Once
the value ‘stories’ are developed then this modules deals specifically with turning objections, or ‘lemons’
into ‘lemonade’. And finally then moving the sale to ‘close’ for the very next step that makes sense for
the resident.

Module 4: Answering the telephone and responding to email
This module helps make the most of the interest already being generated for potential occupancy. The
training focuses on answer the telephone and using conversational techniques to get ‘face to face’ with
the inquiring party. The module also deals with maximizing email traffic by focusing on email ‘action
items’ and personal messages that are designed to activate these inquiries into prospects.

VIEW Answering the Community Phone Module (10 minute Demo)

Module 5: Conducting the Community Tour
Tours are not best conducted as ‘real estate’ demonstrations but rather as ‘an experience of living in
community’, YOUR COMMUNITY.

Module 6: Selling to Referral Sources
Most sales or outreach efforts to community or medical referral sources all too commonly ‘default’ to
marketing. While marketing has it place, primarily to find new referral sources to sell to, the critical job
of most outreach representatives is to spend time ‘selling’ to referral sources.

VIEW Selling to Referral Sources Module (10 min. demo)

Module 7: Selling to physicians
When expanding your referral base more deeply into the medical continuum, it will be helpful to
understand the basics of how to get in front of the community physicians to foster this all-important
referral source.

Module 8: Creating a lasting referral relationship
This module will give you creative ideas to create not just a ‘sales meeting’ but a strategy for a ‘territory
plan’.

·         Module 9: Building Your Presentation to Referral Sources

·         Module 10: Building Your Presentation to Prospects

·         Module 11: Handling Inquiry Calls

      Module 12: Maximizing Internet Leads and Referrals

Module 13: Mining the Database

      *Other Custom Module Topics Available: TeleSales and Appointment Setting