Selling 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
• Prospect Management: Improving Discovery
• High Efficiency Selling: Overcoming Objections and Closing the Sale
• Turning Inquiry Calls and Emails into Appointments
• Conducting the Community Tour
• Selling to Referral Sources to Generate Leads
• Selling the Physicians to Develop Referral Relationship
• Building Your Presentation to Referral Sources
• Building Your Presentation to Prospects
• Answering Inquiry Calls
• Appointment Setting
• TeleSales (Inside Sales)

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.

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 of the Sales Process

Module 2: Selling to Residents and their Families

Module 3: Overcoming Objections and Closing the Sale

Module 4: Answering the Community Telephone and Responding to Email

CLICK HERE Answering the Community Phone Module (10 minute Demo)

Module 5: Conducting the Community Tour

Module 6: Selling to Referral Sources

CLICK HERE Selling to Referral Sources Module (10 min. demo)

Module 7: Physicians as Referral Sources

Module 8: How to Maximize Lead Generation with Referral Sources
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

Module 13: Mining the Database for Leads