Monday, April 14, 2008
8:00am – 9:00am |
Registration and continental breakfast
9:00am – 9:15am | Welcome
and introductions
9:15am – 10:15am | Opening
General Session
• Building Relationships •
Stephen C. Tweed, CSP
To kick off this interactive Private Duty sales workshop,
Stephen Tweed will discuss in detail a proven process for
selling non-medical home care services -- “Sitting On
the Sofa with the Customer.” Based on research conducted
by Leading Home Care, Stephen will describe how you can hone
your sales process in increase the number of referrals that
turn into admissions.
10:15am – 10:30am | Break
10:30am – 4:00pm |
Interactive Learning Rotations
Each participant will be assigned to a rotation group. Groups
will be limited to 50 participants. During each rotation,
the group will spend time with Stephen Tweed and Michael Giudicissi.
12:00 – 1:00pm | Lunch will
be provided.
Rotation 1
• Selling
Your Uniqueness •
Stephen Tweed
You will learn the Seven Sources of Competitive Advantage.
You will craft a message designed to sell the uniqueness of
your agency.
• The Seven Step Home Care
Sales Process •
Michael Giudicissi
You will discover the steps in the private duty sales process
and identify the types of referral sources to target. You’ll
work to craft a specific sales approach for each step in the
process for a specific prospective referral source.
4:00pm – 5:00pm | General Session
• Tracking Sales Performance:
The Rep Ratio Form •
Michael Giudicissi
Michael will describe and demonstrate the Sales Rep Ratio
Form and how to track sales results. He will describe C-1,
C-2, and C-3 customers and P-1, P-2, and P-3 prospects. For
homework, you will make a specific list of your Cs and Ps.
You will also develop a sample weekly schedule.
Tuesday, April 15, 2008
8:00am – 8:30am | Continental breakfast
8:30am – 9:30am |
Opening General Session:
• Making the Approach: Selling Private Duty Home Care •
Michael Giudicissi
Based on his eBook by the same title, Michael will give
you detailed step-by-step process for making the approach
to referral sources, getting past the gatekeeper, determining
needs, and making effective presentations. He’ll
explain the “Do’s and Don’ts” of effective
home care sales.
9:30am – 9:45am |
Break
9:45am – Noon
Rotation 2
• Relationship Selling & Persuasion
Skills •
Stephen Tweed
You will learn about the importance of building long-term
relationships, and the Five Steps to Persuasion. You’ll
use these five steps to craft your own persuasive message
for a specific prospect.
• Making Powerful Sales Presentations •
Michael Giudicissi
You will learn practical lessons in making more powerful sales
presentations, and you will craft a specific presentation
for an assigned prospect.
Noon – 1:00pm | Lunch provided
1:00pm – 4:00pm | Rotation 2 Repeated
4:00pm – 4:30 – Final Exam (for CPDSPTM candidates only)
4:30 - 5:00pm | Closing General Session
• Putting it all Together •
Stephen Tweed and Michael Giudicissi
Stephen and Michael will debrief the workshop, highlighting significant key learning points and take your questions. They’ll send you home with a new focus on growing your Private Duty Home Care business through more effective and professional selling.
