M.
Tray Dunaway, MD, FACS, CSP, CHCO 
Michael
Giudicissi, Sales training and coaching specialist,
Leading Home Care
Stephen Tweed, CSP,
CEO, Leading Home CareDay 1 – Wednesday,
September 17
8:00am – 9:00am | Registration and continental breakfast
9:00am – 9:15am | Welcome and introductions
9:15am – 10:15am | Opening General Session:
• Building Relationships with Physicians •
M. Tray Dunaway, MD, FACS, CSP, CHCO
In this practical approach to home care sales, Dr. Dunaway will explain — from his personal experience as a physician and surgeon who referred to home care — how sales professionals can make the approach to a physician’s office, build rapport with the doctor, determine his or her needs and wants, and present the sales message effectively.
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 Tray Dunaway, Stephen Tweed, and Michael Giudicissi. Lunch will be provided from Noon until 1:00pm.
Tray Dunaway
You will learn the specific business needs of a physician’s office and how they can appeal to those needs when talking with the doctor or the office staff. You will craft a message designed to meet the unique business needs of a physician’s office.
• Selling Your Uniqueness •
Stephen Tweed
Stephen will describe the Seven Sources of Competitive Advantage. You will craft a message to sell the uniqueness of your agency.
• The Seven-Step Relationship Selling Process •
Michael Giudicissi
Michael will describe this unique sales process. You will craft a specific sales approach for each step in the process for a specific prospective referral source.
4:05pm – 5:00pm | General Session:
• Tracking & Measuring Performance Against Targets •
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.
Day 2 – Thursday, September 18
8:00am – 8:30am | Continental breakfast
8:30am – 9:30am | Opening General Session:
• Making the Approach: The First Call and Beyond •
Michael Giudicissi
Michael will give you detailed information and innovative ideas on how to follow up after the first sales call and how to build a strong, mutually beneficial relationship with high-potential referral sources. In this interactive session, Michael. will describe in detail the sales process at the center of in his top selling eBook, Making the Approach: Advanced Sales Training for Home Care Professionals.
9:30am – 9:45am | Break
9:45am – 11:15am
Tray Dunaway
You will learn about the specific needs of patients and how doctors are concerned about those needs. You will craft a sales message designed to persuade the doctor that your agency can meet the patients’ needs as well as the doctor’s.
• Relationship Selling & Persuasion Skills •
Stephen Tweed
You will learn about the importance of building long-term relationships, and the Five Steps to Persuasion. Participants will craft a persuasive message for a specific prospect by using the five steps.
• 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 a specific prospect.
11:15am – Noon | General Session:
• Getting Past the Gatekeepers •
Tray Dunaway
Dr. Dunaway will give you specific tips on how to get past the gatekeeper in the doctor’s office.
Noon – 1:00pm | Lunch provided
1:00pm – 4:00pm | Rotation 2 continues
4:05pm – 5:00pm | Closing General Session:
• Tracking Sales Performance •
Stephen Tweed
Stephen Tweed will summarize the day’s activities on making presentations. Each participant will craft a 2- to 3-
minute presentation on a specific topic. Presentations will be videotaped and critiqued during day 3. Homework will be assigned for day 3.
Day 3 – Friday, September 19
8:00am – 8:30am | Continental breakfast
8:30am – 10:00am
10:00am – 11:00am | Final Exam
Participants will complete a written final exam to qualify for the CHCSP certification. Those who complete the course and get passing grades on the test will receive the Certified Home Care Sales Professional – CHCSP™ designation.
For more about CHCSP™, click here.
11:00am – 12:00noon | Closing General Session
Workshop Faculty
8:00am – 9:00am | Registration and continental breakfast
9:00am – 9:15am | Welcome and introductions
9:15am – 10:15am | Opening General Session:
• Building Relationships with Physicians •
M. Tray Dunaway, MD, FACS, CSP, CHCO
In this practical approach to home care sales, Dr. Dunaway will explain — from his personal experience as a physician and surgeon who referred to home care — how sales professionals can make the approach to a physician’s office, build rapport with the doctor, determine his or her needs and wants, and present the sales message effectively.
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 Tray Dunaway, Stephen Tweed, and Michael Giudicissi. Lunch will be provided from Noon until 1:00pm.
Rotation 1
• Selling to Physicians – Meeting the Doctor’s
Business Needs •Tray Dunaway
You will learn the specific business needs of a physician’s office and how they can appeal to those needs when talking with the doctor or the office staff. You will craft a message designed to meet the unique business needs of a physician’s office.
• Selling Your Uniqueness •
Stephen Tweed
Stephen will describe the Seven Sources of Competitive Advantage. You will craft a message to sell the uniqueness of your agency.
• The Seven-Step Relationship Selling Process •
Michael Giudicissi
Michael will describe this unique sales process. You will craft a specific sales approach for each step in the process for a specific prospective referral source.
4:05pm – 5:00pm | General Session:
• Tracking & Measuring Performance Against Targets •
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.
Day 2 – Thursday, September 18
8:00am – 8:30am | Continental breakfast
8:30am – 9:30am | Opening General Session:
• Making the Approach: The First Call and Beyond •
Michael Giudicissi
Michael will give you detailed information and innovative ideas on how to follow up after the first sales call and how to build a strong, mutually beneficial relationship with high-potential referral sources. In this interactive session, Michael. will describe in detail the sales process at the center of in his top selling eBook, Making the Approach: Advanced Sales Training for Home Care Professionals.
9:30am – 9:45am | Break
9:45am – 11:15am
Rotation 2
• Selling to Physicians – Meeting the Patient’s
Needs •Tray Dunaway
You will learn about the specific needs of patients and how doctors are concerned about those needs. You will craft a sales message designed to persuade the doctor that your agency can meet the patients’ needs as well as the doctor’s.
• Relationship Selling & Persuasion Skills •
Stephen Tweed
You will learn about the importance of building long-term relationships, and the Five Steps to Persuasion. Participants will craft a persuasive message for a specific prospect by using the five steps.
• 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 a specific prospect.
11:15am – Noon | General Session:
• Getting Past the Gatekeepers •
Tray Dunaway
Dr. Dunaway will give you specific tips on how to get past the gatekeeper in the doctor’s office.
Noon – 1:00pm | Lunch provided
1:00pm – 4:00pm | Rotation 2 continues
4:05pm – 5:00pm | Closing General Session:
• Tracking Sales Performance •
Stephen Tweed
Stephen Tweed will summarize the day’s activities on making presentations. Each participant will craft a 2- to 3-
minute presentation on a specific topic. Presentations will be videotaped and critiqued during day 3. Homework will be assigned for day 3.
Day 3 – Friday, September 19
8:00am – 8:30am | Continental breakfast
8:30am – 10:00am
Rotation 3
Participants will work in their rotation groups with faculty
members. You will deliver your prepared sales presentation,
receive feedback from the group and the instructor, and see
your video.10:00am – 11:00am | Final Exam
Participants will complete a written final exam to qualify for the CHCSP certification. Those who complete the course and get passing grades on the test will receive the Certified Home Care Sales Professional – CHCSP™ designation.
For more about CHCSP™, click here.
11:00am – 12:00noon | Closing General Session
Workshop Faculty
- Debriefing of all content covered
- Q&A with the faculty
- Homework to complete the CHCSP™ certification