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Selling in a Service Culture: A Sales Mentality

Selling in a Service Culture: A Sales Mentality. Why are we here?. Believing in HISC and that what we do makes an important difference. What is there to believe in? Understand the significance of developing a sales mentality and injecting it into the sales cycle of your business. Believe.

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Selling in a Service Culture: A Sales Mentality

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  1. Selling in a Service Culture:A Sales Mentality

  2. Why are we here? • Believing in HISC and that what we do makes an important difference. • What is there to believe in? • Understand the significance of developing a sales mentality and injecting it into the sales cycle of your business.

  3. Believe • Here is the latest research that we know. • Hospital re-admissions • Outcomes • Alzheimer’s We have the solutions! • Market studies show concerns by governments to pay in the future

  4. Sales Mentality • What is a sales mentality? • Why is it important? • Why now?

  5. Sales Mentality • Sales cycle is key to driving revenue • Execution is through the sales process • Accountability for results

  6. Sales Process

  7. Needs Discovery Solution Gain Commitment Relationship

  8. Building Relationships • Core • Trust • Two Levels • Personal: Provider Centric • Professional: Client Centric • Outward Focus

  9. Sales Process Needs Discovery Relationship

  10. Needs Discovery • Learning What Matters • Perception of Value • Active Listening • Thoughtful Questions and Statements • Provider/Client Centric • Open Ended • Clarifying

  11. Sales Process Needs Discovery Solution Relationship

  12. Solution • HISC is always the solution (Illumination) • “Buying” vs. “Being Sold” • The Big Idea • Value defined by referral provider • NOT Home Instead

  13. Sales Process Needs Discovery Solution Gain Commitment Relationship

  14. Gain Commitment • Action Oriented Agreement • Mutual Accountability • Reflection of Partnership

  15. Sales Process Needs Discovery Solution Gain Commitment Relationship

  16. Managing vs. Leading • What is the difference? • Hands and feet • Hearts and minds

  17. "Management is efficiency in climbing the ladder of success; leadership determines whether the ladder is leaning against the right wall." — Stephen R. Covey

  18. Performance Management • What? • Managing performance • Why? • Your team is as good as its weakest member • How? • Role Play of course!

  19. Do the Math From the 2009 benchmark study • Revenue per client = $1,589 • Conversion = 43% • Close = 85% • Inquiries per month = 30 • Service calls = 13 • New clients = 11

  20. Questions & Answers

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