Wednesday, February 27
- Workshop: 9 a.m. – 5 p.m. ET
- Registration: 8:30 a.m.
Day one focuses on having a deep understanding of your own selling style, and of the behavior of your referral sources. Unlock the mystery of how to connect with even the most challenging referral source with this special session. Upon completing the Behavioral Selling module, the class will move on to our exclusive Momentum Selling for Home Care. Day one will take us through account selection, qualifying, and building our competitive advantage. Participants will have ample opportunity to practice their new selling skills in a number of role-playing scenarios both with Michael, and with each other. At the conclusion of day one, participants will get a “homework” assignment to be completed before day two begins.
Thursday, February 28
- Workshop: 8:30 a.m. – 4 p.m.
- Registration: 8 a.m.
The class will be back to work bright and early after completing their homework assignment. Day two begins with learning a proper structure of sales calls and effective pre-call planning. Participants will know exactly how to plan their sales calls for maximum effect. Day two also takes us though long term account management and relationship building, to secure the referral stream we’ve worked so hard to build. After lunch, Michael will take the group through a strategy session to build account goals for each of the referral sources on their list. Each participant will leave with a step by step account plan to help them grow referrals in every key referral source in their territory! We’ll finish off day two with a Q&A session to make sure each participant knows exactly what to do when they return to their office and start selling.
Click here to download a printable flyer.
- Understanding your own sales behavior
- Behavioral “matching” with your key referral sources
- Building a quality key account list
- Qualifying accounts for maximum success
- Understanding your agency’s competitive advantage
- Acing the sales call!
- Long term account strategy and relationship building
- Step by step account plans for each account on your list
- Lots of great role playing scenarios
- How to effectively handle in-service requests
- Get the most out of group presentations
- And much more!
BONUS! Be one of the first 10 to register and enjoy dinner with Michael following day one! This is a priceless opportunity to ask sales questions, get assistance with your "homework", or just relax and unwind – regardless, don't delay!
Meet the Speaker
Michael Giudicissi is the CEO and Principal of Power Shot Training, focused on helping home care, home health and hospice agencies with their sales and marketing efforts. Michael's passion is developing people to become their best in business and in life. Over the past 11 years, Power Shot Training has trained, coached, and managed more home health, hospice, private duty, and DME offices and reps than any other firm in the industry. They have extensive experience in the space and have a deep understanding of the challenges and opportunities that exist in our modern health care landscape.
- HCAF Members: $499
- Prospective Members: $699
Rates will increase by $25 two weeks prior to the event.
BUY 3 GET 1 FREE! Contact us at (850) 222-8967 and we will set up all four registrations for the price of three.
Courtyard Fort Lauderdale North/Cypress Creek
2440 West Cypress Creek Road
Fort Lauderdale, FL 33309
HCAF has secured a group rate of $199 per night for hotel guests. Amenities include complimentary on-site parking, free airport shuttles, free high-speed internet in guest rooms and public areas, fitness center and pool, and a 12:00 p.m. checkout. The deadline to book your stay is February 12, 2019. Click here to reserve your room.