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Common Objections

  •   “The referral source doesn’t see Home Care reps”
  •    “We send all our Patients through the hospital”
  •    “Leave your brochure and if he’s interested he’ll call you”
  •    “We have your information, we’ll call you when we have something”

If you or your sales team doesn’t reasonably know what to do or say to these objections, then you need my professional help NOW or you’re dead to them from that time forward.

Compare me to my competition and then JUDGE FOR YOURSELF

As a former owner and administrator of a very successful Medicare Certified Home Health Agency, I have the business, marketing and sales experience (30 plus yrs.)  gained in front of referral sources, like no one else.

This gives me a very special and unique set of qualifications and thus gives me acumen to advise you.

When marketing home healthcare, my Medicare referral rate was 65 to 85 patients per month every month from physician’s practices; this is not including what came in from discharge planners at hospitals, SNF’s etcetera.

I worked over 1,000 plus practices (I saw as many as 40 plus practices a day every day). I know what referral sources want and what they don’t want. I know which techniques are effective both in time and money.

To accomplish this, I had systems in place:

  1. What are good referral sources (why fish for minnows when you can catch a whale)
  2. What order to see referral sources (so not to waste travel time) after I had some success I hired a driver)
  3. How to approach the front desk
  4. If they’re busy do I stay and wait or do I go?
  5. How much time should I spend at each practice?
  6. What do you say (that all the other Homecare Reps haven’t said)?
  7. How to approach the referral source
  8. What do you say (that all the other Homecare Reps haven’t said)?
  9. How to maintain the referral source/practice

When it became time to hire marketers/salespeople, I also had systems in place:

  1. My advertising for marketers/salespeople
  2. Interviewing
  3. Orientating
  4. Travel logs
  5. Expense reports
  6. Contact reports
  7. Expectations

Most everyone that knows me knows that I’m a very aggressive and determined marketer/ sales representative.

When consulting with me, you’ll have Measurable Results immediately; every step of the way, you’ll know where your weak areas are and what corrective measures needs to be taken.

 I aggressively grow Medicare Certified Home Healthcare Agencies

I focus only on time tested, results driven marketing and sales strategies. Call today for a free “no strings attached” consultation and learn more about our easy to follow step-by-step programs that will significantly increase your market share and develop a competitive market advantage.

I Specialize in the:

  •  Hiring process, the wrong candidate will fail every time
  •  Orientation process, if they aren’t properly orientated and trained with tools and systems, they will fail

To differentiate ourselves and trying to increase our market share and develop a competitive advantage has never been fiercer. I provide the keys you need to unlock the doors to compete and dominate the market. I specialize building and growing a “killer” sales force, crushing marketing strategies along with outstanding customer service programs.

Part of what I teach is a very simple technique to overcome objections.

This easy to follow step-by-step, intense, energizing, success driven, strategies and techniques that you learn, are time tested and proven to work 100% of the time!

If a healthcare company doesn’t invest in a professional sales team (small or large)—well trained and managed—armed with well-developed strategies, cutting edge tools and “killer” techniques, they will eventually wither away in this increasingly competitive landscape.

Sign Up NOW to receive Ivan Fox’s FREE Phone Consultation! Information is key, and here’s your chance to get it!

Online Marketing and Sales Help Center

BEST VALUE

Those that can benefit most from online marketing and sales training

  • You have no local sales manager on site to plan and facilitate training
  • You have no formalized sales orientation program
  • Sales Reps request for more support or training
  • Sales Reps/ Community Liaisons/ Business Development Reps
  • Intake Coordinators/ Hospital Liaisons
  • Agency Managers/ Directors/ Administrators/ Owners
  • Marketing and sales team retention programs
  • Compensation plans and more

My On-Site Training Consultation services offered include but are not limited to:

  • Assessment of marketing, sales, admission and clinical teams
  • Field coaching for Reps and admission nurses
  • On-site marketing and sales training optimizes your training experience
  • Interactive, role-play with instant results customized
  • Sales training custom-tailored for your marketing, sales, admissions and clinical team
  • Customer service assessment and training

Reasons for On and Off-site consulting:

  • All solutions are custom tailored to sky rocket sales
  • New Reps and/or new to marketing or new to home healthcare
  • Census declining

The #1 Home Healthcare Marketing and Sales Training Expert in the Country

Home Health Care Marketing and Sales Training

Home Health Care —or supportive healthcare

that is medically driven—is the fastest growing group in America, and one without question has huge profit potential. I will train you and your staff to recognize growth opportunities, create marketing strategies and increase market share and develop a competitive market advantage.

I have 35 plus years of experience in the home health marketing and sales and training industry. I bring a fresh new look with an abundance of knowledge about how companies and individual owners can transform their business in this ever changing landscape to meet the demand for our services.

Home Health Care Marketing and Sales Training

Special Benefits:

  1. I personally do all on-site evaluating and marketing/sales training. No associates or trainees will stand in for me.
  2. I design and deliver a personalized, customized solution for your marketing and sales strategies. It is cost effective, results driven and designed especially for you, developed to integrate with your goals, and its focus is to significantly grow your market share and revenue.
  3. I never screen my calls. In the remote chance that you have to leave a message, you can be assured that your call will be returned within 2 to 4 hours.

Thinking that you can market and sell your services in the same manner you have in the past, and expect a better outcome, you are mistaken; to be competitive and grow you need excellent training from the best in the business Ivan Fox.

These step-by-step strategies are rich and to the point, but more importantly, they’re filled with huge golden chucks of information. Once you begin to use these proven, time tested methods, you will immediately see a surge in referrals.

If you are absolutely serious and committed about becoming successful, moving forward and growing your business in this very competitive landscape, then you must build powerful, mind-blowing marketing and sales strategies using our cutting edge tools. Once you glean these tools you will instantly begin to capture market share.

These techniques will allow you to rise above your competition and develop the number one sales force in your area. You can do this; it’s all so very easy one step at a time.

This transformation will last a lifetime and will forever shape your rate of referrals. If you don’t move forward quickly with these new marketing/sales strategies, you will be losing market share to your competitors each and every day.

Call Today for a Free NO STRINGS ATTACHED Consultation, before your competition does.

Nobody can train you better than The Sales Performance Expert Ivan Fox.

Picture yourself having a highly trained and motivated sales team in your marketplace. Think what that would mean to you in terms of monetary gain and success. Taking action now or not is purely your choice.