1 / 24

What the Window Witch and Referral Sources are Really Saying

What the Window Witch and Referral Sources are Really Saying. Ty Bello, RCC Team@Work. SPONSORED BY. THANK YOU. HME History. The Humble Beginnings of HME Sales Who we Called on Our Mission Training and Tactics The Competition Our Role Model. The Customer .

kasa
Download Presentation

What the Window Witch and Referral Sources are Really Saying

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. What the Window WitchandReferral Sources are Really Saying Ty Bello, RCC Team@Work www.teamatworkcoaching.com

  2. SPONSORED BY THANK YOU www.teamatworkcoaching.com

  3. HME History • The Humble Beginnings of HME Sales • Who we Called on • Our Mission • Training and Tactics • The Competition • Our Role Model www.teamatworkcoaching.com

  4. The Customer The Gate Keeper to the Kingdom www.teamatworkcoaching.com

  5. The Receptionist • More Sophisticated and Trained • Protector of the Kingdom • Graduate of WWU www.teamatworkcoaching.com

  6. The Kingdom Protected www.teamatworkcoaching.com

  7. Our Mission • WW Buster • Sales Investigators • Business Accelerators www.teamatworkcoaching.com

  8. Training Tactics GO This is OXYGEN This is the Referral Source www.teamatworkcoaching.com

  9. Training and Tactics We’re Ready for a Fight, But we win with Charm www.teamatworkcoaching.com

  10. The Competition • The Pharma Rep • Pointy Shoes • Gucci Bag • Hair Gel • Vying for the Business • Pizza • Pens • Pads www.teamatworkcoaching.com

  11. The Investigator Our Role Model • Competent • Passionate • Focused • Know our Criminal Customer www.teamatworkcoaching.com

  12. The Referral Source • Physicians Offices • Hospitals • Discharge Planners, Case Managers • Hospitalist • LTCF / ALF’s, Clinics • Sleep Labs www.teamatworkcoaching.com

  13. Physician Offices The Mistruth • The best way to see the Doctors is to do a Lunch. Solution Do you REALLY NEED TO SEE The Doctor? Qualify and Quantify Content Over Calories The Diversion • We rarely do that type of referral from the office Solution Clarify by Drilling Down www.teamatworkcoaching.com

  14. The real Sales call • Solve the Puzzle • You get to talk The 30 Second Commercial • Who you are • The Company You Represent • What your company does • What differentiates you from other similar providers www.teamatworkcoaching.com

  15. The 30 second Commercial Let’s ALL Practice • Who you are • The Company You Represent • What your company does • What differentiates you from other similar providers • This is the beginning to CALL Scripting www.teamatworkcoaching.com

  16. Hospitals Discharge Planners The Mistruth • We Rotate or Alphabetically Select Solution Questions Can Physician Choose? Make sure your on the list The Diversion • We leave that up to the Doctor Solution Who are their biggest referral Dr’s for your services? Can I tell them we met? Hospitalists The Mistruth • We really do not make that decision. (this may actually be the truth) Solution Qualify and Quantify The Diversion • We will not be following the patient after discharge Solution They are the Prescribing Physician. Have a System they want to use www.teamatworkcoaching.com

  17. LTCF / ALF’s or Clinics The Mistruth • We have a contract with your competition. Solution First, Quantify and Qualify, do you want this business? What service do they provide that is exceptional? The Diversion • We had a problem with your company 75 years ago… Solution Ask them if they have elephantitis (Joking Ha Ha) Uncover the Pain, show resolve First, Quantify and Qualify, do you want this business? What service do they provide that is exceptional? www.teamatworkcoaching.com

  18. Sleep Labs The Mistruth • We give the patient Choice Solution How can we get on that rotation Can we share with you our Report Card The Diversion • We do our own CPAP’s Solution You Are LATE TO THE PARTY Choice Share Revenue or Loose it COMPLETELY? www.teamatworkcoaching.com

  19. New Frustrations • Appointment Only Offices • Increased Sales effort by Competition • Never Ending • You must Rise Above this • The Carrot is Always Moving Further • Get Over It, We are Professional Sales People • Hospital Based HME’s • Physicians Offices and Labs starting to do their own CPAP www.teamatworkcoaching.com

  20. Early to Rise, Beat the Competition Time Sensitive www.teamatworkcoaching.com

  21. Our Focus Every Angle We’ll Do Anything for Our Referrals Paperwork is our Specialty www.teamatworkcoaching.com

  22. The Rock Star of HME Sales Award Winning Sales and Service www.teamatworkcoaching.com

  23. We Can Be Famous www.teamatworkcoaching.com

  24. The Team @ Work Difference Please visit us on line atwww.teamatworkcoaching.com Call us at (260) 493-7965Email us at: Ty@teamatworkcoaching.com or Kristen@teamatworkcoaching.com As a reminder, Team @ Work offers a wide variety of solutions for your business. We would love to work with you to customize a program for your team, group, or for you individually. We specialize in the Assessment, Development, Coaching and Training of teams and individuals.

More Related