Announcing New Webinar Series!

Welcome to Healthcare Strategica, LLC

Welcome to Healthcare Strategica, LLC

Welcome to Healthcare Strategica, LLCWelcome to Healthcare Strategica, LLC

New!!! Webinar Series Sales Training Programs

Home Health Sales Training Webinar Series

Hospice & Palliative Care Sales Training Webinar Series

Hospice & Palliative Care Sales Training Webinar Series

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Purchase Entire Seven Module Series for only $595 per student (group discounts available see below)


We have taken our best of class home health specific sales training bootcamps and are offering them via Webinar to enable you to continue to train your sales team in today’s world of limited travel and social distancing. The home health care course will be offered every Thursday starting April 16th through May 28th, 2020. Each class will have participation exercises, homework assignments, quizzes and question and answer opportunities.

Each participant will receive their own course materials and individual coaching and feedback. At the conclusion of the course each student will receive a certificate of completion.

Each session will be recorded and if unable to attend the live webinar, you will be able to view the recording and participate in exercises, questions, coaching and quizzes. If you start after the first webinar date, you will be provided with access to those modules missed so that you can get caught up.

1) Module One: Introduction to Sales

a. Understanding Home Health & Home Care

b. Home Health Sales Process

c. Who Are My Customers?

d. Exercise

e. Homework Assignment

2) Module Two: Targeting and Territory Management

a. Account and Territory Management

b. What are the data telling me?

c. Account rating and targeting

d. Exercise

e. Homework Assignment

3) Module Three: Value Propositions

a. What is a Value Proposition?

b. Crafting targeted Value Propositions

c. Value Added Openings

d. Exercise

e. Homework Assignment

4) Module Four: Asking Intelligent Questions

a. Qualifying Questions

b. Probing Discovery Questions

c. Most important skill

d. Exercise

e. Homework Assignment

5) Module Five: Presenting Solutions

a. Presenting Solutions

b. Closing

c. Gaining Commitment

d. Exercise

e. Homework assignment

6) Module Six: Handling Objections

a. How to handle all objections

b. Exercise

c. Homework

7) Module Seven: Put it All Together

a. Develop and script sales call using skills learned

b. Final homework assignment

c. 90 Day Sales Campaign

d. Set Goals and Plan for Success


Each session will be recorded and if unable to attend the live webinar, you will be able to view the recording and participate in exercises, questions, coaching and quizzes.

Pricing Options:

Individual Registration is $595 per student

Groups of 2 – 5 students is $495 per student

Groups of 6 – 10 students is $395 per student

Groups of 11 or more students is only $349 per student


Custom programs can be developed for larger organizations – please inquire to Michael Ferris at michael@healthcarestrategica.com

Register today to secure your space in the initial class – attendance is limited to only 100 students in the first class.

Each session will be recorded and if unable to attend the live webinar, you will be able to view the recording and participate in exercises, questions, coaching and quizzes.

Hospice & Palliative Care Sales Training Webinar Series

Hospice & Palliative Care Sales Training Webinar Series

Hospice & Palliative Care Sales Training Webinar Series

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Purchase Entire Eight Module Series for only $595 per student (group discounts available - see below) 

We have taken our best of class hospice & palliative care specific sales training bootcamps and are offering them via Webinar to enable you to continue to train your sales team in today’s world of limited travel and social distancing. The hospice and palliative care course will be offered every Tuesday starting April 21st through June 9th, 2020. Each class will have participation exercises, homework assignments, quizzes and question and answer opportunities.

Each participant will receive their own course materials and individual coaching and feedback. At the conclusion of the course each student will receive a certificate of completion.

Each session will be recorded and if unable to attend the live webinar, you will be able to view the recording and participate in exercises, questions, coaching and quizzes.

1) Module One: Introduction to Sales

a. Understanding Hospice & Palliative Care

b. Hospice & Palliative Sales Process

c. Who Are My Customers?

d. Exercise

e. Homework Assignment

2) Module Two: Targeting and Territory Management

a. Account and Territory Management

b. What are the data telling me?

c. Account rating and targeting

d. Exercises

e. Homework Assignment

3) Module Three: Value Propositions

a. What is a Value Proposition?

b. Crafting targeted Value Propositions

c. Value Added Openings

d. Exercise

e. Homework Assignment

4) Module Four: Asking Intelligent Questions

a. Qualifying Questions

b. Probing Discovery Questions

c. Most important skill

d. Exercise

e. Homework Assignment

5) Module Five: Presenting Solutions

a. Presenting Solutions

b. Closing

c. Gaining Commitment

d. Exercise

e. Homework assignment

6) Module Six: Handling Objections 

a. How to handle all objections

b. Exercise

c. Homework

7) Module Seven: Put it All Together 

a. Develop and script sales call using skills learned

b. Final homework assignment

c. 90 Day Sales Campaign

d. Set Goals and Plan for Success

8) Module Eight: Successful Patient and Family Meetings

Each session will be recorded and if unable to attend the live webinar, you will be able to view the recording and participate in exercises, questions, coaching and quizzes.

Pricing Options:

Individual Registration is $595 per student

Groups of 2 – 5 students is $495 per student

Groups of 6 – 10 students is $395 per student

Groups of 11 or more students is only $349 per student

Custom programs can be developed for larger organizations – please inquire to Michael Ferris at michael@healthcarestrategica.com

Register today to secure your space in the initial class – attendance is limited to only 100 students in the first class.

Each session will be recorded and if unable to attend the live webinar, you will be able to view the recording and participate in exercises, questions, coaching and quizzes.


Live Bootcamps

Essential Hospice Train the Trainer Webinar

Essential Hospice Train the Trainer Webinar

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Next Live Bootcamps are July 21-24, 2020 at Westin Lake Las Vegas Resort


Note:  Our location is away from the strip, at a non-casino location, in the desert on a lake.  We have meeting rooms set up to allow 6+ feet between attendees.  All precautions will be taken.


Registration is now open.

Essential Hospice Train the Trainer Webinar

Essential Hospice Train the Trainer Webinar

Essential Hospice Train the Trainer Webinar

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Recorded Webinar - Train the Trainer Patient and Family Meetings for Maximum Success

Only $129 per site

Register Today

There are two times in the hospice patient’s experience that drive satisfaction, success and improve the experience for all involved. At time of first contact and at time of death or discharge.

Hospice Sales Professionals are tasked with meeting with the prospective hospice patient and or their family to explain hospice services, answer their questions and in many cases have them sign hospice consents. Some agencies use a Program Representative to conduct these meetings while others may make the Admission Nurses include this in their admission visit. Best practices would use a Program Representative but in all cases all of the above need to understand how to conduct this vital first meeting with the patient and family.

There are five distinct parts to a Patient and Family Meeting:

1) Introduction and Understand Their Goals

2) Answer Questions

3) Review/Sign Documents

4) Set Expectations 

5) Handle Any Objections

Who should attend:

* Hospice & Palliative Care Leadership

* Sales Professionals

* Hospital Liaisons

* Admission Nurses 

* Clinical Staff 

What you get:

1. One hour Train the Trainer Instructional Webinar

2. Question and Answer Session

3. 10 Page Handbook set up for your internal staff training use

4. Slide Deck for Internal Training Use Only

5. Access to the Experts

Guaranteed to drive more hospice admissions at the appropriate time, increased patient / family satisfaction, increased staff satisfaction and census growth.

Note: During the current Pandemic it is essential that these initial meetings are conducted in the most efficient manner. Also, if you are conducting them over the phone or via video conferencing, it’s essential that you have a common, concise content. 

Sign up today to join this essential hospice and palliative care webinar.

Recorded Tuesday, March 31st, 2020 at 2:00 pm eastern / 11:00 pacific

NEW Publication - Home Health Sales Guide for PDGM Success<!

Best Selling Home Health Sales Guide

 

September 2019 New Release by Michael Ferris - The Definitive Guide to Home Healthcare Sales includes all of the best practice sales skills, strategies, tactics and processes that have proven to create Home Health Sales Superstars PLUS the information, strategies and tactics that will support their success in 2020 and beyond.


Every member of your home health sales team should have their own copy of this guide intended to be carried in the car and referred to frequently.  This is the third book in this industry acclaimed, best selling series and it focuses exclusively on home health care.  Order your copies today!

  

Who should own this book?  Anyone selling home health services!


  • Learn the Proven Home Health Sales Process
  • Ask Intelligent Questions and See Amazing Results
  • Present Your Services as the Solution to Your Referral Partners needs, challenges, frustrations and problems
  • Organize Your Time and Your Accounts
  • Set SMART Goals
  • Understand How PDGM Works and What’s Important to You  
  • Learn How to Make Yourself More Valuable to Your Agency and Your Referral Partners 


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About Us

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Our Experience

  

Each member of our Advisory Group has over 10+ years of experience in their field of expertise. Led by Michael Ferris, with 24 years of experience in post-acute healthcare, you will be well served by experts that can best meet your needs. 

  

Why Us?


Most organizations in our industry are not good at using consultants. Many lack the ability to execute on the recommendations made by consultants. We are able to provide you with the outside viewpoint to enable you to maintain the long-term strategic vision and empower the implementation of best practices. We earn your business every day, month and year by making sure you are on the right course, implementing necessary changes and monitoring results.

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Our Approach

  

We’re Strategic Advisors, not consultants. In most cases we work with a monthly retainer to advise our clients on the strategies necessary to survive and thrive in today’s complex healthcare arena. We will do an assessment of your organization, identify areas for focus, perform a gap analysis and work with you to implement a plan. To the extent your organization lacks the subject matter expertise or simply don’t have the bandwidth, we will help you identify the best consultants for the specific need.


We’re there to identify the strategic focus, identify gaps, find any necessary help to aid in the plan execution, oversee any consulting relationships to make sure projects are completed on time and budget. Our involvement is continual, and we are available as needed to provide the strategic advisory services to the senior leadership, board of directors or health system.

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Order Your Copy of the Definitive Guide to Healthcare Sales

  

Book info:

Definitive Guide to Healthcare Sales: Achieve Superstar Sales Success written by Michael Ferris is the first book to provide an actionable guide for the healthcare sales professional selling post-acute and pre-acute services. If you are currently selling in this space or considering a career in healthcare sales, you need to own this book!


Healthcare organizations should arm each of their sales professionals with a copy to use on a day in, day out basis in the field. Decades of sales experience in the space, what works today and what does not, make this a must have for your sales team. 


If you sell any post-acute or pre-acute service lines, this book was written for you.

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Healthcare Strategica, LLC

(919) 260-3315