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Revving up Referrals Chapter 1: Doctors' Offices

$49.00

Revving up Referrals Chapter 1: Doctors' Offices

Referrals from doctors’ offices are a great way to grow your home care business.  Industry expert Melanie Stover shares her tips.

Sales pro Melanie Stover shares her industry expertise about where to go in an account, who to call on and what is important to them.  Learn strategies on what to say in order to get the referral and win the client.

Chapter 1:  Doctors’ Offices

  • Key learning skills
  • Target account overview
  • The marketer’s or salesperson’s role
  • Key positions within an account
  • What is important to the referral source
  • Benefits of referring to your home care company
  • How to gain and not lose business
  • Key questions
  • Common objections
  • Best responses to objections
  • Building blocks to developing long-term relationships

BONUS:  At the end of the chapter there is a 2-page quick reference guide that you can print out, laminate and take with you in your car. It couldn’t be easier!

$49.00

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