Field Sales Techniques

Effective hospice business development requires structured field execution. This section focuses on the practical skills needed to build relationships, conduct productive meetings, and grow referral partnerships. Topics include territory planning, conversation frameworks, meeting preparation, follow-up strategies, and methods for maintaining consistent visibility in referral settings.

Setting Up Your Week

A repeatable weekly structure that keeps coverage consistent and priority accounts from slipping.

Getting Past the Gatekeeper

Practical approaches for building access in offices and facilities where entry is controlled.

Asking Better Questions

How to shift from presenting to listening — and why that changes referral conversations entirely.

Needs-Based Selling

Matching what you offer to what the referral source actually cares about.

Avoiding Info-Dumping

The discipline of saying less so referral sources retain more.

Storytelling with Case Examples

Using patient outcomes as tools for building trust — without violating privacy.

Objection Handling and Reframing

Turning the most common pushbacks into productive conversations.

Referral Source Personas

How different types of referral sources think — and how to adjust your approach accordingly.

What You Can and Cannot Promise

Managing expectations with referral sources in a way that builds long-term credibility.

Follow-Up Discipline

The habits that keep you top of mind without becoming a nuisance.

Documenting Sales Calls

What to capture after every visit and why it matters for your program’s intelligence.

Using CRM Tools

Getting the most out of your CRM without letting it manage you.

Using Collateral Materials

When to leave something behind — and when to leave it in the bag.

20 Reasons to Call

A practical toolkit for staying in contact when you don’t have a “real” reason to visit.