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Let’s have a Conversation

A Care Conversation. . Leonie Price and Helen Brightman. The response of Benetas to the home care packages reform . The . design and delivery of sales training for home care staff . How we stayed “on mission” .

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Let’s have a Conversation

Presentation on theme: "Let’s have a Conversation"— Presentation transcript:


Let’s have a Conversation

A Care Conversation

Leonie Price and Helen BrightmanSlide2

The response of Benetas to the home care packages reform


design and delivery of sales training for home care staff

How we stayed “on mission” in an increasingly competitive marketplace


The Aged Care world has changed How to survive a consumer driven market?

How to take our clients off the market?

The Why?Slide4

Sales Training ??!!!!


hat do you mean

sales training

?! Slide5

To empower the Benetas team with an inspiring client engagement method they can harness to enhance their individual and team sales performance.

To drive client engagement, sales process effectiveness and develop deeper client connections that inspire fierce loyalty.

… And we were Sold!

The BOOM! Proposal Slide6

Preparation is an activity !

Dare to Prepare!Slide7


real conversation always contains an invitation. You are inviting another person to reveal herself or himself to you, to tell you who they are or what they


David WhyteSlide8

The Care Conversation Workshop

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Conversation is a proactive method that consists of 7 key integrated steps Slide9

Understand what business you are really in and who your clients are.


the skills and tools to proactively lead a


Conversation, engage the client and inspire them to


Adopt Masterful Questioning and Heart Listening™ to go deeper to uncover the client’s unstated needs, triggers and drivers.

Identify a


buying signals and move through their objections with


Drop into ‘Share’ to deliver critical information that genuinely addresses the client's needs and aligns benefits to drivers.

Training DeliverablesSlide10

We did

not remove choice

Learnt to encourage and influence our clients

What does it mean to choose Benetas?Slide11

Teaching our team leaders to implement and sustain the


are C

onversation and integrating the Care Conversation methodology and language into our key leadership activitiesRetention via consistency and repetition

Leading the Care Conversation WorkshopSlide12

Significant increase in internally delivered service hours

BOOM! conversations around the office

Excitement and Engagement of most staff

The BOOM! notepad

“I BOOMED! a client today”

Culture Shift

Better understanding of job role in the new world

Our SuccessSlide13

We want people to have a positive and fulfilling experience, to enjoy living and have good people around them 

as they age with us - we want them to live life in good company.

Staying on Mission

…to respect, include and value older people

Benetas ValuesRespect: We take the time to understand and value each person and respecting their choices

Responsibility: We act with integrity toward our clients, their families and carers, our supporters and the broader Anglican communityCommunity

: We strive to build strong relationships and communities of interest among all stakeholders by working together in an open, involving waySpirit: We build a positive, energetic culture dedicated to creating fulfilling life experiences for older peopleSlide14

The Benetas Home Care VisionSlide15

Thank you. Any questions?