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?
Sales Training ??!!!!
hat do you mean
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
The Care Conversation Workshop
Insert image here
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.
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.
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
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”
Better understanding of job role in the new world
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?
Let’s have a Conversation - Description
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 ID: 631627 Download Presentation
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