Professional Selling Skills
We want to use these type of questions to get a longer, more detailed response.
What is Open-ended?
2 locations we can provide PDN.
Name two media platforms you can reach out to potential nursing candidates on?
What is Facebook, Liniked In, Indeed
Name two different types of a formula a patient could try while undergoing a formula tolerance trial.
What is standard, peptide, elemental (amino acid based), real food
Name one of our 5 C Operating Principles.
What is Census Growth, Clinical Outcomes, Customer Satisfaction, Cost Control, Cash Collection.
This is a Collaborative Technique that gets the customer to express agreement or additional concerns.
Check for Agreement
Two ”Strong” DME qualifiers for PDN
What is trach and ventilator? (G-Tube for some states)
Name a type of group or organization you can join/follow to recruit nurses on social media.
What are local nursing groups, non-profit nursing organizations, nursing college alumni groups
Three types of home tube feeding administration
What are (bolus and gravity) syringe, gravity bag, pump?
The number of states we have locations in.
What is 30?
A common concern where a customer doubts your ability to provide the features and benefits that you say you will
What is Skepticism?
What is a common industry challenge that occurs with PDN services?
Lack of Staffing, getting rehospitalized, poor clinical care, poor communication, Lack of understanding/support
The most common objection we face when recruiting nurses/therapists
Name two industry challenges with enteral nutrition.
What are service area, in-network insurances, lack of specialty formulas, unnecessary exposure to germs, scheduling conflicts for families, lack of clinical support, clinical concerns, intolerance, troubleshooting supply issues, rehospitalization
What is PDN skilled, PDN nonskilled (HHA, CNA etc), Pediatric Day Health Centers, EOR, Wellness, Educational Services (behavioral health, pdn and therapy in the schools), Pediatric therapy, ABA, Adult Home health, Hospice, Enteral, Respiratory
During Discover, you are building a clear, complete, mutual understanding of the customer's circumstances, need, and ______.
What is need behind the need?
2 unique selling points of our PDN services to share with referral sources
What are number of locations (staffing more rural cases), nurse training (highest standards), 30+ years of experience / leader in our industry, and we offer to do a patient / nurse "meet and greet", can have multiple services with us and only dealing with one provider?
When a nurse says she is not interested, you can use this objection handling technique.
Find out why & Keep them talking.
Two unique selling points of our Medical Solutions services
What are Nutrition Link, Adult Tube program, 24/7 clinical support, Patient hub for communication, Nestle Formulary, extensive specialty formulas, pediatric and adult experts, overnight shipping, emergency deliveries, same-day set ups, follow up after discharge
The four regions of Aveanna
What is the West, South Central, Northeast, and Central?
The stages of needs satisfaction selling process
Open, Discover, Satisfy, Close
Name 5 potential PDN Customers (people that can refer a PDN patient to us)
(Think: general titles, not specific floors of hospitals or clinics.)
What are case managers, social workers, care coordinators, nurses, parents, dietitians, physicians, parents, Neonatologist, Pulmonologist, Neurologist, competitors?
Two benefits of being an Aveanna Nurse or Therapist
What is flexible schedule, exceptional training, professional development, reducing commute, developing relationships with patients, 1-1 care, etc.
"When a patient has gaps in their nursing schedule, how does that impact the discharge process?" is what type of question?
What is an Implication question?
Aveanna's Mission Statement
To revolutionize the way homecare is delivered one patient at a time.