Sales 101
This crucial step in the sales process involves uncovering a prospect’s needs, motivations, and concerns through thoughtful questions and active listening.
What is DISCOVERY?
Sun Health champions superior health and wellbeing through philanthropy, inspired living and wellness programs.
What is Sun Health's mission?
This membership plan offers 100% coverage of Sun Health At Home services, including assisted living, memory support, and skilled nursing, and refunds 90% of the membership fee to the member's estate upon their death.
What is Regal Plus?
Unlike yes-or-no inquiries, this type of question encourages prospects to share more details about their needs, preferences, and concerns
What is an Open-Ended Question?
Sun Health envisions a world where people live longer, healthier, more purposeful lives.
What is Sun Health's vision?
This plan is designed to complement an existing long-term care insurance policy or other coverage, providing 100% coverage for personal care coordination, wellness services, and in-home care, but excludes facility-based health services like assisted living or skilled nursing .
What is the Classic Plan?
This type of question subtly guides a prospect toward a desired response, often by implying the answer within the question itself.
What is a leading question?
Before joining Sun Health in 2005, this person practiced law in the Sun Cities area for 16 years with an emphasis in real estate, finance, development and health care, working closely with Sun Health.
Who is Joe La Rue?
These two individuals serve as Wellness Coordinators, providing personalized care and support for Sun Health At Home members, ensuring their wellness needs are met and helping coordinate services.
Who are Connie & Karlene?
Establishing credibility, active listening, and finding common ground are key components of this essential process that strengthens relationships with prospects.
What is building trust and rapport?
This group is responsible for overseeing the long-term strategic direction of Sun Health, ensuring its mission is being fulfilled, and holding management accountable for performance.
What is Board of Directors?
This policy provides guidelines for Sun Health at Home (SHAH) members considering a move to a Sun Health life plan community, offering them priority placement as part of the Sun Health continuum of care.
What is SHAH Bridge Program Policy?
This principle, popularized by Stephen Covey in The 7 Habits of Highly Effective People, emphasizes the importance of active listening before presenting your own perspective.
What is 'Seek first to understand, then to be understood'?
This governing body is tasked with ensuring Sun Health remains aligned with its mission, making critical decisions on governance, and overseeing financial stewardship and legal compliance.
What is Board of Trustees?
8
What is the number of dedicated team members that make up the Sun Health at Home (SHAH).