{"id":3911,"date":"2020-11-05T02:05:00","date_gmt":"2020-11-05T02:05:00","guid":{"rendered":"https:\/\/myhospiceuniversity.org\/members\/?post_type=rvs_video&#038;p=3911"},"modified":"2021-02-26T02:05:39","modified_gmt":"2021-02-26T02:05:39","slug":"hospice-sales-professionals-why-is-it-important-to-know-hospice","status":"publish","type":"rvs_video","link":"https:\/\/myhospiceuniversity.com\/members\/videos\/articles\/hospice-sales-professionals-why-is-it-important-to-know-hospice\/","title":{"rendered":"Hospice Sales Professionals: Why is it important to know hospice?"},"content":{"rendered":"\n<p>All hospice employees should have a basic understanding of the Hospice Medicare Benefit, what are covered services, who is eligible, how it is paid for, the interdisciplinary team, their&nbsp;role on the team, etc. This includes hospice sales people! Any book, article, or training on sales&nbsp;always lists \u201cKNOW YOUR PRODUCT\u201d as one of the characteristics of top sales people.<\/p>\n\n\n\n<p>As a liaison you need to take the lead in your orientation and ongoing education. Talk with your&nbsp;manager about what is in the liaison orientation and on-going training. If it does not include&nbsp;the recommendations below, talk with your manager about how you can gain this knowledge\/experience. If you are the Executive Director or Director of Admissions (sales), review your&nbsp;liaison orientation and ongoing education (sales meetings) to see if this knowledge and these&nbsp;experiences are or can take place in your program.<\/p>\n\n\n\n<p>RECOMMENDATIONS<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Learn the Medicare benefit and regulations backwards and forwards ; test yourself with&nbsp;your program\u2019s test or think about all the questions that a patient and family or&nbsp;customers might ask and answer them<\/li><li>Learn and understand the importance of the interdisciplinary team and each team&nbsp;member<\/li><li>Ride with each team member as they make visits; talk with them about why&nbsp;they like hospice; ask them to describe their role on the team and with patients\/families; ask them to share their most meaningful stories<\/li><li>Attend a team meeting<\/li><li>Meet briefly with each senior manager and ask them to describe their role and how&nbsp;they can work with you as liaison : Executive Director, Patient Care Coordinator (Clinical&nbsp;Coordinator), Medical Director<\/li><li>Meet with the Team Manager to describe their role with the team and talk about how&nbsp;the two of you can work together<\/li><li>Meet with the Volunteer Manager and the Bereavement Manager to talk about their&nbsp;roles<\/li><li>Attend a Volunteer Training, if possible<\/li><li>Begin to learn the clinically appropriate patient \u2013 general and by disease<\/li><li>Understand pain management; you don\u2019t need to know how to titrate but you do need&nbsp;to be able to describe how pain is assessed and managed<\/li><li>If your program has specialty clinical programs, learn about them and how to present&nbsp;them<\/li><\/ul>\n\n\n\n<p>It is a given that you must possess and be able to demonstrate good sales skills. Add this clinical&nbsp;knowledge, and you become a consultant to your customers, not just an order taker. When I&nbsp;was first hired as a hospice liaison, my manager said: \u201cYou must learn the Medicare Benefit and&nbsp;regulations backwards and forwards.\u201d I am still grateful for that direction. I use this knowledge&nbsp;almost every day. It is well worth the investment of time.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>All hospice employees should have a basic understanding of the Hospice Medicare Benefit, what are covered services, who is eligible, how it is paid for, the interdisciplinary team, their&nbsp;role on the team, etc. This includes [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":3912,"comment_status":"open","ping_status":"closed","template":"","wpvsgenres":[6],"wpvsactors":[],"wpvsdirectors":[],"wpvsvideotags":[],"class_list":["post-3911","rvs_video","type-rvs_video","status-publish","has-post-thumbnail","hentry","rvs_video_category-articles"],"wpvs_rest_error":"Invalid token","wpvs_access_options":{"free_for_users":false},"video_type":"custom","wpvs_type":"video","images":{"thumbnail":"https:\/\/myhospiceuniversity.com\/members\/wp-content\/uploads\/2021\/02\/blogknowhospice-feat.jpg","featured":"https:\/\/myhospiceuniversity.com\/members\/wp-content\/uploads\/2021\/02\/blogknowhospice-feat.jpg"},"vimeo":{"id":"","url":""},"youtube":{"url":""},"video_details":[{"hours":"0","minutes":"0","length":0,"date_released":""}],"actors":[[]],"directors":[[]],"series":{"is_episode":false},"_links":{"self":[{"href":"https:\/\/myhospiceuniversity.com\/members\/wp-json\/wp\/v2\/wpvsvideos\/3911","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/myhospiceuniversity.com\/members\/wp-json\/wp\/v2\/wpvsvideos"}],"about":[{"href":"https:\/\/myhospiceuniversity.com\/members\/wp-json\/wp\/v2\/types\/rvs_video"}],"author":[{"embeddable":true,"href":"https:\/\/myhospiceuniversity.com\/members\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/myhospiceuniversity.com\/members\/wp-json\/wp\/v2\/comments?post=3911"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/myhospiceuniversity.com\/members\/wp-json\/wp\/v2\/media\/3912"}],"wp:attachment":[{"href":"https:\/\/myhospiceuniversity.com\/members\/wp-json\/wp\/v2\/media?parent=3911"}],"wp:term":[{"taxonomy":"rvs_video_category","embeddable":true,"href":"https:\/\/myhospiceuniversity.com\/members\/wp-json\/wp\/v2\/wpvsgenres?post=3911"},{"taxonomy":"rvs_actors","embeddable":true,"href":"https:\/\/myhospiceuniversity.com\/members\/wp-json\/wp\/v2\/wpvsactors?post=3911"},{"taxonomy":"rvs_directors","embeddable":true,"href":"https:\/\/myhospiceuniversity.com\/members\/wp-json\/wp\/v2\/wpvsdirectors?post=3911"},{"taxonomy":"rvs_video_tags","embeddable":true,"href":"https:\/\/myhospiceuniversity.com\/members\/wp-json\/wp\/v2\/wpvsvideotags?post=3911"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}