--0000000000004acdf905afd9339e Content-Type: text/plain; charset="UTF-8" Hello HCAF Sales Nation! The day has arrived! The *World Alzheimer's Day Virtual Convention: Empower, Engage and Enhance the Mind is here and started *at 9:30 am PST. We have leading experts in the fields of brain health present on the current state of Alzheimer's research and how to promote cognitive health through social connectivity, engagement, nutrition, and more! To see a line-up of our impressive speakers and topics visit our website . The event itself spans 4 1/2 hours, but attendees will be able to pick and choose which sessions they would like to attend. *For those who promoted this event, we will be sharing the attendee list and a follow-up strategy with you next week.* We thought to share some great thoughts this week around *Overcoming Objections by Asking the Right Questions. *Taking someone through the sales cycle comes more naturally if you're asking questions to guide them to close themselves, vs telling them and trying to pull them to the close. Here are some recommendations: - In the interview phase of any sales engagement, they should be doing 80% of the talking and we should be asking questions to uncover needs - Never assume you know their challenges or concerns. If you have an idea of what they might be, as the questions and let them tell you. - Follow-up questions can be very impactful. When your questions uncover concerns, remember to continue to probe to learn how that problem affects them. - If a referral partner of a prospective client shares that they are not happy with their current company and may want to make a change, instead of going into features and benefits, ask "Ok, thank you for the opportunity. But before I start talking about us, could you tell me a little bit about why you're no longer happy with your current company?" Let them tell you their likes, dislikes, expectations, etc. - If you feel like there is an emotion or stress in the room that is affecting the success of the referrer meeting or care consultation, get it out in the open upfront vs letting it put a negative mood on the entire visit. Ex, "I may be totally wrong here, but does talking about this possibly cause some ?" *National Assisted Living Week Advance Strategy*: Now that AL week is over and you've celebrated your AL communities and employees, we need to have an Advance Strategy with these referral partners. Email the Executive Director and ask for a meeting to go over our new COVID flyer (see detailed explanation below) that talks about the current protocols HCA has in place to protect our caregivers and their residents/staff members. Either have a 1:1 in-person or zoom meeting with the ED about this topic, or host a zoom call for all EDs that you work with where you can discuss our current protocols and have them share their protocols with one another (a strategy used successfully in San Francisco). *NEW Home Care in a COVID Environment Flyer* - here is the new flye