Golden Rule Flashcards
What is the main focus of hospice sales?
Education, trust-building, and guidance rather than aggressive selling.
Why is hospice sales different from traditional sales?
It is based on compassion and education rather than direct selling.
What is the key goal of a hospice sales professional?
To help providers and families understand when hospice is appropriate and its benefits.
Who are the key stakeholders in hospice referrals?
Physicians, nurses, social workers, and families.
What is the physician’s main concern in hospice referrals?
Eligibility and improving patient quality of life.
Why do families need education in hospice sales?
They often have misconceptions and need reassurance about hospice care.
How do you respond to ‘It’s too soon for hospice’?
Explain the benefits of early enrollment in hospice.
What is a common misconception about hospice?
That it means giving up, instead of improving quality of life.
How can you address concerns about curative treatment?
Clarify that hospice provides comfort and can coexist with some treatments.
Why is relationship-building important in hospice sales?
Strong relationships lead to more referrals and better patient care.
What are three key strategies for developing referrals?
Educational sessions, consistent follow-ups, and patient success stories.
What is the best way to approach referral sources?
Provide value, education, and support rather than just asking for referrals.
What is the SPIN selling model?
Situation, Problem, Implication, Need-Payoff.
Why is active listening crucial in hospice sales?
It helps understand concerns before offering solutions.
What should every sales conversation include?
A clear next step, such as a follow-up meeting or referral discussion.
What are two key performance metrics in hospice sales?
Referral volume and conversion rate.
Why is customer feedback important?
It helps refine sales strategies and improve relationships with providers.
How can tracking performance improve hospice sales?
It identifies trends, strengths, and areas for improvement.
Hospice Care
A type of healthcare that focuses on comfort and quality of life for patients with terminal illnesses.
Palliative Care
Medical care aimed at relieving symptoms and improving quality of life, but not necessarily curing the disease.
Referral Source
A healthcare provider or institution that recommends patients for hospice services.
Advance Directive
A legal document outlining a patient’s wishes for end-of-life care.
Curative Treatment
Medical care intended to cure a disease rather than manage symptoms.
Interdisciplinary Team
A group of healthcare professionals working together to provide comprehensive hospice care.
Conversion Rate
The percentage of referrals that result in actual hospice admissions.
Medicare Hospice Benefit
A federal program that covers hospice care for eligible patients under Medicare.
Bereavement Support
Counseling and support services for families of hospice patients after their loved one passes away.
Prognosis
A medical prediction of the course and outcome of a disease.
Symptom Management
Medical and supportive care aimed at controlling pain and discomfort in hospice patients.
Gatekeeper
A person, often a healthcare provider, who controls access to hospice services and referrals.
End-of-Life Care
Medical, emotional, and spiritual support provided in the final stages of life.
Hospice Eligibility Criteria
The conditions a patient must meet to qualify for hospice care, such as a prognosis of six months or less.
Patient-Centered Care
A healthcare approach that focuses on respecting and responding to individual patient needs and values.
Quality of Life
The overall well-being and comfort of a patient, often prioritized in hospice care.
Respite Care
Short-term relief for caregivers by temporarily placing the patient in a hospice facility or providing in-home support.
Sales Funnel
The process of moving potential hospice referrals from initial contact to admission.
Stakeholder
Anyone involved in the hospice decision-making process, including doctors, nurses, social workers, and families.
Physician Certification
A doctor’s verification that a patient meets the medical criteria for hospice care.
Hospice Benefit
A healthcare service covered by Medicare, Medicaid, and private insurance that provides end-of-life care.
Referral Source
A healthcare provider or professional who directs patients to hospice services.
Palliative Care
A specialized medical approach focused on providing relief from symptoms and improving quality of life.
Interdisciplinary Team
A group of healthcare professionals working together to provide hospice and palliative care.
Advance Care Planning
A process where patients discuss and document their healthcare preferences for future medical decisions.
Physician Certification
A doctor’s verification that a patient meets the criteria for hospice care.
Prognosis
A medical assessment of the expected course of a disease or illness.
Hospice Eligibility Criteria
Guidelines determining if a patient qualifies for hospice care, typically requiring a prognosis of six months or less.
End-of-Life Care
Medical and emotional support provided to patients nearing the end of life.
Quality of Life
A measure of overall well-being and comfort, often prioritized in hospice care.
Respite Care
Short-term relief for primary caregivers by providing temporary care for the patient.
Bereavement Support
Counseling and resources offered to families after a hospice patient passes away.
Curative Treatment
Medical interventions aimed at curing a disease rather than managing symptoms.
Gatekeeper
A healthcare professional who controls access to hospice services and referrals.
Hospice Admission Process
The steps taken to enroll a patient into hospice care, including assessments and paperwork.
Sales Pipeline
The structured process of moving potential hospice referrals from initial contact to enrollment.
Stakeholder
Anyone involved in hospice decision-making, including doctors, nurses, patients, and families.
Medicare Hospice Benefit
A federal program covering hospice services for eligible patients under Medicare.
Hospice Marketing Strategies
Approaches used to educate providers and families about hospice care and generate referrals.
Pain and Symptom Management
Techniques used in hospice care to alleviate discomfort and enhance patient well-being.
