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She writes with the interests of the mature person in mind, as a mature person herself. Mental Health problems make their way across the newswire at an alarming rate.
We hear about teenage suicide, random acts of violence, an increase in depression and anxiety across all ages, substance abuse, complex trauma in the premises and abroad.
Such is the world a mental health professional finds herself/himself thrust into as part of a calling to serve and that can come at a significant price.
While choosing to balance their Medicaid books at the expense of community based mental health programs, we see state governments use mental health services as a scapegoat for poor financial management and planning.
Insurance companies devalue these services as evidenced by limited reimbursement rates, few behavioral healthcare plans for employees, and the implementation of complex and convoluted systems that test the most patient and saintworthy of practitioners.
Mental health services in the private sector are equally challenging. I know that the understanding and use of bestinclass sales and marketing basics will serve to complement an already rich skill set that will in here I discuss a lot of the key strategies and will expound on them in greater detail in future publications. With all that said… In spite of all these challenges in the mental health marketplace, there’re specific business strategies and approaches practitioners can adopt in an effort to overcome these obstacles and ultimately triumph in the profession. Besides, hundreds of us in the mental health field, however, remain blissfully ignorant and unaware of these subtle but powerful events. Besides, the key lies in how highly skilled mental health professionals approach the marketplace and what ols they choose to use basics I discuss on this blog.
Those lucky few who become aware of a certain amount these changes are presented with a window of opportunity that can lead to tremendous growth and independence.
Opportunities abound for those who are open to a certain amount these new ideas and willing to integrate new concepts into their mental health service model. Basically the business world is changing at an incredibly fast pace and quite a few of these changes have a profound impact on the way people do business. Indeed I did.
Therefore this area is often so untapped that adopting even plenty of the more basic basics will immediately distinguish you in the profession and give you an extreme economic advantage in the mental health marketplace.
Clinicians receive heavy doses of clinical training in graduate schools and continuing education programs.
Very little is offered looking at the how to achieve goals in the profession from both a financial and career development perspective. Remember, whenever utilizing and integrating sophisticated sales skills within their practice, a key area most mental health professionals are sorely lacking and unaware is in understanding. Let me ask you something. Did you say sales skills?! There’re business seminars focusing on billing practices, business systems, and various administrative tasks but few if any discuss the power and importance of sales skills in our profession. With that said, this position is misguided and comes from a limited understanding of sales theory and practice generally.
Whenever selling and the sales process is a critical element in all areas of commerce, and foremost.
a sales approach is often the furthest from the mind of a mental health professional.
From the start the idea of adopting sales fundamentals conjures up images of selfserving, manipulative tactics and ploys. Mental Health services are not utilized unless a sale is made and someone chooses to use a specific service, you are not hired into a clinical position unless you effectively sell yourself to the hiring manager, a private practice does not last long without consistent sales for services, and funding for community programs isn’t awarded unless a government entity is sold on the need and importance of those services. Our first step we have to acknowledge and accept that sales are a critical part of the process in the mental health business. It’s a well no business takes place without a sales transaction of some sort or another. There’re theoretical frameworks and people within the business who will no doubt support these negative stereotypes, like any profession.
If we come to recognize this fact we must also dispel the myth about sales being a sleazy and unethical profession that utilizes manipulative and ‘selfserving’ tactics at the expense of others. When we take a closer look at the sales profession we find that it can also be a highly sophisticated, philosophical and value driven profession that is perfectly suited for the helping professions. UNRAVELING THE SALES SKILL MYSTERY. Then, lead sales experts like Dale Carnegie, Frank Rumbauskas, and Jeffery Gitomer all emphasize the importance of this paradigm shift to achieve high levels of success. Having taken a closer look at the importance and scope of sales our next logical step is to explore sales theory and application in greater detail. I must also emphasize that adopting these basics will quickly position you ahead of your competitors! Besides, the shift I am referring to is a movement away from participating in the selling process to becoming an important/critical part of the buying process. Now let me tell you something. What’s this shift? They are extremely powerful key concepts in that they all contribute to a fundamental shift essential to success in business.
I have grouped various sales skills/approaches into 4 Core Principles in an effort to so that makes sense.
At its core That’s a fact, it’s a process whereby you are not in a position of strength, where you tend to focus on your favourite interests and where you must seek out others and convince others to use your services.
Simply put, your current efforts to sell your services can be a difficult and unrewarding process. Business comes to you and you find yourself in what sales professionals refer to as being a key part of the buying process. What does it mean when you talk about moving from the selling process to the buying process? While honoring your unique attributes, bringing value and helping others -all hallmarks of the mental health profession, top-notch thing about this approach is that its foundation is on the basis of integrity. On p of this, when a change occurs where you are viewed as a valuable resource and partner people begin to seek you out without any soliciting on your part.
Now what should life be like as a mental health practitioner if people recognized you as an authority in the field or as someone who adds tremendous value and can let us say you are a mental health clinician who was in the field many years, you have an expertise in family/child problems and you decide to offer a group on parenting skills.
Attendees shower you with praise and ut your service as much needed and long overdue, however, you generate similar to local counseling chapters and school systems. It is still nobody comes. Let me offer an example to clarify my point. Actually the principles outlined here all contribute to making that change.
People are not coming to you as long as you have not tapped into the buying process.
The significant issue we have got not necessarily missing the mark looking at the community needs nor is it a real issue of skill and competence.
In the buying scenario, you have built an extent of credibility in the community and positioned yourself in this particular way that they must go through you with an eye to access these specific mental health services. You create communication channels/systems and remove barriers/obstacles that encourage and allow others to take the next step ward utilizing your services. We will take a closer look at any of these fundamentals.
Loads of people in all areas of business mistakenly take an approach where they sell their services versus selling solutions.
Below are some key factors associated with this approach.
Whenever meaning they sell the way the customer wants to buy, a distinguishing factor for most people who are successful in their industry is that they are customer focused. So this concept sounds basic and simple, however, it needs dedication and a high degree of skill to be customer focused in the way I am referring to here. Notice that they focus solely on the needs, problems, wants of the customer and work to find solutions that will look for to attract any of the areas outlined above contain a tremendous percentage of depth and richness that require further discussion and clarification to gain the full benefits. Material presented we have got merely an introduction to the powerful concepts of selling and how they can be effectively utilized and integrated within a mental health practice. Basically, in the coming months I will look at any principle in greater detail in an effort to clarify concepts, introduce new ols and offer excellent resources from plenty of experts worldwide of sales and marketing. Thank you for your attention and all better in your future endeavors within the field!
Copyright 2008 -David Diana. Worldwide. His sales role, David provides consultative services to mental health practitioners in the community by helping them to market and grow their business. David Diana is a Licensed Professional Counselor and sales manager for Palmetto Behavioral Health, a private behavioral healthcare organization in South Carolina. He has worked for many organizations in both the public and private sector to include IBM, PricewaterhouseCoopers, HayGroup, AVON Cosmetics, Customs, and the IRS. He is an experienced Licensed Professional Counselor and business consultant where he has focused on the integration of psychological, cultural and business fundamentals to improve organizational growth and positive change.