AGED CARE: Consultative Engagement & Customer Service Excellence

Specialised sales training for aged care teams
We make it easy for your team to engage and emotionally connect with families for a positive commercial outcome.
Selling is simply good communication – the family has a need and you have the resources.
We teach your team how to understand these needs, how to align with each family/customer and deliver your solution effectively. We make selling easy and comfortable. We equip your team with practical methods to help them sell easily with integrity.
After each workshop our participants say ‘That was so easy. I can engage with a family like that with complete integrity.’
Selling is just good communication – the family has a need and you have the resources.
We teach your team how to understand these needs, how to align with each family/customer and deliver your solution effectively.
We make selling easy and comfortable.
After each workshop our participants say ‘That was so easy. I can engage with a family like that with complete integrity.’

- How to engage more meaningfully with your client
- How to sell with integrity
- How to position yourself as the trusted advisor
- Engage successfully whilst being your your authentic self
- Know the key ingredients that assist a client in making a decision and how you can, with integrity, support them
Selling with integrity for aged care teams
Is your team skilled in having deep, meaningful conversations with families and stakeholders?
Do you find yourself asking these questions?
- Can anyone sell? What if they have never sold before?
- Can you have integrity as well as a commercial mindset?
- What does it mean to sell?
- How do we build trust with a client?
- How can we be seen as the Leader?
- How to handle a resistant team who are wary of ‘sales?’ Is it possible for them to even enjoy it – embrace it?
- What are the 3 key things I need to do today to amend our culture and lean into sales?
Watch this video to learn more and hear what attendees say.
Upskill your team with our sales training
Learn simple strategies that are easy to adopt, easy to implement and have immediate results.
✔ How to answer the phone the information to seek to provide the best solution for the family
✔ Conversion rate: how to increase this comfortably
✔ How to easily get them to sign with you (with integrity)
✔ Present – however ‘presenting’ is to you (by phone, on site) – we assist your team to align with the family and sell them what they need
✔ How to build rapport
✔ How to nurture warm leads
✔ Know what to say and how to say it
✔ Know what the family/customer needs and expects from you
✔ Know how each person measures value
✔ How to put forward your organisations key points effectively
✔ How to understand and convey your suite of offerings (recognise other opportunities)
✔ How to read what your family/customer is saying
✔ Understand what the family values
✔ How to be professional
✔ How to be the trusted advisor
✔ Choice – how to be the choice provider (with integrity)
✔ How to manage expectations
✔ How to have conversations that focus on the families need (and not just doing an ‘information dump ‘ of your offering)
✔ How to close
✔ How to give your team confidence in how to handle all situations with the family
✔ How to amend mindset of the team to be more commercially savvy
✔ How to build relationships with referrers (or 3rd parties)
Recent Participants Said…
Who we work with
What directors say…
I have a team of over 40. I used Charmaine because I needed her to help me “create” a sales team from existing team. Her pre work and investment of her personal time and energy was unbelievable. She went to incredible lengths to understand me , my managers, our business, each of the individuals so that on the day she knew all of the nuances of the business and the team members. Charmaine delivers the content so that it is fun, enjoyable and with credibility because of her incredible preparation. And of course her experience means she adapts as the day rolls along. I would recommend Charmaine without hesitation.
I have just had training for my sales team of 36 with Charmaine. I found this training useful, easy to understand, practical and relevant. Charmaine went to a great deal of effort to understand a very complex business model and adapted and tailored her training accordingly. Charmaine has fantastic stories and examples to drive the message home, her energy is infectious and she really brings the crowd to life. The team are now empowered, and confident.
In February 2017 Home Care services for seniors changed significantly forcing providers to consider how they identify, attract, convert and retain customers. To continue to grow our business we knew we had to accelerate the existing “selling and marketing” capabilities of our team.
To adjust quickly we needed an outside expert to help us. After meeting Charmaine from Smarter Selling (who kindly phoned me back whilst on an international business trip) I knew that the content of her programs, her personal experience and ability to match our team needs to her programs I had found the outside expert to help us.
Within the last twelve months Charmaine has delivered four programs to several areas of our business. Many staff still talk about both Charmaine and the content of her training. It is the only training where at 5pm on Day 3 of training I’ve witnessed the entire group all wanting more of Charmaine’s knowledge and training. I’d describe Charmaine’s workshops as fun, very interactive, engaging and very adaptable based on the group needs.
The added bonus with Smarter Selling is Charmaine does not become a stranger once the training concludes. Recently Charmaine has launched her online training portals to supplement or refresh the workshop content so skills are not lost, an option we definitely went with to keep momentum going.
One misconception could be that the Smarter Selling programs is only for sales peoples. The realisation I came to after attending the training was that the skills are applicable to a much broader audience wanting to improve or refresh their customer engagement skills.
Charmaine and her team have added huge value to our team and I am confident any organisation wanting new and or happier existing customers then Smarter Selling has the program and trainers that will add value.
My team of 9 have just had 2 days of sales and customer engagement training. We are the first port of call for any current or potential customer.
Charmaine lead the team to understand how to engage with the customers professionally, how to build trust, how to best look after them, how to ask questions and listen effectively.
Her upbeat, inspiring manner got them thinking about how they go about their day to day and how to be more effective.
I am a Community Manager at a large aged care organisation. We completed our training with Charmaine a few weeks ago.
Charmaine has a warm and uplifting demeanour which puts you at ease. The team and I found her to be extremely knowledgeable in the aged care sector, really relating lessons to day to day scenarios.
The sessions were very well delivered and informative and we did a lot of two way discussions (we were very involved). With each session we were armed with practical outcomes.
Easy to engage with, Charmaine made it about us and answered questions easily. She seamlessly pulled in extra topics as needed. A true aged care communication expert.