Walk into every room prepared. Questions organized by setting—physician offices, ED at 2 a.m., discharge planner desks, SNF/ALF facilities—so you know exactly what to ask, not what to say.
Learn the language to help families ask the right questions about choosing hospice, goals of care, and caregiver support. Teach them how to ask while you ask alongside them.
Know exactly what you're listening for when someone tells you the truth. Real answers from real rooms this year, so you recognize honesty the moment you hear it.
The Tool You Wish Someone Had Given You
Twenty years in hospice sales taught me one thing: nobody buys from a pitch. They buy when someone asks the right question and then has the courage to listen. A physician won't refer until the family is already in crisis. A nurse knows a patient is declining but has nowhere to put that knowledge before her shift ends. A family sits in a hospital room, terrified to ask out loud if their mother is dying. None of that needs a sales pitch—it needs a question asked well, and enough silence for the real answer to show up. This 14-page field guide is the library I built for myself this year, one question at a time, in exam rooms, nurses' stations, and family living rooms. It's the tool I wish someone had handed me when I started. Inside, you'll find 70 B2B discovery questions organized by the exact room you're walking into, a full Account Intelligence section to keep your pipeline honest, 30 B2C questions for families and caregivers, and 45 field-tested sample answers so you know what you're listening for when the truth finally shows up. Whether you're the new rep walking into a physician's office for the first time or the twenty-year veteran who still wants a sharper question, this guide gives you the exact language to bring into every conversation that matters.
Built From the Field
I've spent two decades in hospice sales, and I've also sat on the other side of the referral as a caregiver. That combination taught me something critical: the people you're trying to reach aren't waiting for your pitch. They're waiting for someone who understands their world well enough to ask the right question. This guide comes from real conversations in real rooms—physician offices where I needed to know how to open a conversation about end-of-life care, ED waiting rooms at 2 a.m. where I had minutes to connect with a discharge planner, family kitchens where a daughter didn't know how to ask if her mother was dying. Every question in here has been tested. Every answer has been listened for. I built this because when I was starting out, nobody gave me this. Now I'm giving it to you.
Get the Questions That Build Trust
Stop wondering what to say and start knowing what to ask. Download this field guide and bring the exact questions into every room—the ones that work because they come from the field, tested by someone who's been there. Whether you're meeting with a physician, a nurse, a discharge planner, or a family, you'll have the language to ask well and the wisdom to listen.
$27.00