Most sales training teaches people what to pitch. This one teaches people how to think — and what to say instead.
There are three kinds of awareness. Tap each to open it.
▶ Watch first · 1 min
Qualify the Lead
Is this real — and is it ours? A coverage gap, a specialty we staff, a market we serve.
Your judgment
Understand the Account
Markets, health systems, service lines, shortages. Know something before you ask for something.
Your homework
Set Up the Opportunity
A warm, informed conversation handed to the BDE or Client Advisor — with context they can use.
Your handoff
🧭
Internal Awareness
Know for Yourself
How clear are you on what's important and why?
Before every call, email, or handoff.
Open ▾
What?What's important? — the coverage gap, not the placement
Why?Why is it important? — patients waiting, providers stretched thin
Who?Who does it impact? — the department, the schedule, the patients
How?How is it measured? — shifts covered, time-to-fill, days to first CV
Now?What are the next steps? — a call, a CV, a warm handoff
CreatesClarity→Focus→Action
👁️
External Awareness
Read the Room
Who has a say & what role do they play?
What mode are they in & what's their win?
Open ▾
Who has a say?
Decision Maker — CMO / VP Medical AffairsGuardian — Finance / Procurement / VMSUser — Department chief & the providers coveringCoach — In-house recruiter, coordinator, scheduler
What matters most?
MoneyTimeRiskStatus
Then ask
Whatare you looking to improve, solve, or accomplish this quarter?
Howare you covering the gap today?
Whereis it breaking down or falling short?
Ifit were solved — what changes today, in six months, in a year?
CreatesContext→Understanding→Alignment
🎯
Situational Awareness
Solve for Improvement
Is this account worth pursuing?
The right account — and a real reason to reach out today.
Open ▾
Right Fit
Is this account ours to help?
- A coverage gap or vacancy exists.
- It's a specialty we staff.
- There's a real clinical need behind it.
- More than one opening, or a repeat need.
- Facility type and size fit what we do.
- It's a market we serve.
- I can reach the right person.
- We have providers in this specialty.
- There's a relationship, referral, or way in.
Right Now
Is there a reason to reach out today?
- New posting, expansion, or service line.
- Turnover, retirement, or a departure.
- A shortage story in their market.
- Which department is carrying the gap.
- Who's covering the extra shifts.
- Who has to fix it.
- A start date or schedule is posted.
- Patient access is being affected.
- They're already looking.
Right Fit+Right Now=A Qualified Handoff
Simple Swaps
Change the word. Change the answer.
Same question. Different door. Tap any swap to open it.
Select a swap above to open it.
✕ Instead of
“Why are you using that agency?”
✓ Try
“What led you to that agency?”
“What went into that decision?”
Why it works
“Why” asks people to defend a decision. “What” asks them to describe one. Same information — without the wall going up.✕ Instead of
“Tell me about your coverage gaps.”
✓ Try
“Help me understand where the gaps are.”
“Help me get up to speed on your service lines.”
Why it works
“Tell me” is a command — it puts you above them. “Help me” makes them the expert and you the student. People are wired to help.✕ Instead of
“Why do you say that?”
✓ Try
“What makes you say that?”
Why it works
You get the story behind the statement instead of a defense of it. Use it any time they say something you don't understand yet — it never sounds like a challenge.✕ Instead of
“Why did you go with them instead of us?”
✓ Try
“Help me understand — what made that the better fit vs. this?”
Why it works
Asks about the choice, not the person. You learn the actual criteria they buy on — which is exactly what the BDE needs from you.You're not softening the question. You're removing the reason to guard the answer.
Curiosity + Empathy = Context
How you show up before the conversation earns you the right to ask.
Belief + Trust = Content
What you say only lands when belief and trust are already in the room.
Role + Mindset = Reality
Role = how they see the problem. Mindset = how they feel about the problem.