Aged Care
Be The Trusted Advisor
Sales, Communication & Influence
Connect & engage with authenticity & memorable impact
Establish trust & credibility from the first point of contact
Inform & guide with purpose
Sell naturally with integrity
Stand out as the provider of choice
ABOUT THE PROGRAM
An engaging, tailored program that gives your Aged Care teams the confidence, skills, and structure to be Trusted Advisors – balancing compassionate conversations with commercial awareness – so they can successfully match your services to each family’s unique needs and values.
THE OUTCOME
We make selling easy and natural for your team – equipping them with an authentic, practical communication framework to handle complex aged care conversations with ease and professionalism – presenting your value and solutions with certainty and integrity. Creating successful outcomes for your aged care clients and your organisation.
Aged Care Topics
Build Trust & Connect Meaningfully
- Adopt the Trusted Advisor mindset with warmth and empathy
- Build instant rapport with tone, body language, and presence
- Personalise conversations while maintaining compliance
Guide Families Through Complex Decisions
- Ask the right questions to uncover true needs and motivators
- Interpret emotional cues and adapt to different personalities and family dynamics
- Manage objections and expectations calmly and professionally
Communicate with Clarity & Impact
- Present your value, services, and differentiators with confidence
- Use clear, respectful language across all communication channels
- Maintain seamless handover and service consistency across all teams
- Navigate cost and funding conversations with ease
Convert Interest into Commitment
- Turn enquiries and tours into clients naturally and ethically
- Confidently close while maintaining trust and integrity
- Increase sign ups and occupancy through positive, client‑focused engagement
Strengthen Relationships & Grow Referrals
- Nurture leads and maintain engagement during decision periods
- Build trusted partnerships with referrers and third parties
- Be seen as the credible expert families can trust
Ambassador & Embed Commercial Awareness with Care
- Shift from task‑based to outcome‑driven conversations
- Balance empathy with commercial priorities
- Represent your organisation values and purpose with pride at every interaction
Some of our Clients
What directors say…
Melissa Simpson
Chief Customer Officer
Feros Care
★ ★ ★ ★ ★
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…
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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.
Charmaine’s style was all about being authentic with integrity, values that we uphold here at Give a Care. Charmaine’s style is upbeat, engaging, informative, insightful and interesting. The team opened up, learnt how to overcome obstacles and be comfortable doing so. We got so much value, the outcomes are a noticeably outward facing empowered team, pro-actively thinking outside the box in extending our community reach, delivering clear messages about the essence of our service being about helping people, our clients and their families.
Monisha D'Souza
Deputy General Manager
The Benevolent Society
★ ★ ★ ★ ★
Over 40 staff from The Benevolent Society attended the two-day sales training provided by Smarter Selling, and the feedback was overwhelmingly positive…
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Charmaine was extremely engaging, dynamic, and humorous, making the sessions both enjoyable and impactful. The training was packed with practical tools and insights that our team found highly relevant and applicable. Many staff commented on how informative and helpful the content was, particularly in building confidence and developing skills to get clients across the line. We would highly recommend this training to any organisation looking to strengthen their client engagement and conversion capabilities.
Adrienne Jerram
Director of Customer Experience
SDN Children’s Services
★ ★ ★ ★ ★
We’ve worked with Charmaine since 2017 to support our services, as her approach is around being your authentic self and engaging with families with integrity. She has years of…
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experience in training people to support families, how to communicate effectively and how to be a trusted advisor.
The training covered key connection points, mindset, projection, assumptions, bias, language, intent, reading others and adapting to the families. Charmaine ensures that it’s all about the family and discusses how each touchpoint can wow and excite a family about the centre.
Charmaine’s superpower is bringing passion and excitement to the role we play, keeping everyone engaged, keeping it on point, practical, and relevant and weaving relevant stories. Within an hour you can see a shift in their attitude and intent.
Adrienne Jerram