The Optimum Sales Method
A relationship-driven system for finding referral sources, earning trust, and turning conversations into business. Taught by the Optimum RTS team, with more than six decades of combined sales and sales training experience.
Sales is a discipline, not a personality trait.
Most businesses don’t lose sales because their people lack talent. They lose them because there is no system: no defined list of who to contact, no plan for building trust, and no standard for follow-up. So good people improvise, the busiest weeks crowd out the relationship-building, and referrals come in unpredictably, if they come at all.
The Optimum Sales Method gives your team that system. It was developed by the Optimum RTS team, drawing on more than 30 years in healthcare sales, sales management, national sales training, and recruiting, and more than 30 years in the trades and service-based sales. It was refined training home health, hospice, and home care sales teams, where nearly every new client arrives through a referral relationship.
That makes the Method useful to any business that grows through relationships and referrals, because the principle behind it doesn’t change from one industry to the next: people do business with those they know, like, and trust.
Built for businesses that grow through relationships
Healthcare: Home Health, Hospice & Home Care
Explore the Home Care Sales Training Boot Camp →
Home Services: Roofing, Plumbing, HVAC, Electrical & the Trades
Professional Services: Attorneys, Accountants & Advisors
The Six Pillars of the Optimum Sales Method
- Know Your Market. Build a defined list of target accounts and referral sources, organized by territory, starting on day one. You can’t build a relationship with someone you haven’t identified.
- Circle Marketing. Work outward from your strongest relationships and locations in a planned pattern, so each contact builds on the one before instead of scattering your effort.
- Know, Like & Trust. Trust comes from consistent contact that adds value over time, not from a single pitch. The Method spells out how many touches a relationship takes and what each one should accomplish.
- The Art of Questioning. Ask consultative questions that uncover real needs, handle objections with confidence, and then take the step most people skip: asking for the business.
- Goals That Measure What Matters. Set SMART goals, track the activities that drive results, and learn what each new client actually costs to acquire.
- Discipline & Follow-Through. Log every call. Make every next step specific and dated. Rank accounts A, B, and C so your time goes where it pays off.
Training That Fits the Way Your Business Works
- Live Virtual Cohorts. Small-group training over Microsoft Teams, with weekly sessions, practical assignments, and a finished deliverable your team uses the day the program ends.
- Industry-Specific Programs. Curriculum, examples, and role-plays built around your industry’s referral sources and sales cycle, not generic slides.
Industry-Specific Programs. Curriculum, examples, and role-plays built around your industry’s referral sources and sales cycle, not generic slides. - Private In-House Training. A private program tailored to your team, your market, and your goals.
- Fractional Sales Management. Part-time sales leadership that puts the Method to work inside your organization for the long term, without the cost of a full-time hire.
- Conference & Association Speaking. Keynotes, breakout sessions, and workshops for industry associations and conferences.
Training Built on the Values We Work By
At Optimum RTS, our mission is to help organizations become more efficient and more profitable by providing top-tier candidates and the training to fill key needs. The Optimum Sales Method is the training side of that promise, and it rests on the same values as the rest of our work:
- Integrity Being candid and forthright in every situation. We teach selling you can be proud of: no pressure tactics, and no scripts that leave your customers feeling handled.
- Personalized Service. Small groups and custom programs. You work directly with our senior trainers, not a stand-in.
- Respect & Relationships. Our company rests on the belief that our greatest strength is the relationships we build. The Method teaches your team to build theirs the same way.
Frequently Asked Questions
I'm not in healthcare. Will this work for my business?
The Method was refined in healthcare, where sales depends almost entirely on referral relationships. The same pattern drives roofing, plumbing, HVAC, legal, and accounting businesses, and our service-based programs are led by Miles McGrath, who brings more than 30 years of experience in the trades and service-based sales. Each industry program uses your referral sources, your sales cycle, and your vocabulary.
Is this appropriate for attorneys and CPAs?
Yes. The Method is relationship-based business development, not high-pressure selling. Programs for legal and accounting professionals are designed to work within professional conduct and advertising rules, though each firm remains responsible for its own compliance.
Who should attend?
Sales reps, business development and marketing staff, owners who sell, technicians and estimators, and partners and associates responsible for bringing in clients.
How long are the programs?
Formats range from a single workshop or conference session to multi-week cohorts and ongoing fractional sales management.
What does it cost?
Pricing depends on format and group size. Contact us and we’ll recommend the best fit and send a proposal.
Why Organizations Choose Optimum RTS for Administrative Staffing
John Dalton, Founder, President & CEO
John Dalton is the Founder, President and CEO of Optimum RTS. For more than 30 years he has worked in sales, sales management, national sales training, and recruiting, building and leading sales teams. He serves as Treasurer on the board of Palm Beach County Medical Society Services and has spoken at home care and hospice associations in Florida, Texas, Indiana, Tennessee, and Ohio, as well as at the National Association for Home Care & Hospice.
Miles McGrath, VP of Professional Services and Training
Miles brings more than 30 years of experience in the trades and service-based sales, and he leads the Optimum Sales Method programs for service-based businesses. At Optimum RTS he plays a major role in client relationships, sales, and professional training. Clients know him for his honesty and for listening closely to what they actually need before recommending a solution.