Keynote speaker at this year’s Advanced Sales Summit, Lyman “Manny” Steil, Chairperson of the International Listening Leaders Institute, offered valuable advice on the importance of communication in relationship building, including senior sales.

In the following interview excerpt, Steil covers one of several stages of communication, the “phatic” level. This being the “chit-chat of life,” he says that what may seem like a trivial activity is actually an important first step.

According to David Smith, President of One On One, these interactions are important for developing common denominators between prospects and salespeople in seniors housing.

Watch the video below to learn more.

See part two of the Steil interview.