In this installment of “Best Practices in Senior Housing Sales,” David Smith gives a definition of “Advances” and how they help senior sales counselors reach their goals. David sheds light on what most senior living professionals fear the most: lack of occupancy.
David’s Sales Tips: Prospect Ambivalence – Going with the Skid
In this installment of “David Smith’s Best Practices in Senior Housing Sales,” David Smith takes on prospect ambivalence. His advice? Go with the skid! According to David, when sales counselors focus on leaning into, and further unwrapping prospect concerns, they can open up the conversation. When they open up the conversation, they can get to know their prospect including their fears, likes, dislikes, and ultimately, the reason for their ambivalence.
David’s Sales Tips: Fighting For the Same Prospects
In this episode of “David Smith’s Best Practices in Senior Housing Sales,” David Smith offers unique perspectives on the seemingly negative ‘facts’ of senior living sales. Senior sales counselors are selling something that very few desire to buy–change. On top of that, sales counselors are all competing for a small percentage of prospects. They’re focusing their sights on those that are the ‘easy sell’ and are ready to make the change to senior living. That leaves an untapped market of prospects that the average sales counselor deems ‘cold’ or ‘lost’.