There’s a simple practice you can use to help your senior living sales counselors improve their chances of successfully converting their prospects. That practice? Daily (yes, daily) group planning or brainstorming sessions. Do them first thing in the morning for at least an hour or so, and it won’t be long before they have an enormous impact on your conversion rates.
4 Reasons Your Executive Director Should be Your Senior Living Community’s Sales Leader
Converting Your Senior-Living Prospects is All About Time in the Selling Zone
Empower and Motivate Your Sales Counselors Using New Metrics for Success
Help Your Prospects Improve Their Lives by Guiding Them Through Their Emotional Resistance to Buying
I’m sure you’re familiar with the traditional “speed-to-lead” sales approach in senior living sales. It’s the approach most sales counselors use—and it’s the one I used myself when I started. However, because it focuses on closing quickly, it doesn’t give the sales counselor time to establish a connection with the prospect or help them move through their emotional resistance to buying.