Getting Past Ageism
Published January 27, 2012 | Ageism is the stereotyping and discrimination of a person based on their age.
Older adults arguably take the brunt of ageism in the U.S., with a recent New York Times article reporting that 30 percent of people age 53 and older (who responded to a Clemson University study) say they have been mistreated because of their age. Sixty-three percent of those who responded said they have been victims of discrimination in one way or another.
While the numbers are disconcerting, they are not surprising. Ageism does not receive the same attention as other forms of discrimination do in this country,… Continue reading
Stages of Change
Published December 30, 2011 | 
The “stages of change” model, developed by James Prochaska, John Norcross and Carlo de Clemente (Changing For Good provides an excellent overview of the model), supports and reinforces One On One’s prospect-centered selling style.
At any time during the sales process, each prospect’s behavior and statements are associated with one of four stages of “readiness.” Depending on what triggers the initial inquiry, Prospects can start out at any one of the four stages. In general, the more crisis-driven and higher-acuity the prospect is in, the more ready they are likely to be.
Prospects frequently move back and forth from… Continue reading
Prospect-Centered Selling℠
Published November 28, 2011 | Prospect-Centered Selling℠ is the service-marked name of a technique that focused on individual lifestyles and life stories of those who are making a move to seniors housing. The process may include creative followup, discovery and home visits that build a trusting relationship between the sales office and the prospect.
Motivational Interviewing
Published November 25, 2011 | Motivational interviewing is a questioning technique developed by clinical psychologists William R. Miller and Stephen Rollnick: “[It] is a collaborative person-centered form of guiding to elicit and strengthen motivation for change.” (2009) The process is based on empathetic discussion and the development of discrepancies in the interviewee in order to overcome ambivalence. One On One has adapted this counseling style in their prospect-centered approach.
