In this episode of “David Smith’s Best Practices in Senior Housing Sales,” David Smith advises sales counselors on prospect planning. What is it, why is it necessary and how does it help sales counselors reach their goals?
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.