Every so often I’m fortunate enough to reflect back on my career journey to date, and to share some of what I’ve learned along the way.
Why You Should Use Creative Follow-Up With All Your Senior-Living Prospects
Improve Your Sales Counselors’ Probabilities for Success With This Simple Practice
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.
5 Strategies to Build Trust With Your Senior-Living Prospects
There is No Place Like the “Old Folks’ Home”
David’s Sales Tips: Creative Follow-Up, What it is (and isn’t)
In this installment of ‘David Smith’s Best Practices in Senior Housing Sales,’ David sheds light on Creative Follow-Up (aka “CFU”) and how this tactic can create stronger connections between sales counselors and prospects. The confusion around effective CFU’s stems from misunderstanding the intent. An effective CFU has a lot more behind it than most sales counselors realize.
David’s Sales Tips: Advances, Small Steps Towards Success
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.