1.) Increase Sales Calls To Professionals Identify Your Top 10 Referral Accounts & 10 New Target Accounts Pre-Call Planning is key to have effective, scheduled, and purposeful interactions rather than low quality drop by’s. End every sales call with a scheduled next step to continue to build the relationship. 2.) Resident & Family Referral Reward […]
The three most important letters to close more sales are B – A – T. The B stands for Behavior Consistent sales behavior includes all of the activities required to be successful selling in the senior living industry; inquiries, tours, call outs/ follow up, sales calls, events, networking, home visits etc. The A stands for Attitude Believing […]
Expert advice for prioritizing leads for optimum sales in the senior living care community.
Every month I listen to community sales people speaking with prospects through recordings made of actual calls through web site phone tracking systems or by way of mystery shop companies. The purpose is to hear what our sales people are saying, evaluate how they are handling the inquiry process, access their technique in developing rapport and doing great Discovery and look for opportunities to coach and improve our sales teams.
It’s budget season, the time when all operators sharpen their pencils trying to find opportunities to reduce expenses. Independent owner-operators have to be particularly focused at this time of year to finish the fourth quarter strong and make good decisions to set up the first quarter for success. Unlike national and regional chains that are […]
Let’s talk about senior living sales training and batting averages. The key ingredients to successful sales are B – A – T! The B stands for behavior. Consistent sales behavior means the sales rep “shines” in all (or most) of the following areas: Inquiries Tours Call-outs and follow-up Sales calls Events Outreach – Networking, home […]
The most successful sales people have learned how to balance the art & science of selling but most create ceilings for career advancement by choosing either art or science of sales. Those who excel in the art of sales are effective in the interpersonal aspect of selling such as developing rapport, listening, giving a great […]
