If you have spent anytime as a sales counselor in Senior Housing you most likely hear this on a daily basis. Does that mean they REALLY are not ready yet? The answer is no. What they really are saying is, “I don’t trust you yet” and I am afraid of making this life change. They are thinking, you haven’t given me any indication that you have actually “heard me”, understand my fears of making this change, and “recognized me” for all I have done in my life.
Building trust with a potential resident is probably the most important thing you can do before you start talking about benefits of your community. I know you are probably saying to yourself, I ask about their needs? Do you simply ask about the health and social needs? Of course that is perfect for the most “urgent” prospect that has already made the decision to move. What about the 90% of your other prospects that are onl considering moving in?
Have you ever asked questions like?
- What are you most proud of in your life?
- Tell me about your family, children, Grand Children?
- What was occupation?
- Have you traveled? If so what is your favorite place?
- Where and how did you meet your spouse?
These type of questions say to your prospect? I care about you and not just about “selling you”. Let’s face it. Seniors are smart and they know when they are being sold. Stop Selling to Start Closing.
Guest Blog by Jayne Sallerson, COO of Sherpa.
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