Prospect-Centered Selling℠

Getting On the Same Level

Keynote speaker at this year’s Advanced Sales Summit, Lyman “Manny” Steil, Chairperson of the International Listening Leaders Institute, offered valuable advice on the importance of communication in relationship building, including senior sales.

In the following interview excerpt, Steil covers one of several stages of communication, the “phatic” level. This being the “chit-chat of life,” he says that what may seem like a trivial activity is actually an important first step.

According to David Smith, President of One On One, these interactions are important for developing common denominators between prospects and salespeople in seniors housing.

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Confronting Emotion (From Provider Magazine)

Even though financial concerns are often a part of the sales process in seniors housing, are they the end-all determining factor? Not so, according to David Smith and the salespeople he has helped train.

In a 2009 interview with Provider… Continue reading

Exploring Effective Selling Practices

What factors contribute to a successful sales team? By conducting mystery shops and conducting industry research, David Smith and Margaret Wylde take 152 communities and investigate the best practices in a 2005 study: Wylde Smith Study 2004

Talking the Talk







David Solie explains how enlightened communication with older adults can improve senior sales and marketing strategies

When aging adults enter a new stage of life, the process is often a challenge. Both family members… Continue reading

Take Your Time, and Take Rejection in Stride

One On One trains professionals to put their egos aside and go head-to-head with ambivalent prospects. It’s no easy task, but persistence can lead to a sale once they make the decision on their own.

Older adults struggle to maintain… Continue reading

Emotional Decision-Making: A Family Affair

Selling seniors housing often involves the family as much as it does the individual prospect. A move from a home or a family’s home is a monumentally emotional decision for both parties. The adult children may feel guilty for wanting… Continue reading

Sales success story: Helen Holt

Following a One On One training session in St. Louis, Helen Holt, sales & marketing associate for Heritage Oaks in Richmond, Virginia, returned to her community and inspired a married couple to move in.

Holt worked with the husband, as… Continue reading

Connecting With Prospects

While results aren’t always immediate, relationship-based selling is the most effective way to build a customer base and raise occupancies.

Christina Beck, the former leasing director for Mallard Cove Senior Living in Cincinnati, looks back to her experiences with One… Continue reading

Leading from Within

If you think the owners or executive directors have nothing to do with sales, think again.

Alun Skitt, executive director for Quail Ridge Senior Living, discusses his role and the role of other administrators in the selling process. When upper… Continue reading