In this follow-up video (see part one here) featuring Listening Leaders Institute Lyman “Manny” Steil, he and David Smith discuss the importance of catharsis in senior sales.

For seniors, making the decision to move is a primarily emotional decision, and so the act of catharsis, or “dumping the bucket” of emotion, as Steil calls it, is a vital part of moving past these barriers to a turning point of change.

With One On One’s prospect-centered selling style, factors such as catharsis and phatic conversation, as covered in the previous video, are important elements in successfully converting a lead base into a closed sale.

See the video below to learn more about catharsis in senior sales.

[youtube]http://www.youtube.com/watch?v=HiTqmWW3-NI[/youtube]

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