empathy
Sep 7, 2021
When it comes to senior living sales, there are a myriad of sales tactics at your disposal: emails, home visits, Zoom calls, community tours, and so on. Of course, given the complexity of this type of sale, chances are high you’ll need to employ a variety of tools to close a prospect.
Sep 18, 2018
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.
Aug 27, 2018
In this installment of “Best Practices in Senior Housing Sales,” David Smith gives a definition of “Advances” and how they help senior sales counselors reach their goals. David sheds light on what most senior living professionals fear the most: lack of occupancy.
Jun 19, 2018
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.
Mar 21, 2018
In this episode of “David Smith’s Best Practices in Senior Housing Sales,” David Smith continues to share his research and knowledge in the senior housing sales industry by focusing on the idea of ‘readiness’. Can you as a sales counselor get a prospect ‘ready’?