Senior Living Professional
Sales Training
Relationship Selling in Senior Living
Leasing suites and selling to seniors doesn’t only rely on the merits of moving into a Senior Living residence or all those beautiful amenities you built. Psst…This is not a transactional real-estate sale.
Evidence tells us that for most Prospects (80%) it will take in excess of 200 days to work through this decision. That’s a 200-day journey from the initial contact. Any idea how to best guide them through that journey?
Competition is significant in most markets across Canada. In some markets, new projects are being approved daily while others lay in wait. Every single existing operator is doing everything they can to present themselves as the “best choice” for seniors today.
A Prospect’s decision to move into a residence is one that is intrinsically linked to loss; loss of independence and identity, loss of their home, loss of the shared times experienced in their home…imagine walking away from the security, safety, love and trust that your home provides for you. It is, at best, the admission that life is not going as well as they’d like us to think.
Most new prospects for seniors housing are struggling with serious problems, difficulties and dissatisfactions in their current living situation. Despite this, “I’m not ready yet.” is the honest reaction of 80% of all persons facing this decision. The head can understand why this is the correct move while the heart takes a little more convincing.
Industry Experts
Relationship Selling in Senior Living is Senior Living Pro’s foundation for all sales training and coaching. This foundation has been fine-tuned through the years with personal experience of both selling and coaching.
If a collaboration is required, custom-written training material can be developed to combine Senior Living Pro’s knowledge and your organization’s brand standard elements.
Senior Living Professional Sales:
day One
Senior Living Professional Sales training takes the audience through the entire selling process from receiving the initial contact, booking a first in person appointment, through the full selling tour and closing out that initial appointment. This training module is designed for every single management person who works within the residence who could be called upon to tour with a Prospect. That includes Concierge, Wellness leads, General Managers, Assistant General Managers and all Sales and Marketing personnelle.
For those who hold the primary accountability it is recommended that this program be part of all on-boarding and orientation and then refreshed on an annual basis.
Every aspect of professional relationship selling is presented within this presentation and it can be customized to match an operator’s preferences.
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Creative Follow Up and Advancing the Sale:
day two
In the Relationship Selling for Senior LIving Specialists training program Creative Follow Up and Advancing the Sale is the second part of the series. This training is designed specifically for Sales Professionals who have already attended Part One and takes off from that point onward to explore the process that Prospects go through mentally while deciding and how Relationship Selling continues to guide with a steel hand in a velvet glove.
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Leading Sales and Marketing:
A guide for General Managers and Senior Living Leaders
Keeping sales professionals in the selling zone 80% of the time is the ultimate goal in mind when this training program was written. Coaching and managing to optimize occupancy every single day takes knowledge and this program delivers.
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Other Powerful Presentations
Over the years Senior Living Pro has written and delivered numerous topics revolving within the marketing and service realm of the senior living world. Ask us. We’ve likely covered it before and can customize it to your needs.
“I’m not ready yet”
Handed out by 8 out of every 10 Prospects who tour senior living. What next?
Selling - The SELF Discipline
Bring your SELF into the selling world.
Networking and Promotion
Occupancy relies on the immediate primary market that surrounds the residence. Learn how to strategically plan to network your way into your marketplace.
Presenting and Communication Skills
Communication is a foundation of all selling and public speaking is a bucket list skill that everyone can achieve.
Telephone Etiquette
Yup. Good old-fashioned elegance, grace and confidence on the phone - who knew?
