Successful Sales Training for Senior Living E-Book
Successful Sales Training for Senior Living
Successful Sales Training for Senior Living
Know it. . . Believe it . . . Sell it!
OVERVIEW OF KEY E-BOOK SECTIONS
Step 1: Acceptance Of Your Sales Team’s Situation
- Know-how to be a dynamic sales professional vs. admissions order taker
- Unearth 10 ways this book will improve your sales skills
- Become skilled at being more efficient and effective in your job
- Realize and change the “Get what you got syndrome”
- Discover the key reason how to maintain a full occupancy
- Clarify the difference between marketing and sales
- Examine the 3 most common types of sales people
- Control great sales results while your competition struggles
- Distinguish the keys behind being professional, trustworthy, and confident in your sales skills
- Implement the concept “you must believe it before you can sell it”
- Be in command of the 30 most important sales characteristics
- Master the techniques to get beyond your comfort zones with whom you’re selling to.
- Look carefully at how it makes sales a “win-win” for all involved
Step 2: The Interview Of Referral Sources For Generating More Lead/Move-Ins/Admissions
- Gain insight on why referral sources give you business
- Control how to ask relevant and results driven questions
- Appreciate how to use the phone as an effective tool
- Take hold of getting your entire facility team to “buy in” to sales
- Bring to light dozens of key questions that will get results
- Fine tune how your interview skills can build trusting relationships
- Establish how to gain trust by others and use that to generate more sales
- Learn how to expand your referral base
- Be aware of new and creative tactics to sell influencers
- Consider the top 20 things you must know about your key referral sources
- Integrate over 100 new referral sources for generating leads
- Uncover how to locate every influencer in your target market
Step 3: Presentation Of Competitive Advantages In Senior Living Marketing
- Become aware of the 2 sales presentation styles
- Organize how to structure an effective presentation
- Recognize the 2 parts to every sale
- Know how to make showmanship work for you
- Encompass every “sense” to build your “census”
- Restructure your presentation to keep it fresh and exciting
Step 4: Using Evidence For Effective Sales
- Find out the difference between a feature and a benefit
- Become familiar with the top 10 pieces of evidence that will sell your facility every time
- Understand how to keep your proof relevant to each buyer
- Get a new picture on affordable “amenities” that will grasp a competitive advantage
Step 5: Being Persuasive With Relationship Selling
- Gain valuable knowledge on your competition
- Be in command of 15 key competitive advantages
- Practice how to balance being persuasive with relationship selling
- Sort out and address possible facility barriers to more leads
- Deal with resistance
- How to spin the top 100 barriers into reasons to choose your center
- Handle every “objection” as another reason to choose your center
Step 6: Effective Sales Closes In Senior Living Sales
- Become skilled at using the right timing to close every sale
- Know-how to get every referral source to “buy you” as much as they are buying the services you are selling
Your Own Marketing And Sales Action Plan
- Develop a specific “sales action plan”
- Manage and measure an effective sales plan
- Set and achieve daily, weekly, and monthly sales targets
- Take hold of effective “pre-call” plans
- Fine tune Pre-call Plans that lead to admissions
- Incorporate Referral Contact Worksheet