Customized Results-Driven Senior Living Sales Training

Senior Living Sales Training

Sales Rainmakers

Why is it that some senior living organizations have “Sales Rainmakers” and others “just get by”?  Is there something they know that you want to incorporate into your senior living sales marketing approach?  How can you become the preferred provider regardless of any “perceived barriers” your senior living sales team may present to us?

It is time to drive sales and Healthcare Marketing Concepts is here to be your resource.  We have a proven formula to enhance sales, explore markets, and get you in front of the right people to grow your occupancy.

Sales Talk

Getting comfortable with the “sales talk” requires the basic process of translating key messages into your method of communicating and talking and then into practice until it becomes natural and smooth flowing.  It takes a plan but once you grasp the basic concepts the results will make any salesperson significantly better.

Confidence in selling comes about when you create a senior living sales training environment built on the success of each individual and each step thru the sales stages process. To be competitive today requires not just the basic in senior living sales but also the confidence in delivering both key messages and handling professionally any objections.

Skills – Practice – Consistent Motivation

Cultivating new senior living business takes skills, practice, and consistent motivation.  Our senior living sales program provides all 3 of those elements to be successful.

By following our methods, you will gain referral insight that helps with relationship building and increasing qualified referrals to your senior living community. As part of our senior living sales training, we touch on strategies to position your senior living community as a competitive senior living leader.

Transforming any sales focus requires taking the right path that gains traction for generating new senior living business.  We offer more than just professional senior living sales training; it is merging a mindset and culture to be a dominant competitive player in the market for new senior living business.

Top sales performers have a mindset to win and are driven to make a difference each day with each contact they have.

A Structured Approach

By having a structured approach to senior living cultivating new prospects the senior living sales team can generate a much higher degree of quality referral sources and influencers that will drive new senior living business your way.

We help identify the sales team and complete an assessment before the training to best match senior living sales training the with need of the individual.

Ask yourself these 2 questions. Is there room for improvement in our sales efforts?  What networking connections are opening new opportunities for immediate results and to generate business long range?

Can we honestly say we are a sales driven organization that has historically articulated our competitive senior living service lines?  Does our sales program build trust, build credibility, and most importantly align itself with the fundamental vision of the senior living organization?

We will show you how to get more people contacting you, more tours (virtual or other), more conversion to admissions/move ins.

The role of the coach

There are times that having an objective view of your senior living sales reps can identify small, but significant, areas for improvement.

Healthcare Marketing Concepts can offer a degree of objectivity on the senior living sales calls and presentations to help support and manage your senior living sales team efforts.

Immediate feedback, in real life situations, can prove to be invaluable to those senior living organizations that genuinely want to invest in the ongoing senior living sales and development of their sales staff.

Packaging and proving capabilities

Highlighting and promoting your senior living service line capabilities is an ongoing process.  A sale is not just based on a one-time presentation, it is about the ongoing articulation of your service capabilities, service knowledge, and being able to provide timely and accurate outcome information.

Your senior living sales team must take the approach that competitive senior living services with measurable value-based outcomes are the fundamental tools for today’s sales efforts.  Obviously, one of the goals of senior living sales is to generate revenue, but another important goal is to invest in your senior living team, so they have the most current skills in senior living.

It is more about building value into the ongoing interactions your senior living sales force encounters and how basic selling skills are never take for granted.

Targeting the right influencers

You may have 7-10 primary influencers driving referral traffic to your location.  Our goal is to identify and target a wider net of prospects.

We will show how to expand your referral base to over 100 different types of senior living organizations and key people to target in any market.

By utilizing some basic prospecting tools, you will expand your senior living market of influencers multiple times what you are currently targeting.

It is not just about the key few that drive most of your current senior living business, it is about taking a strategic senior living approach to senior living partner and build bridges to new opportunities.

It not just setting goals, it is reaching and exceeding those sales metrics that will bring you to success.

Our senior living sales focuses on how to attract more prospects and key influencers in choosing your campus over the competition.  We will show you how to find the best referral sources for your senior living community.

Getting the most out of your CRM system

Tracking sales results these days is typically by a CRM system.  For those who have a CRM system we will show how to get more out of it than just the standard reports and if you do not have a CRM program, we will show you how to develop one at no cost to get you started.

Healthcare Marketing Concepts looks at your current CRM database and offers specific recommendations on how to be more efficient with your sales time and more effective in your senior living marketing efforts.

There is a difference between sales for skilled nursing, assisted living, and independent living and we show how to approach senior living sales that best meets your needs. Effective sales begin with a strategic plan to align solutions with the unique strengths and diverse senior living service line capabilities of your senior living organization.

The effective senior living sales call

Time in the field costs every organization money and resources. By having a structured approach to senior living sales calls that time can and will generate a return on your investment.  One of the key components is to incorporate a solid “pre-call” program into your present sales approach based on the “next step” after your last sales call visit.

By planning and building upon past relationships the efforts to get out and make effective calls shifts to building referral relationships where your senior living company story is reinforced with new, and valued, information on each senior living sales call.

When it comes to senior living sales, it takes more than just features and benefits to bring the prospect to becoming a new resident.  It requires those small, “value-added” touches that set you a part as a memorable experience.

Packaging and promoting specialized service lines

Today’s successful senior living organizations can package and promote those unique and specialized services to meet a wide range of segmented senior living customer groups.  In fact, the best way to approach one of our sales programs is to see it as integration with all staff and all departments to package, promote, and provide the value of your services throughout the senior living organization.

Today’s environment does not allow much room for those uncomfortable with effective sales efforts.  How we approach sales is much more than the nuts and bolts of a CRM system – it is about having the confidence, attitude, motivation, and unending enthusiasm to sell, sell, sell.

Your senior living marketing forces are the cheerleaders of the senior living organization and proudly stand as the first impression of the senior living organization they represent.  You will be able to identify your strengths and build upon those while utilizing various senior living resources while you develop additional senior living sales skills.

Personalized to your organization

One of the great benefits of Healthcare Marketing Concepts is to develop a personalized sales program that works for you.  It is not a canned approach with generic materials; it is about your unique situation and your story of how you worked tirelessly to get to this point.

Most senior living organizations have a marketing manual.  We go one step further by developing a sales manual specific to your senior living company and needs. 

Marketing Concepts offers several levels of senior living sales.  We have an introductory program that provides an overview of sales and how every staff member plays a role in selling the campus.

Bottom line results

Quality senior living organizations do a great job at balancing the performance metrics of their sales team.

Investing in your sales team will result in measurable bottom-line improvements because the emphasis moves from focusing on just hitting a number to having trained professionals making a daily commitment to make a positive and measurable difference through the ongoing relationships they have with each key influencer in your senior living market.

The Value of Sales Training

Today’s progressive senior living community must possess the latest skills to effectively attract new residents. Our campus-friendly sales programs build upon the strengths of your sales staff while reinforcing fundamental sales skills.

One Day Introduction to Sales

The most effective method to learn and implement ideas is a sales training brought directly to your staff at your community.

Your staff will be given all the skills they need to successfully target and attract new residents. Just imagine the effectiveness of 8 hours of one-to-one training, including handouts and a 70 page sales training manual.

This one day program will provide a straight to the point discussion on how to specifically improve sales.

All sales/marketing staff, including backup team members, involved in the handling of inquiries are encouraged to attend.

One Day Program Outline

MORNING OBJECTIVES

Assessing Sales Comfort Zones

• Understanding the Value of Referral Knowledge
• Planning Pre-Call Referral Objectives
• Reducing Common Barriers and Objections
• Successful Selling Using Everyday Evidence
• Identifying Over 50 Different Referral Groups
• Learn Techniques for Qualifying Inquiries
• Focus on Attracting New Residents

AFTERNOON OBJECTIVES

• Steps from Inquiry to Move In
• Common Inquiry Scenarios
• Tours Features and Benefits
• Walk Through Tour Critique
• Sample Professional Closes
• 6 Month Goal Setting
• Program Evaluation

Program includes:

7 Hours of Training and copy of the training manual.

3 Step Ongoing Sales Training Program

Consider the advantages of having three half day sessions of sales training at your campus.

In addition to the fundamentals outlined in the one day program you will receive:

Samples of letters and communications to inquiries and referral groups

• Specific recommendations for departmental improvements
• An ongoing system for measuring sales/marketing department sales efforts
• A written tour script
• Telephone etiquette training
• Principles of good sales calls
• A 6 month sales marketing plan to keep you on track in reaching the goals developed during the program
• An objective profile of program participants with specific behavioral goals outlined to improve work performance

Program includes:

3 Half-day sessions (Sessions must be completed within 90days). Includes handout materials.

3 Step Program Outline

STEP 1- Introduction to Sales 

• Designing the Inquiry and Admission Packages
• 10 Characteristics for Attracting Private Pay Clientele
• Identifying Campus Amenities and Courtesies

STEP 2 – Sales Skill Building 

• Ingredients for Being A Successful Salesperson 
• Steps from Inquiry to Move In
• Controlling Length and Direction
• Role Playing the 12 Most Common Types of Inquiries 

STEP 3 – Fine Tuning and Planning  

• Enhance Tour Styles
• New Ways to Sell Your Campus
• Selling the Benefits of Your Campus
• Successful Sales Closes
• 6 Month Goal Setting
• Program Evaluation

 Why not give us a call – now may be the best time to work together towards improved results.