Senior Living Community Sales Team Coaching
Could your salespeople benefit from learning how to:
- Fine-tune techniques that allow them to identify the target market most likely to choose their community?
- Conduct discovery early in the sales process to create efficiency of time spent with prospects?
- Follow the proper stages of sales in order to expedite decision-making?
Because Bobby Sumner Consulting (BSC) consultants are — first and foremost — salespeople and marketing professionals, we have an affinity and love for other sales and marketing professionals. Whether they are new to the field or long-time industry veterans, we wish for each of your team members to become the best that they can be in their role within your senior living community.
The senior living industry, the sales environment and the typical prospect have evolved over the years. If an existing sales professional has not adapted to these changes, he or she may have limited or reduced effectiveness. An industry veteran may benefit from sales coaching while learning about the new paradigm in senior living. He or she may learn about the new prospects, what they desire, how they like to be approached and addressed, and how they go about researching the retirement industry.
Not only can experienced professionals benefit from new knowledge, they often experience excitement over exposure to new information. Sales coaching can be a shot in the arm, a needed impetus toward improving performance.
For a sales person new to the field, education entails everything from an overview of senior living options and how they differ to how to utilize CRM software efficiently. The new salesperson is a blank slate and often the easiest to train. Also, early sales coaching can be the most beneficial, allowing the organization to groom the salesperson into using best practices before old, possibly ineffective, habits have taken root.
If requested, during the coaching process of either the new or existing employee, a BSC consultant can evaluate the sales performance and future potential of individual staff members. BSC can make recommendations for improvement or identify staff members who are not coachable, untrainable or remain entrenched in old, ineffective techniques.
BSC Sales Coaching includes but is not limited to the following:
- The Stages of Selling
- The Mind of the Buyer
- Selling from the Soul
- Asking the Right Questions
- Overcoming Objections
- Persuasive Communication
- How to Talk to Seniors
- Marketing Techniques You Can Count On
- Standards for Sales; Why the Numbers Count
Your staff is one of the greatest assets of your organization. Just like buildings need facility maintenance for the community to remain competitive, your staff often needs a solid skill set OR an upgrade and renovation of their current practices. Call Bobby Sumner Consulting for senior living sales coaching to enable your staff to be the best they can be and remain competitive in an ever-changing market.
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