INTRODUCTION TO PROSPECT-CENTERED SELLING® (50 min)
Join us for an introduction to the Prospect-Centered Selling® methodology for senior housing sales.
Download a PDF Training Guide to follow along with the video.
OVERVIEW
Below you'll find various PDF sales materials that can help you:
- Connect and build trust
- Untangle emotional resistance
- Plan for meaningful advances
- Manage Sales in Aline
- Plan for Home Visits and Creative Follow Ups
- Learn how to manage outreach and professional referrals
CONNECTING & BUILDING TRUST
State your Intentions | Inquiry Form | Sample Questions |
UNTANGLING EMOTIONAL RESISTANCE
sMART Grid, Stages of Readiness | Stages of Readiness Guide |
PLANNING FOR MEANINGFUL ADVANCES
Planning Meetings | Getting Advances | Prospect Planning |
Planning Advances Worksheet  |
MANAGING SALES IN ALINE
Managing Sales in Aline | Identify Sales Opportunities | Setting Sales Goals |
Calculate Time in the Selling Zone  | Sales Enablement Review Worksheet  |
HOME VISITS & CREATIVE FOLLOW UP
Guide for Home Visits | Creative Follow Up Ideas | Creative Follow Up Library |
OUTREACH & REFERRALS
Guide for Outreach & Referrals |
View David's Sales Tips video playlist and read Ask Alex, Advice from the Trenches sales articles.
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