Sales should be an integral part of a senior living organization’s overall culture. From the first phone call, to a visit or tour, to the decision to move, sales counselors support prospective residents and their families through an incredibly difficult and emotional process. Senior living is not like any other sale. This is why specialized skill sets, ones rooted in empathy, developed through training, and reinforced in everyday practice, are key to building and sustaining a high performing sales team. This session will feature Rebecca Townsend, VP of Sales for Sherpa, and Aaron Catoe, Senior Vice President of Operations at 12 Oaks Senior Living. The pair will bring examples of effective behaviors and strategies that are backed by sales data and real-world implementation. How could your organization benefit from a more prospect-centered sales approach? Can a greater focus on sales and sales culture elevate the industry as a whole?
Approved for NAB/NCERS CEUs.
Learning Objectives:
Learn how to navigate emotional barriers and resistance – both from the prospective resident’s and the sales counselor’s perspectives – to sustain an effective sales culture
Identify opportunities for “transformational leadership” within an organization to hire, train and retain best sales performers
Take away actionable tips and strategies that sales teams can use to connect, set expectations/boundaries and ultimately take ownership of the sales relationship from first touch to close