The word combat in any context sounds harsh, right? When I speak at conferences, I am frequently asked to change the title of my presentation, Selling at Combat Speed, because the word “combat” seems too harsh. But allow me to explain how a personalized sales training coupled with accountability tools like mystery shopping can create a sales culture throughout your organization.
It’s safe to say that in most industries, trends are fluid and continuously change over the course of time. However, there always seems to be an exception to the rule. The senior living industry is that exception. Narrowing it down even more, the sales process and skill sets have pretty much remained status quo over the past decade. Our Mystery Shopping results are the proof in the pudding.
When you are building rapport with someone, you are doing one of the most important steps in the process. This sets the tone for the rest of the call or meeting. Now you face one of the biggest steps in the process – identifying the needs of the person sitting in front of you.
In today’s extremely competitive business environment, having any advantage over the competition is useful and critical. One of the most important tools that a company can have to ensure that stay one step ahead is a strong sales team. In the U.S., more than $5 billion is invested in sales training. Yet, in the senior housing industry, training is the first thing cut when trimming budgets.
What is your current approach to selling? If you are like ninety percent of the sales force out there, your focus is on the bottom line. You are seeing every person who walks through the door as a dollar sign. This is the biggest mistake you can make in selling to seniors.
Brookdale Senior Living, the largest provider of senior housing in the United States, recently selected Primo Solutions, LLC as their preferred Mystery Shopping provider beginning in January 2017.