Senior Living Sales Counselor Training-Module 2 Slides

Module 2 Slides

Pdf Summary

The "Senior Living Sales Counselor Training - Module 2" offers comprehensive guidance on the consultative sales process for senior living solutions, emphasizing the ethical and person-centered approach necessary for effective sales. Post-training, counselors can document and follow a structured sales process, respond aptly to individual needs, initiate improvements, and collaborate with staff.<br /><br />Key steps in the consultative sales process include:<br />1. Discovering prospects' needs.<br />2. Matching solutions to identified needs.<br />3. Demonstrating the value of these solutions.<br />4. Following up using a lead tracking system.<br />5. Closing sales through financial commitments.<br /><br />Emphasis is placed on active and respectful listening, recognizing resident rights, and adopting a person-centered care philosophy. This includes avoiding professional jargon, highlighting individual capabilities rather than deficits, and respecting the client's preferences and decision-making autonomy.<br /><br />During the discovery phase, active listening, asking open-ended questions, and understanding what is important both "to" and "for" the prospects are crucial. This involves utilizing the Stages of Change model to assess readiness and tailor responses accordingly. Effective solutions should be aligned with the customer’s values rather than being rigidly product-focused.<br /><br />The training also delves into rigorous follow-up practices, ensuring a structured approach through CRM systems to maintain contact and advance sales. A timely response is critical, with multiple interactions recommended within the first 48 hours of initial contact.<br /><br />The final elements involve handling objections, discussing costs transparently, and ensuring the value proposition is clear and compelling. Sales counselors are encouraged to engage in role-playing to refine their pricing discussions and to have all necessary paperwork ready for closing sales.<br /><br />Additionally, maintaining strong professional referrals and networking for ongoing lead generation is highlighted. Data analysis and root cause analysis are recommended to continually improve sales strategies and performance.<br /><br />Overall, the module underscores the importance of combining ethical sales practices with a detailed, person-centered approach to meet both the organization’s and clients' needs effectively.

Keywords

Senior Living

Sales Counselor Training

Consultative Sales

Person-Centered Approach

Active Listening

Stages of Change Model

CRM Systems

Lead Generation

Root Cause Analysis

Ethical Sales Practices