It
is crucial that we develop specific traits and skills in our
leadership and staff. Providing well-trained leadership produces
results; it doesn't just happen by looking professional and
being personable. Many of our conference presentations also
include resource material that can be kept and shared with the
rest of your staff and any future employees.
Suggested
speaking topics include the
following:
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21
Irrefutable Laws of Marketing & Selling Senior Housing
Covered are topics such as the need to adapt your style to your
customers and the importance of positioning your facility in the
overall marketplace.
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34
Strategies for Successful Marketing & Sales You Can Use
Today These guidelines to
success are those that produce the quickest and best results in
terms of occupancy and fill-up pace.
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How
to Troubleshoot Occupancy Problems Included
are tips on how to diagnose the causes of the underperformance,
strategies for overcoming low occupancy, and how to avoid future
occupancy problems.
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Anatomy
of a Sales Presentation
From beginning to end, the
presentation techniques that best meet the needs of your
prospects and result in deposits are illustrated. |
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Anatomy
of a Prospect: "The
Psychology of Selling to Seniors"
Seniors
have their own wavelengths and it's vital that we
discover and respond to them. |
Stop
Marketing.....and Start Selling!
How to Increase Your Occupancy Through
Personalized Selling Strategies"
Good salespeople
know that you don't have to be a superstar to be successful in
sales. You just have to do the right thing, very well, every
day. Topics covered include differenciating between marketing
and sales and spending quality time in the selling zone.
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Prospect
Follow-Up Strategies That Lead to "Yes"
It is imperative that the
sales staff possesses a sales/service mentality. The
follow-up strategies are customized according to the
customer-type.
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Laws
of Selling Senior Housing
Discussion includes the Law of Tenacity, The Friendship Factor,
the Field of Dreams Myth, and the Law of Networking. |
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Networking:
"The
Key to Getting & Staying Full on a Limited Budget"
Advice
is given regarding your dealings with contacts and referral
sources and the importance of positioning yourself in the
marketplace and communicating that to others.
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#1
Secret of Successful Selling: "Mastering
the Art of Asking & Listening"
These
"simple" skills are an art that turn conversations
into bonding relationships and closings. |
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Selling
Smarter, Not Harder: "Time
Management Tips for the Senior Housing Sales Professional"
Have a
plan and work it! Tips on focusing your efforts through springs
and marathons and on improving your individual selling skills to
get results.
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How
to Write a Marketing Plan You Will Use
If it's practical and
effective, you'll use it, but you must first know your
strengths, your target audience, and all your options. We look
at how to put your time and money where it counts. |
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Developing
a Positioning Strategy to Keep You Competitive
A prospect wants to know
why he/she should come live at your residence as opposed to all
the other options available, including doing nothing? You have
to be able to answer this. |
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Tools
for Successful Marketing
An extensive inventory of tools to cover every contingency,
including incentives, testimonials, and your Top Ten target
strategies.
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Taking
Care of Our Parents
Using research from Time, USA Today, and US News & World
Report, new information about this generation of customers calls
for new strategies to meet their needs and wants.
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It's
a Heart Sell, Not a Hard Sell Working
smarter works miracles. Discussion on the many merits of not
compromising your integrity or the reputation of your facility
in order to get or keep customers.
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So
You're Full; Now What? Strategies
to Maximize Your Revenues Once You're Full
This
is the opportune time to capture revenues and expand services to
meet real needs. |
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Listening
Your Way to a Sell Someone
once said, you don't talk anyone into buying anything you listen
them into it! Discover your third ear and touch up your
skills in verifying your customer's wants and needs and
qualifying him.
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Overcoming
Objections: "What
Do You Say to 'I'm Not Ready Yet?" Knowing
the personality style of your customer is stressed. Eight steps
are recommended and responses to the biggest reasons for buyers'
reluctance are covered.
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Closing
the Sale: "How
to Get a Commitment Without Being Pushy"
Recognize the buying signs
to help you get specific commitments. Also covered are the
"Lessons I've Learned on Closing a Sale."
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63
Fresh Ideas for Marketing & Outreach Events
After the Open House,
what's next? Choose from many creative ideas, specific to target
audiences.
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copyright
© 2004 SeniorLife Solutions
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