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---Continued
from the June 2004 article
Use “Feel/felt/ found”
to overcome objections.
For example, say something like “I
understand how you would feel a bit apprehensive about
moving….others have felt the same way……however,
they found that once they got settled in and began
enjoying the worry-free lifestyle, they wished they
had come years earlier.”
Tell
mini-success stories.
People buy on emotions.
Make your point by relating a story of how
another resident experienced similar challenges or
questions and how they overcame it.
For
example, “We had a woman living here who had
terminal cancer. Through
the use of Hospice Care she was able to remain
comfortable in her apartment "home" up until
just three days prior to her passing. Can you imaging
how happy the family was that she was able to remain
among friends and family during her
demise?"
Next
month, we will look specifically at tips regarding the
"warm up" before the tour.
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