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Once
you have built up rapport, begin
asking “trial closes. Use statements like
“Wouldn’t that be nice . . .?”
“What would you think of . .
.?” “Which would you prefer . . .?” “How would
you like . . .?”
If
possible, connect them to some staff.
Try to go
beyond an introduction.
Have the office manager explain how the gift
shop works or have the resident services staff explain
how they clean the apartment. Or, have the director
explain the activities or wellness program.
Appeal to their need to be accepted by residents. As you find out
about them, make specific connections to people who
live there who have a common link.
You might say, for example, “Oh, you’re
from Saxonburg. We have several people living here
from there.” Or,
“You play bridge?
I know of some folks who are looking for
another bridge player to round out the club.”
When showing apartments, show smaller
apartments first, allowing the resident/family
feedback to dictate whether or when to show larger
ones. Show
models first. Then
take them to an available apartment and do a trial
close. Ask, "Which
one would you prefer, Mrs. Jones, this apartment or
that one?"
More
strategies, those best used after the tour, will be
discussed in next month's newsletter.
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