What Others Say:


"I highly recommend Scott for any endeavor for which you are considering him."---Susan Albers, Executive Director, IALFA

"We have found Scott to be a man of integrity and professionalism and has an unswerving dedication to his responsibilities." --Henry M. Fraley, Chairman of the Board, Liberty Ridge, Lexington, KY

"Great program--very good ideas and practices that everyone can use to increase occupancy." ---Conference Attendee

"Scott was very helpful in offering ways to organize my leads and setting follow-up priorities. I do believe that spending more time 
"selling" will fill my units faster than putting most of my time into marketing." ---Conference Attendee

 

Staff Sales Training

  We focus on the fundamentals
 to give your facility a solid foundation.

   Training is a necessity if our staff is to stay current, hone their skills, learn new strategies, and adapt to the ever changing conditions. We are firm believers in the importance of training and will design one-on-one and group training for your facility leaders, marketing staff, and even front line staff.   

Basic and Advanced Selling Skills
   Some of the critical skills covered include   
Probing for needs – uncovering prospect’s needs and concerns by asking carefully crafted questions and listening intently
Bonding – building trust and credibility with prospect by developing professional-friend relationship and demonstrating true concern for him/her
Setting Appointments – turning inquiries into appointments and generating appointments through follow-up calls
Demonstrating product – giving tours and demonstrating the lifestyle to prospects and their families
Overcoming Objections – uncovering objections and unstated fears of prospects and addressing each one to his/her satisfaction
Prospect Follow-up – implementing logical and creative follow-up strategies to help move the prospect closer to a decision
Closing Skills – leading prospects to a commitment at the proper time. 

The sales training formats include classroom teaching, role playing and open discussion. 

 

Professional Networking Strategies
    Here is the answer for those who want to increase their occupancy without blowing their budget.  If done correctly, networking is a win-win situation for everyone involved.  Topics include relationship building, positioning your community in the perception of others, educating your contacts and creating a family networking strategy. 

 

Customer Service Training
   It sometimes happens that the staff may be trying to provide excellent services, but if those services aren't evaluated from the customer's perspective in a positive manner, something needs to change. It needs to be communicated and clearly demonstrated. Training includes recognizing the sources of customer dissatisfaction and identifying alternatives.  Attitude is emphasized in this training.  SeniorLife Solutions believes that staff which possess a "servant's heart" will adjust to each challenge. Customer service is everyone's responsibility.

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