Some senior living sales people know it all! Do you have one of these? Others are like sponges and thrive learning a new technique or improving their sales performance.
Role-playing as a team can help standardize sales techniques. This could happen at a weekly sales meeting, but I think a retreat format can be more effective. It’s hard for a senior living sales person to switch off working and jump into role-playing. It’s better to set the stage in a comfortable atmosphere. Last week we talked about the importance of a sales and marketing retreat to rejuvenate and inspire the team.
Here are some great topics to role-play:
- The opening greeting and questions for a walk-in prospective resident
- Discovery questions – make sure seniors don’t feel interrogated
- Giving a “wow” tour
- How to prevent objections
- A variety of closes
- Asking for the deposit – multiple times
In a team environment, there are always stronger sales performers. Have them role-play first. It makes them feel valued and other sales people can learn from them. If no one on the team knows how to do the role-playing topic correctly or it’s a new technique, always teach by example first.
Everyone hates role-playing, but boy does it work. Watch the sales increase and your occupancy go up, up and up.
Please comment to join the conversation and interact with other senior living professionals on what is currently being effective to increase occupancy on a nationwide basis.
Diane Twohy Masson is the author of “Senior Housing Marketing – How to Increase Your Occupancy and Stay Full,” available for sale at Amazon.com. Masson’s book will be required reading at George Mason University in the Fall as part of the marketing curriculum. She is currently consulting with Seniors For Living and two debt-free Continuing Care Retirement Communities in Southern California – Freedom Village in Lake Forest and The Village in Hemet, California. Connection and partnership opportunities: Email: firstname.lastname@example.org