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Best Questions Lead to Success

Wednesday, April 26, 2017

Many seasoned sales professionals established their methods of discovery, questioning, and presentations long ago, but how many have critically evaluated whether their methods and their questions are most effective in ushering a prospect down the road of decision-making? Recognizing that prospects are individualistic in their journey, there are universal thresholds through which they must pass in order to get to their ultimate decision:I want to move into this community.  ...Read the rest...


Continue the Path

Wednesday, April 19, 2017

Planning ahead means developing smart questions that will help you uncover a prospect’s most important needs. Open ended questions start with Who, What, Where, Why, How and When. Try to keep your questions brief, as long ones often result in short answers, whereas short questions such as, “What prompted you to visit today?” can result in long, detailed answers that reveal a great deal of important information about the visitor’s situation.  ...Read the rest...


Creating a Pathway to Success

Wednesday, April 12, 2017

The first step in planning for success is to perform an effective review of the prospect who is scheduled to visit or that you plan to call. Each time you interact with a prospect, it is wise to have a commitment objective as suggested in Action Selling...Read the rest...


Your Path to Increased Sales

Wednesday, April 05, 2017

80 20 sales rule ...Read the rest...


 

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