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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...

Proceeding with Urban Alternative

Wednesday, March 29, 2017

READY, SET, GO… OR NO-GO ...Read the rest...

Primed and Ready for an Urban Alternative

Wednesday, March 22, 2017

The Urban Alternative presents itself as a creative development concept for the urban senior; herein called the Metro Senior. Previous blogs discussed the characteristics of this new consumer as well as the efficiencies created by an Urban Alternative (UA) model. Should every organization consider this new product? Probably not. Instead, let’s explore the key indicators that suggest the type of organization that could find success in this endeavor. ...Read the rest...

The Urban Alternative Model

Wednesday, March 15, 2017

What is an Urban Alternative? ...Read the rest...

Preparing for a New Consumer

Thursday, March 09, 2017

The New Senior – The Metro Senior ...Read the rest...

Examine Pricing in the New Year

Thursday, January 26, 2017

Most organizations conduct a regional salary review to determine if staff compensation is competitive in the marketplace. If salaries are too low, superior applicants may not consider employment with your organization. A similar situation exists for pricing of your product; a yearly pricing review may suggest your community needs an adjustment in order continue its appeal. As in the tale of The Three Bears, there is a price that is too high, another that is too low, and one that is just right. Be sure to conduct research to determine a price that remains “in the sweet spot”. The comparable data you consider should include both competitors from the local area as well as your internal competitive product. ...Read the rest...

Examining Services as Products

Monday, January 23, 2017

Most people tend to think about “product” in terms of bricks and mortar; consequently, they neglect to include services and levels of care in a yearly product review. Services are indeed products provided by your senior living organization. ...Read the rest...


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