Summary
In this episode, Jerry Vinci and Alicia Story discuss the complexities of the senior living sales process, focusing on the ‘readiness gap’ where many prospects express a desire to move but feel unprepared. They explore the psychological barriers that prevent individuals from making decisions, the importance of empathy in sales, and how to effectively use CRM data to identify silent readiness. Alicia emphasizes the need for a personalized approach to sales, the significance of building trust, and the necessity of a supportive sales culture that respects the unique journey of each prospect.
Takeaways
- Nine out of ten prospects say they’re not ready to move.
- Most residents wish they had moved in sooner.
- Readiness is a deeply personal decision.
- Sales professionals must learn to navigate ambivalence.
- Understanding loss is crucial in the sales process.
- Curiosity and empathy are key skills for sales teams.
- CRM data can reveal hidden opportunities.
- Sales culture should prioritize human connections.
- Trust is built through understanding and shared experiences.
- Hiring for passion leads to better sales outcomes.
Lear More
- Connect with Alicia Story on LinkedIn
- Learn more about Covenant Senior Living Keys for Caregiving