About Us
We blend deep industry expertise with human-centered selling to equip you for meaningful conversations and measurable growth.
Our Mission
At Sales Academy, we are dedicated to helping senior living professionals become adept in Prospect-Centered Selling® (PCS) and, as Sales Heroes, guide more older adults and their families through a seemingly impossible decision.
We deeply believe in the life-enhancing opportunities that senior living communities offer their residents. We know that, as a provider, you are knowledgeable about your community and what it offers. We are committed to helping you become more knowledgeable about each person who inquires.
Prospects are people with rich histories, complexities, quirks, interests, desires, hopes, and real fears about change. We aim to help you honor those emotional complexities by gaining a deeper understanding of their personal stories and legacy.
Our intention is to teach you how to motivate and inspire older adults to first overcome emotional resistance and then to help guide them toward a logical choice that supports their best interests.
We want you to build a trusting, professional relationship with prospects – through active listening, by empathically going to where the person is (both physically and emotionally), and then creatively and persistently following up.
We understand every prospect who inquires is facing a life-changing transition – and that ambivalence and resistance are very common and very real. We will equip you with the right tools, so that when you face those rejections, you don’t give up. Instead, you will feel prepared to dig in even deeper.
We recognize that there is immense pressure to “fill units,” but that pressure does not help you or your prospects move forward faster, or at all.
We want to teach and inspire you to protect and defend your Time in the Selling Zone® to lead you to better conversion rates, and ultimately, helping more older adults live better lives.
Transform Your Senior Living Sales Results with the Sales Academy
One On One’s Prospect-Centered Selling® approach has helped older adults get ready to benefit from an enriched lifestyle for nearly 40 years.
- Learn Prospect-Centered Selling® (PCS)
- Get insights & support from industry sales masters
build connections & conversions
Learn More About Sales Academy
Explore the benefits that Sales Academy can offer you and your prospective residents. See content previews and more by signing up today!
Meet David A. Smith
Creator of Prospect-Centered Selling® (PCS)
- 40+ years in senior living sales leadership
- Created the prospect-centered selling methodology
- Founder of One On One Consulting
- Co-Founder, Sherpa CRM
- Author of "It's About Time" on PCS methodology
- Producer of documentary films "Time To Get Ready" and "It's A Matter of Time"
- Former Lead Instructor for Sales Modules at Johns Hopkins & UMBC Erickson School of Aging
Meet Reed Davis
Chief Learning Officer & PCS Expert
- 22+ years in senior living sales leadership
- Former International Director of Training and Coaching at Aline
- Expert in multiple senior living environments: skilled nursing, CCRC, rental, active adult and memory care
- Extensive experience in start-ups and turnarounds
- Coach and trainer for sales professionals across the US, Canada, and UK