At Sales Academy, we are dedicated to helping senior living professionals become adept in Prospect-Centered Selling® 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 history, complexities, quirks, interests, desires, hopes, and real fears about change. We aim to help you honor those emotional complexities by having 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 to a logical choice that supports their best interests.
We want you to build a trusting, professional relationship with Prospects. Build relationships through active listening, by empathically going to where the person is–both physically and emotionally–and then creatively and relentlessly following up.
We understand every Prospect who inquires is facing a life-changing transition. 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 understand that there is immense pressure to “fill units,” but that 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.