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Wednesday, May 21 • 7:00am - 8:15am
Getting Prospects Ready with a Prospect-Centered Selling Model

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Attempting to sell the benefits of senior housing before addressing underlying emotional barriers – this is the transactional approach – may work well for those who are “ready" to move into a community due to a health crisis. But it can have the opposite effect on higher-functioning individuals and their family members.

Prospect-Centered Selling, on the other hand, prioritizes sales resources and predicts success based on the prospect’s readiness for change, all the while tracking advances along a stage of change continuum. Learn key strategies to address and overcome emotional barriers and help higher-functioning prospective residents to decide the right timing and best fit for their needs.

avatar for David A. Smith

David A. Smith

Founder & Managing Member, One On One Service to Seniors
David is a co-owner, developer and manager of more than 1,000 senior housing units including those at The Gatesworth and Parc Provence Memory Care in St. Louis, Missouri, Quail Ridge Senior Living in Oklahoma, Mallard Cove Senior Living in Ohio and The Colonnade Senior Living in Illinois... Read More →

Wednesday May 21, 2014 7:00am - 8:15am MST
Phoenix Convention Center (Room 227C)