Addressing the Obstacles with the LRSA Vision Sales Training Program
One of our specialties at Lauren Rose Senior Advisors is providing customized sales training for your team to address specific needs that the sales team is hearing in their market.
For one of our clients, the sales team struggled to overcome the various obstacles the customers shared.
The sales team is a mix of sales professionals selling Independent Living, Assisted Living, and Memory Support. Each sales professional is responsible for a database of 350-400 active prospects. The team is experienced in sales, but even the most experienced sales team needs some support from time to time overcoming common obstacles.
The LRSA team developed a sales training called “Overcoming Obstacles” to help with this struggle. With this 2-hour training, the team was able to identify commonly heard obstacles and better understand how to address these obstacles in the discovery stage of the conversation.
As a team, we worked on questions that the sales counselor could ask to help the customer feel validated in their feelings and continue to build a trusting relationship between counselor and customer.
One specific obstacle we addressed was: “It’s not if I am moving to your community; it is a matter of when.”
This customer knows they want to move to this community, but they cannot picture when the move will happen. Ideally, the sales counselor can meet the customer where they are to learn more about what is holding them back from the move. The sales counselor should also be able to ask the right questions to help the customer visualize what this future move will look like.
When you picture your life here, are you still driving to pickleball each week?
Can you imagine being able to take part in the wellness classes a couple of times a week?
Would you like to meet new couples to have dinner with?
Do you see yourself continuing to travel a few times per year?
Questions like these can help the customer visualize how important it is to be active and healthy before they make the move to a Life Plan Community. This can help improve the value of the community and the overall experience of the new residents.
“Overcoming Obstacles” is just one of many chapters available as part of the LRSA Vision Sales Training program. Connect with us today to learn more about how we can customize a training program that is right for your team.
