What Makes our Senior Living Sales Training Philosophy Unique?
Senior Source’s Connecting with HEART Sales Training sets itself apart from other sales training programs right from the start; right from the very first inquiry call.
Based on three guiding pillars: Caring, Curiosity and Connecting, our sales training taps into the ways humans feel, connect, process information, and evaluate options.
Connecting with HEART helps senior living sales professionals better understand their prospect's emotional state and educates teams about the influential role they are playing during the prospect’s critical decision-making journey. Connecting with HEART teaches specific ways to elevate the customer experience, connect on a deeper level, engage the entire community during the prospect tour to stand apart from the competition, and perhaps most importantly, close the sale.
Our goal is to help community teams build an effective sales culture. By developing a prospect-first approach among a community's management and sales teams, Connecting with HEART will help create a cohesive and unified team of top performers.
And by focusing on delivering an outstanding customer experience, each prospect's journey becomes a personalized and memorable one.
Senior Source Consulting Group (SSCG) sales training is effective, inspiring, and fun. Our team of exceptional coaches engages the whole team and bolsters sales efforts by capitalizing on the skills, talents, and creativity of a community's associates. This collaborative approach will allow each team to delight prospects beyond their imagination to dramatically set your community apart from the competition.
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Senior Living Sales Training & Coaching
senior source consulting group, senior living consultants, offers personalized sales training and sales coaching for senior living
"I highly recommend the expertise and services of SSCG! Their team brings a wealth of experience from the senior living field and will take the time to understand your community, areas of concern, and what you are hoping to accomplish with their services. I recommend taking a comprehensive approach by including a combination of phone and in person mystery shops. They truly deliver on providing you with valuable and detailed feedback summarizing their experience by presenting both positives and "opportunities to shine", with specific recommendations on how your sales team and community can improve and elevate the prospect experience, and in turn grow your occupancy! I also recommend their 1 on 1 sales coaching services. This process has been very beneficial in helping the sales team understand the importance of, along with how to create a more prospect centered experience and offering solutions and services accordingly.
Betsy Vannatta
VP Sales and Marketing
United Methodist Homes
"Aventine Senior Living has greatly benefited through partnering with SSCG to train our sales directors. The mystery shop service provides a comprehensive report with succinct recommendations on what our sales directors can do to how to improve. We have seen great value in the coaching sessions that accompany the mystery shop to further reinforce the recommendations and provide an opportunity to ask questions. We have found it incredibly helpful to mystery shop each community quarterly to continue to develop our sales directors’ skills and expertise."
Carolyn Colacicco
Aventine Senior Living
Sales coaching options
"Capri Senior Living engaged Senior Source Consulting to establish the foundation of our sales process. Centered on relationship selling, “Connecting with HEART” is a natural cultural fit with our organization. Senior Source Consulting’s guided approach of before and after training & follow up ensures the program is understood and embedded. We are very pleased with the immediate energy and lift it has provided in our sales approach."
Cindy Robinson,
Director of Sales & Marketing
Capri Communities
Because most people are not born automatically knowing how to sell.
"Dawn Bare is great! best teacher I ever had, she really helped me to open up to people and learn to make conversation. Since I stepped in Marketing about almost a year ago I have grew a lot with all the training I had with Dawn."
Jacquelyn Montesdeoca
Marketing Associate
Acacia Creek Retirement Community
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The foundation for selling senior living starts with the ability to build trust and create value. To be successful requires empathy, curiosity, discovery, urgency, and an understanding of how to guide the entire sales process. It starts by connecting emotionally, to a prospect's heart.
Senior Source Consulting Group offers a variety of ways to help teams deliver a prospect-oriented sales process to boost sales performance.
Senior Source coaching programs are designed to arm sales and operations teams with the knowledge, confidence, and enthusiasm that supports each prospect's journey. Coaching sessions are designed to teach the critical sales steps necessary to connect with prospects on a deeper level and close the sale.
Small Group Virtual Sales Coaching
Ideal for a small team. Participants develop increased confidence to handle prospect visits from inquiry to close; and learn how to emotionally support each prospect while effectively guiding the sales process. Coaching includes a Sales Inquiry & Tour Guide.
One-on-One On-Site or Virtual Sales Coaching
Ideal for sales associates who desire to achieve better tour to closing ratios. Participants enjoy a private, hands-on approach with their sales coach to ensure the learning is personalized to the individual which helps skills comes to life to improve every prospect interaction.
One-on-One Virtual "This is Why it Matters" Sales Coaching
These valuable sessions are highly recommended to review and coach fromrecorded mystery shop calls and from completed in-person mystery shops. These meaningful sessions help participants understand the impressions made on the prospect during the interactions, how it affected the value created, and what steps the participant can take to improve quickly for better outcomes. These session magnify all other coaching the participant has received as it brings the prospect experience to life.
"MOD" Virtual Sales | Sales Support Coaching
Operations teams will learn the essentials of guiding a prospect from inquiry to tour to help provide the sales team with additional, well-trained back up support. Coaching includes an MOD Inquiry & Tour Guide.
Concierge "Best Practices" | Sales Support Coaching
The concierge team at every community plays a critical role in creating positive first impressions. Participants in this coaching program learn how to employ best practices for handling incoming calls and the importance of capturing lead information. These Zoom sessions provide an affordable, flexible, and supportive learning environment. Coaching includes a Concierge Inquiry Guide.
Virtual Sales Support | Hots Management
Participants work alongside their dedicated sales coach to brainstorm "hot" prospects to establish effective next steps that will guide warm and hot prospects toward a close. These sessions turn "nice tours" into new residents. Improve sales conversion metrics by honing strategic thinking.
With sales and operations working hand in hand, communities can confidently focus on achieving sales and occupancy goals as a team.
Senior Living Sales Training & Coaching:
- Exemplifies a Prospect-Centered Approach
- Unifies the Entire Team & Builds Confidence
- Teaches Valuable Closing Skills
- Guides the Prospect/Customer Journey
- Increases Sales Productivity
- Creates Top Performers
- Appropriate for CCRCs and Rental Communities