Senior Source Consulting Group
Sales & Marketing Solutions to Close Performance Gaps
Senior Source Consulting Group offers a variety of virtual Sales Coaching Programs designed to help senior living communities achieve greater success selling senior living.
Sales Coaching programs can be tailored to the individual needs of each member of the team. Or clients can select from a variety of programs that have been pre-designed to address the common challenges facing senior living sales teams.
By performing thousands of mystery shops, SSCG consultants have designed the following programs to help support senior living sales teams:
- Operation Surge - 60-Day Turnaround Program - Combination of On-Site and Virtual Support to create a strategic mindset and an effective team approach to sales.
- "Critical 6" - Seven week sales coaching program develops critical skills needed for selling senior living. The program is positive in nature and teaches the essentials of being empathetic, curious, and genuine. Participants learn practical techniques to connect on a deeper level with prospects through good discovery, brainstorm ways to overcome challenges, identify the opportunities that exist, and most importantly, learn how to close successfully.
- "Art of Discovery" coaching program is designed to help teams focus on the prospect as a person and teaches techniques to help prospects feel heard and feel important. Participants learn practical skills to uncover important clues that can be used to plan a personalized tour and close the sale.
- "This is Why It Matters" Mystery Shopper Feedback Coaching Session to review recorded inquiry calls or the results of In-Person Mystery Shops to hear directly from the Shopper how the experienced made them feel and could be enhanced. Magnifies all other training, invigorates the participants, and helps teams make immediate positive adjustments.
- Other custom sessions are available
Sessions are delivered during private or small group Zoom webinars with an award-winning sales coach and provide an individualized and supportive learning environment. Time is spent on real-world leads and referral sources to practice for practical application.
Programs are ideal for a new or struggling Sales Director, Sales Associate, or Executive Director to get teams up and running faster.
Helps build confidence while participants master essential skills.
Competition in most markets is fierce. A positive and personalized customer experience and an effective sales process are a must to earn the trust of today's discerning prospects and busy referral sources. Sales and operations teams must work together to deliver a prospect-oriented experience that beats the competition.
With professional support from Senior Source Consulting Group, your teams will feel empowered with renewed energy and a can-do spirit. Contact SSCG to get started today.
Deliverables:
- A More Empathetic, Prospect-Oriented Sales Culture
- A More Powerful Team Approach to Growing Occupancy
- Greater Confidence & Enhanced Discovery & Closing Skills
- Consistent and Effective Value Creation for Better Outcomes
Optional Topics Available:
- Concierge Best Practices
- MOD "Deep Bench" Back Up to Sales
- Growing Resident & Family Referrals
- Outreach & Business Development
- Cultivating HOTS Through Micro-Strategies
- Selling Life Care
"it was truly a pleasure meeting with you both. I appreciated the thoughtful conversation and the opportunity to collaborate. Your encouragement means a lot, and I’ll be sure to share it with our team at Coterie.
Thank you as well for the meeting summary and helpful suggestions. We're already exploring ways to engage the Solace team more intentionally, and I’m excited to see how that unfolds.
I found the call both valuable and energizing, and I appreciate the open, collaborative environment you fostered. Please don’t hesitate to reach out if there’s anything else you need—I look forward to staying connected!"
Rose- Elizabeth Menos
Community Sales Director
Coterie Hudson Yards
"Senior Source Consulting helped us greatly in our efforts to turn around occupancy at our CCRC. They provided valuable market insights and many sales strategies that proved to be successful."
Chris Golen
Regional Director of Operations
Benchmark Senior Living
Build confidence & Skills for better results
"I joined the Art of Discovery Class because I had zero sales experience and I was new to my Community Relations role. Diana made things very easy to understand and gave me great tools to use when speaking with prospects. This class completely changed my approach with prospective residents and allowed me to gain more knowledge in sales and be comfortable in any situation I may encounter. Diana made the class fun and interactive and I am so grateful for her! Diana is such a kind person and it's evident she has a passion for helping people succeed in their business."
Jennifer Hyler
Assistant Executive Director/Community Relations
Willowbrook Place
Jacquelyn Montesdeoca
"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 grew a lot with all the training I had with Dawn."
Magen Young
"Dawn is great! Makes to feel totally at ease during training and makes your time training with her valuable."
Steven Bear
"Dawn was friendly and knowledgeable. I've taken other sales courses and I dreaded going but not with these I looked forward to Dawn's classes!"
Kimberly Taylor
"Dawn is awesome!! She has so much knowledge and great tips to share that it's just unbelievable. I look forward to my calls with Dawn because I know that I will learn something new."
"Thank you so much for all the tools you are giving us Libby! Monik and I were smiling at each other yesterday because we agreed we enjoy your feedback and how helpful it has been. The email templates are stellar! It was exactly what I needed and did not even know.
I just wanted you to know I’ve appreciated you! I hope I can still reach out and learn stuff from you. I love growth and connecting with folks that help me get there."
😊
Calli
Operation Surge - 60-Day Turnaround Program Participant
senior source consulting group offers sales training and Sales Coaching for senior living
Invest in your team to build
Prospect-Oriented sales skills. SURGE sales results & deliver long-lasting success.
Tap into Your Team's Talent to Surge Senior Living Sales Results
An effective sales process is made up of deliberate steps -- in a specific order -- to successfully create value and trust.
- Rapport Building
- Discovery
- Tailoring Information to Match the Prospect (Value)
- Gaining a Commitment (Close)
But most people are not born automatically knowing how to sell.
Do you have a community that is struggling? Perhaps you have a new Sales Director or Sales Counselor? Simply replacing one associate with another is a low-probability way to see material improvement.
Invest in your team instead! Senior Source Consulting Group'ssales coaching and skills development programs will surge your team's confidence and sales ability to close performance gaps.
The talented sales coaches at Senior Source Consulting Group (SSCG) offer a wide variety of skills-building programs to tap into the talents of your existing team. These individualized programs also allow you to expand your talent pool of great salespeople from outside the senior living industry. Private and team coaching sessions provide individualized support in a collaborative and supportive learning environment to help effective, prospect-oriented, sales-oriented habits form.
Sales teams will learn how to conduct discovery; how to plan and conduct personalized tours, how to create solutions, set next steps, deliver creative and meaningful follow-up, how to overcome objections, and most importantly, how to close.
These effective sales coaching programs have long-lasting effects and cultivate strategic thinking that will set your team far and above your competition. Work with SSCG and let us magnify your efforts by working closely with your community and regional teams to help everyone master the key skills necessary for better performance.
Most importantly, Sales & Operations will learn to work hand in hand to create value for each prospect to consistently convert "nice tours" into "new residents."
Prospects ARE inquiring!
Give your teams the skills and confidence to start building greater positive momentum today!
"The Hill sales team just completed the first of seven training sessions with Diana. It was fabulous. Diana clearly knows the sales process and articulates it with compassion and certainty.
I already know that the team will benefit greatly from this experience, which means The Hill will benefit with increased occupancy."
Chris Dwyer
Director of Sale & Marketing
The Hill at Whitemarsh