Every day, I have the privilege of working with amazing sales people and their leadership teams. Each person I train and coach is unique. Some people have decades of sales experience and some have never worked in seniors housing before. Their communities’ range from modest accommodations to the luxurious, and every team has different occupancy goals. The clients they work with every day have different stories to tell and challenges that they face.
When I look at what makes these sales teams successful, there is one thing they all have in common: they use a sales system that delivers results, and they have made it part of their organization’s culture.
If you were to look up the word “system” in the dictionary, you would find the following definition: “an organized set of ideas or principles part of a systematic whole serving a common purpose”.
So what is that common purpose in Seniors Housing? The purpose of having a system is to ensure that each and every one of your clients receives a personalized experience that helps them understand the true value of the lifestyle at your community. Remember, when someone inquires for information, they are simply wondering, “Is this going to be the right fit for me?”
When you follow a system, will every inquiry call and visit experience for the client be the same?
No – sales systems ensure thorough discovery, which leads to a personalized and unforgettable visit experience.
When you follow a system, will every Sales Director sound the same making follow up calls?
No, definitely not – sales systems ensure you have a purpose to communicate with prospective residents, rather than, “I was just calling to check in…” Even better, it ensures your prospects understand the value of your interaction. They WANT to work with you, because they know you are dedicated to understanding their needs, wants and desires. That is true customer service.
When you follow a proven sales system, will you achieve consistent results and have happier clients?
It is fascinating that a sales system – an organized guide to follow that delivers results – is the very thing that guarantees a unique experience.
To learn more about the BILD sales systems and how you can create a true sales culture within your organization, please contact Jenny Dixon!
Written by Jenny Dixon, Director of Integrated Services at Bild & Co.