CARE Sales Training: Maximize Your Sales Performance with Best-Practice Tools for Success

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Oct 29, 2014 | Marketing & Branding

Who Better to Help You Grow than One of Inc. Magazine’s Fastest-Growing Private Companies in America? SageAge Strategies.

Is your sales team consistently achieving their goals? If not, do you understand why? Do you know how to turn your community’s sales shortcomings into sales success and sustained growth?

At SageAge Strategies, we are mature market growth experts. We have strategically – and very successfully – grown our company as a result of our success in helping senior living communities grow theirs.

We can help you do the same.

Recently named to Inc. Magazine’s list of Fastest-Growing Private Companies in America – and the only sales and marketing consulting firm operating exclusively in senior living on the list – we are the ideal partner for strategically growing your sales and building your census.

Combining the Art and Science of Successful Selling

Today, most prospects shop online to obtain basic information on senior housing options. However, sales are not made over the Internet. They are made by person-centered, voice-to-voice and face-to-face interactions between your sales associates and your prospective customers. What occurs in these highly individualized interactions is critical to creating a sense of empathy, building trust, instilling confidence and responding to your prospects’ needs to make the sale—or not. There is a reason why some communities prosper while others struggle to meet their occupancy goals. That is why best-practice sales training exists. It is not an innate knowledge we are born with.

As nationally recognized experts in senior living growth, SageAge Strategies provides you with comprehensive training in specific sales best practices that will significantly improve your opportunities for sustained sales success and growth. Does your staff know what these proven techniques are and how to use them effectively? Do they understand the role and importance of non-verbal communications, empathy, proactive listening, responsive problem solving, how to handle objections in a positive and productive manner and the keys to successful follow up? Do they understand the nature of where the sale is in its life cycle?

Any true marketing expert will tell you that the “person-focused” model is typically the most credible and compelling form of advertising. This applies also to senior living sales today. Rather than offering a pre-packaged, albeit well-intentioned sales talk, experts in the art of matching solutions to needs take the time to understand their customers’ unique problems, concerns and preferences, as well as where they are in the buying process, and then tailor a value-rich response that is both highly relevant and useful.

This approach has proven valid across the entire senior living continuum – whether it is an active senior adult couple seeking a vibrant social environment, but with concerns over the husband’s increasing health needs, or a concerned and somewhat skeptical adult child seeking an assisted living environment for her increasingly isolated and sedentary mother who is in need of social stimulation and physical activity. There are also issues of resistance, timing and finances that may need to be addressed, often with no “cookie cutter” solution. Awareness of current consumer preference trends is also important to customer engagement and sales success. For example, did you know that a recent national study found that social activities have become a top driver of senior living choice?

CARE: Evidence-Based Sales Training that Optimizes Your Lead Conversion and Occupancy Growth

The SageAge Strategies “CARE” Program fully equips your sales team with the latest tools, training and knowledge required to most effectively convert leads into prospects and prospects into sales in today’s competitive senior living environment. We also work with you to identify any informational and operational challenges that might be barriers to your sales success.

Specifically, CARE trainingenables each member of your sales team to successfully:

Connect with internal and external customers as a trusted resource and problem solver.

Assess their situations and position your services to meet their unique needs and concerns.

Resolve their problems by developing responsive, customized action plans that address their specific situations.

Execute programs and services that provide real value and enrich their lives.

Our CARE sales training program is based on the latest best practices in:

  • Results-Based Selling Techniques
  • Prospect Cultivation
  • Customer Relationship Management
  • Empathy and Engagement
  • Customer-Centered Problem Solving
  • Effective Use of Materials
  • Handling Questions, Concerns and Objections Effectively
  • Closing the Sale

We use a detailed, evidence-based training process to ensure that your sales team is exceptionally prepared to represent your senior living community effectively to prospective customers.

Customized to Your Specific Situation

Frequently, we precede our sales training programs with “mystery shopping” activities in order to gain an up-close, highly accurate picture of your sales team’s strengths, weaknesses and opportunities for improvement. This enables us to customize our training sessions to your most significant sales training needs and place priority focus on those primary areas of weaknesses and opportunities for improvement.

Our tailored training programs help our client-partners create a highly effective, focused sales team that can more adequately manage leads, gain appointments and close sales.

A History of Helping Senior Living Communities Achieve Results

For over two decades, SageAge Strategies has been solving problems and finding solutions to the needs of growth-oriented senior living providers nationwide. As experienced thought leaders and problem solvers, we provide a continuum of best-practice business solutions designed to achieve your growth and occupancy goals. These include the latest online marketing techniques, including user preference coding that can identify and communicate with prospects that have visited your website that you are not even aware of.

As is the case with in-house marketing functions, not all senior living organizations have the luxury of operating their own sales training and recruitment functions. SageAge Strategies provides these specialized services to many of our successful client-partners and excels in this area. In addition to the recruitment and training of talented sales personnel, we also provide internal and external sales management seminars focused on the development of essential skill sets to sustain a high performance sales and service culture.

With Our Compliments…

As a sample of the tools we use, we would like to provide you with a courtesy copy of our “10 Tips to Remember During an Inquiry Call.” Simply click on this link to download a complimentary copy.

For more information on our best practice CARE sales training system, please call or e-mail Adrienne Mansfield Straub at 570-601-1720 / adrienne@sageagestrategies.com. You can also visit us on our website at https://www.sageage.com/.

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