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Enhancing Senior Living Sales: Think Different, Change Your Life!

Discover innovative strategies and behaviors in senior living services sales at LeadingAge Colorado event in Beaver Creek, CO on May 22, 2018. Learn from industry experts, challenge traditional sales approaches, and embrace atypical selling methods to stand out and succeed. Explore top reasons customers choose communities, avoid common pitfalls, and excel in personalized customer interactions. Join Michael Marlow and experts to revolutionize your sales approach and transform your results.

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Enhancing Senior Living Sales: Think Different, Change Your Life!

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  1. Selling (no, not Marketing) Senior Living Services LeadingAge Colorado Beaver Creek, CO May 22, 2018

  2. Selling (no, not Marketing) Senior Living Services THINK DIFFERENT Steve Jobs

  3. See if you can pick out the guy from Kentucky?

  4. Selling (no, not Marketing) Senior Living Services Behaviors of TYPICAL Salespeople?

  5. Selling (no, not Marketing) Senior Living Services “You’re not going to learn it all overnight, but maybe, just maybe, you’ll learn enough to change your life.” Usher

  6. Selling (no, not Marketing) Senior Living Services What are the top 3 reasons customers choose the community they choose?

  7. Selling (no, not Marketing) Senior Living Services So have we been doing this all wrong? ABSOLUTELY!

  8. Selling (no, not Marketing) Senior Living Services George Mason Mystery Shopping Study, September 15, 2014 by Emily Study 21% were offered brochure by mail only 42% offered specific ways to meet needs 38% asked for the name of potential resident 47% asked how caller heard about community No improvement since 2006 - Andrew Carle

  9. Selling (no, not Marketing) Senior Living Services 10-3-1 Rule

  10. Selling (no, not Marketing) Senior Living Services Dixie Sopes, mom/prospect Susan Kendall, daughter Mathew Sopes, son Lynette Cassidy, pharmacist/referral source

  11. Selling (no, not Marketing) Senior Living Services Marketing - the total of activities involved in the transfer of goods from the producer/seller to the consumer/buyer, including advertising, shipping, storing, and selling. Selling - to persuade or induce (someone) to buy something.

  12. Selling (no, not Marketing) Senior Living Services Seek first to understand, then to be understood. Stephen Covey The greatest hunger of the human soul is to be understood. St. Francis of Assisi (and Greg) …There is no greater agony than bearing an untold story inside you. Maya Angelou

  13. Selling (no, not Marketing) Senior Living Services So, are you a good listener? How would your significant other answer this same question? How would your customers answer this same question? Let’s see…

  14. Selling (no, not Marketing) Senior Living Services Michael Marlow Marketing and Sales Training Manager Life Care Services mmarlow@bellsouth.net 502.386.0005

  15. Selling (no, not Marketing) Senior Living Services

  16. Selling (no, not Marketing) Senior Living Services

  17. Selling (no, not Marketing) Senior Living Services 5 Atypical Behaviors Listen holistically Ask great sequential questions Take notes Be disciplined Be consistent

  18. Selling (no, not Marketing) Senior Living Services

  19. Selling (no, not Marketing) Senior Living Services Seek first to understand, then to be understood. Dr. Stephen Covey

  20. Selling (no, not Marketing) Senior Living Services Follow up questions

  21. Selling (no, not Marketing) Senior Living Services CHANGE YOUR BEHAVIOR – CHANGE YOUR LIFE! • Be atypical – no Sea of Sameness for you! • Be fully invested in a Dixie Sopes-type selling philosophy • Be a great listener and note-taker • Be a great sequential questioner • Be disciplined • Be consistent • Be all about the creative follow up • Be true to treating every customer/situation as unique • Be your customer’s best advocate • Be proud to be an atypical salesperson!

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