Our goal is to lead the industry forward, toward a sales process that aligns strategic, operational and human objectives while improving sales performance.
How do we do it? By building a total Sales Enablement Platform around the simple idea that senior living should not be sold like any other product. It should be sold in a way that recognizes and honors the life-changing decisions prospects and their families are facing and guides them through a logical decision.
Still a relatively new idea here in the UK, home visits have huge potential to boost a retirement living operator’s sales strategy. Home visits and other person-centred activities can help you address resistance and turn what feels like a rejection into an opportunity for change. The relationship isn’t over when you hear the commonly uttered phrase, ‘I’m not ready yet.’ There’s more to be learned, especially in terms of the very real emotions and objections surrounding the sale. The value of home visits We know that home visits can be time-consuming and expensive – there’s travel and you probably won’t want to show up empty-handed. They can also be highly intensive and a lot of responsibility for a salesperson, especially with COVID safety considerations. And at the end of the day, it can be awkward to ask to visit someone in their home. What if they say no? It’s encouraging to remember what we are trying to achieve, both for ourselves and the prospective resident who needs help. Rather than persuade, we are trying to facilitate understanding and help a prospect make a decision themselves. Our role as a sales advisor is to guide them through all aspects of the […]
3 Activities to Increase Occupancy in Retirement Living Sales-enablement platform Sherpa studied customer data from more than 100,000 senior living units across the United States to uncover the behaviours of top performing sales teams during 2021. Sherpa identified “Best Sales Performer” sales teams that achieved higher move-in ratios than the average. Three key activities where Best Sales Performers prioritise their selling time are: Home visits Creative follow-up Planning sessions These sales behaviours are an integral part of Sherpa’s “Prospect-Centred Selling” methodology. Best Sales Performers engaged consistently in these three activities and allocated more selling time in these areas than did the median performers. As a result, they had up to 2.4 times the number of sales across care types, including independent and assisted living. Here is a look at how top senior housing sales teams can sell more effectively. Home visits Some of the most valuable data to a team looking to increase occupancy is tracking how sales advisors spend their selling time. According to Sherpa’s 2021 Best Sales Performers Report, many sales teams underestimate the time and effort they’ll need to reach their occupancy goals. They also tend to overspend on marketing in order to generate more ‘fresh’ enquiries. […]
