Before a resident moves in, before they can experience all that a senior living community has to offer, their first impression is typically of the sales team. Relationship selling skills can help senior care marketers understand what is most important to the prospect and to differentiate their senior living community from the competition. Senior living training, like SeniorLivingU’s Relationship Selling DVD, introduces marketers to this proven technique.
What is relationship selling?
Think about the difference between an advisor and a salesperson. An advisor is associated with terms like trust and knowledge. A salesperson often has the connotation of someone who is pushing a product on a buyer. A hard sell salesperson urges a customer to act quickly. Relationship selling closes the sale by building a connection with the prospect through mutual trust and respect. While potential residents should certainly know about the fabulous features of the senior living community, by listening carefully, marketers can understand what is truly important to the potential resident.
Senior living training for relationship selling teaches techniques such as active listening, engaging with empathy, and building rapport. By using an approach that centers on relationships, senior care marketers set expectations for the compassionate care that potential residents will receive from the senior living community.
Enough about us, I want to hear about you.
Just as active listening is important to providing person-centered senior care, it’s a key component of relationship building and selling. According to the Harvard Business Review, “Active listening requires mastering many skills, including reading body language and tone of voice, maintaining your attention, and being aware of and controlling your emotional response.” Senior living training that focuses on relationship building, customer service, and person-centered care can help marketers, as well as the rest of the team, gain this valuable communication skill.
Of course, relationship selling in the senior care industry involves more than good communication skills. SeniorLivingU’s Taking Administration to the Next Level certificate program explores other aspects of marketing senior living communities, including the science of marketing, marketing in a saturated market, and coaching the marketing team.
Experts in senior living training
Developed by senior living experts, SeniorLivingU provides easy and convenient training for all levels of senior living staff and covers a wide range of topics. Formats designed to meet a your needs include classroom instruction materials, such as manuals and DVDs, and online learning through the Anytime Learning Portal. Relationship selling training packages include the Relationship Selling DVD, and the Next Level Administrator certificate program. To learn more, visit our FAQ page or contact us today.