The Masterpiece Secret: A New View on Getting to a Prospect’s True Value System
Breaking the “I’m not ready yet” barrier.
We’ve all heard it at some time. If you’re in any area of senior living you’ve heard it from an otherwise perfect prospect for moving into your community. Those in sales have felt it most acutely. After a veritable symphony of conversations, tours, calls, Q&A sessions, they arrive at a crescendo only to have it fizzle with the words “I’m not ready yet.” The words are a disappointment at least, a threat to your occupancy and bottom line at worst.
It’s a perfect fit for their lifestyle and next phase of life desires. So how can you convince a prospect of the soundness of a decision to move into your community? In order to do so you may need to take a step back and discover what their true values are.
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