Over the past four decades, Gallup has done extensive research to understand what’s different about the world’s best performing sales reps compared to their more average counterparts. In the course of that work, Gallop has interviewed more than 250,000 sales representatives, 25,000 sales managers and more than one million customers.
By “the world’s best”, they mean sales representatives who are consistently in the top 25% — and often in the top 10% — of their company’s sales force. They found that the very best performers frequently sell between four and 10 times as much as average performers. Here are three common sales myths you should squash today.
3 Common Myths in Senior Living Sales
1) Senior Living sales is different than any other kind of sales
The fact of the matter is that buyer behavior within senior living has changed, but the desire to work with insightful, knowledgeable sales people that have their customer’s best interest in mind hasn’t. Unfortunately, for organizations that haven’t trained their sales teams on inbound marketing and sales strategies, a large majority of customer frustration comes from consumers that have done their research online, then who reach a sales counselor with poor discovery practices who regurgitates information they were already aware of.
2) Sales Coaching and Sales Training are the same thing
While most organizations have a sales training methodology, coaching in and of itself has typically only existed within the organization’s natural born leaders. While some managers may not possess the skills to be a naturally great coach, every organization should have a train the trainer program that equips the management team with the skills necessary to feel comfortable practicing, and providing feedback on core elements of your sales training program.
3) Following up too often makes me look aggressive or pushy
Truth be told, sales counselors who don’t know how to execute strategic follow up will be perceived as aggressive or pushy simply because their follow up calls lack purpose and focus on merely “checking in” or wanting to see if something has changed that has created urgency on the behalf of the prospect. Strategic follow up is an art and a skill that few possess naturally. Identifying an individualized plan for follow up with hot prospects can nurture the prospect and dramatically shorten the sales cycle.
Do any of these sound familiar within your organization? Eliminating common myths, and creating a culture that easily shifts with changes in buyer behavior may just be your chance to close the gap between vacant and occupied units.
For more information on our coaching and training program, schedule a complimentary strategy session with Michelle at Elite Business Systems today.