Selling to anyone, particularly seniors, requires skills and training. Someone recently asked me if the techniques we are teaching (the 10 steps to Sales Success Selling To Seniors) are manipulative. My answer, was a resolute, “No!” Selling as a profession requires the sales person to carefully listen to the customer … allowing them to get a true sense of the prospects TRUE needs. That’s particularly difficult when selling senior housing or retirement communities to retirees. Why? Because no one really WANTS to move from their house. Usually, there is a need. And no matter how real that need is, the sales team needs to fight through 50 years of memories and inertia. That’s not easy. But, when done with a real love for seniors, you are doing one of the greatest services any sales person could ever do. I am very thankful for the sales person who helped my parents move into a continuing care retirement community (CCRC). Helping them make that decision, dramatically improved their lives.

Note: If you’re new to this blog and would like to start Sales Success Selling To Seniors from Step 1, click here.

Now, my mature market friends, we are on the last two steps of  our call, ”the recap” and “reciprocity.”

Step 9: The Recap

This is where you repeat what they have committed to.

“So, John, let me recap. You’ll be here on Thursday at 10:30. Is that correct? (Pause, wait for “yes”)

“Yes.”

Bingo. Once a prospect publicly agrees or says something out loud, they are much more likely to hold to that agreement. This is called the principal of consistency. That is why, your close to the call is so important. You want them to acknowledge their commitment.

“John, it was great speaking with you today. I’m really looking forward to meeting you!”

Be polite and energetic when completing the close above BUT do not “thank” them for their time. They did not do you a favor. We want the principal of reciprocity to remain in our favor.

Step 10: Reciprocity

After you hang up, you will send a customized note or gift to the prospect. By doing this, you are showing the customer that you were truly listening to them … so much so, that you know an appropriate note or gift to send them. This will again reinforce the principal of reciprocity, building the relationship between you and your customer even stronger (reciprocity is merely when someone does us a favor first, we feel obligated to return that favor with another favor … and it does not matter how small that favor was, we feel indebted until we have returned a favor). What’s empowering about reciprocity, is that we are rewarded for sharing … for caring.

In closing, remember the essence of these steps is to PRACTICE listening and caring. If you do so, we will see your sales climb!

PS      I hope to see you at the LifeSpan Conference this week in Ocean City, Maryland. My team and I will be at booth number 63.

Additional Resources:

www.Mature-Market-Experts.com

Love and Company

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