I'm sitting hear at the desk in the Guest Room of one of my client's communities working on my upcoming seminar, and I'm working on the issue of Overcoming the Price Objection. As I think about all of the discounting I'm seeing today in the senior living business, including Independent Living and Assisted Living, I'm hoping that the senior living industry does not follow the auto industry into the "cash rebate debacle" that has so damaged the auto industry. If our sales people don't learn how to sell value and have the skills and determination to learn the skills of selling at your fair price, the "easy sell" of giving away the store will ruin this industry, as it looks like might happen to the US auto industry. Our leaders should work as hard on training their sales people and their ED's and General Managers on how to sell at fair prices as they do on figuring out what discount to offer! What do you think?
posted by Rick Hunsicker at
9:26 PM
2 Comments:
I couldn't agree with you more, Rick. With today's economic challenges, sales professionals are relying on incentives to pave the way to easier sales. Without discounting the financial changes in many seniors portfolios and home values, it still remains an emotional decision. Success depends on nurturing the relationships and uncovering the need of those we sell to. Let's dig deeper and exhaust our skills before offering the discounts.
Thanks for your comments in response. So many sales professionals need to sell value before they sell price.
One of my favorite responses to the price issue from a prospect is to ask them, "Mr. Jones, could all of the residents that live here now be wrong about the value they receive?"
That usually puts their price concerns in perspective.
Post a Comment
<< Home