Your Approach to Sales Training

What is your current approach to sales training? If you are like ninety percent of the sales force out there, your focus is on the bottom line. You are seeing every person who walks through the door as a dollar sign. This is the biggest mistake you can make in selling to seniors.

Let’s be clear about this. If you do not have a passion for seniors and you do not care if seniors get the worst product out there, this is not the industry for you. In short, you can stop reading right now and move on. Rather than focusing on dollar signs, you need to focus on the person.

The main idea you need to grasp is that you have to stop focusing specifically on closing deals and making money. This benefits only you. When you put passion, caring, and actual attention into the sales process, your bottom line will benefit. However, you need to care genuinely. If you do, the financial aspect of your business will take care of itself. So, let’s focus on professional selling.

Professional Selling

When considering the sales profession as it is, we should agree on a working definition of selling. The process of selling requires the right person at the right time with the right solution for the right price, and the ability to recognize the right time to confirm or close the sale. This process is not as easy as it appears on the surface, especially when it comes to the close. Recognize that the sale is a process that will change every time. Just as every prospect is a unique individual, every sale is a unique process.

Professional selling is a learning process. It is not something that you do the same way every time. Each time you sell, you grow and develop your selling approach. It is a cumulative process. Imagine the new baby. He cannot just get up and walk. He must first learn to sit up, then crawl, then stand, before he can walk.

Senior Housing Sales Training

I challenge you is to put aside the way you have been selling and to improve your outlook. You are selling to real people! Are you ready to take your sales to the next level?  If so, you do not want to miss our 2 ½ day Senior Housing Sales Training Seminar.  Not only do we want to provide you with the best training experience, but we want you to have fun in the process. So, we have booked some activities that will make this an unforgettable event. And to top it off, the training is ALL INCLUSIVE!!! From the time you arrive at the hotel on Sunday night to the time you leave on Wednesday afternoon, leave your wallets in your pockets and purses.

Michael Miller is the President and CEO of Primo Solutions, LLC. Primo Solutions is the largest provider of mystery shopping in the senior living space. To learn more about Sales Training or our other services, visit
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