• Menu
  • Skip to right header navigation
  • Skip to main content
  • Skip to primary sidebar

WelcomeHome Software

Providing a better CRM for Senior Living operators

  • Why Us
    • Integrations
  • Pricing
  • CRM Buyer’s Guide
  • About
    • Our Story
    • Blog
    • Press
    • Join Us
    • Terms
  • Request a Demo
  • Take a Tour
  • Sign In
  • Why Us
    • Integrations
  • Pricing
  • CRM Buyer’s Guide
  • About
    • Our Story
    • Blog
    • Press
    • Join Us
    • Terms
  • Request a Demo
  • Take a Tour
  • Sign In

Sales Tip of the Month: Asking the Hard Questions

March 3, 2021 //  by Welcome Home Software

In last month’s blog titled “More Than Just Another “Salesperson””, we touched on asking the prospective resident and their loved ones questions to find out the specific need that prompted them to pick up the phone or come in for a tour. This month, we’ll take a closer look at asking those questions that may feel too personal or uncomfortable, but are necessary to paint a complete picture of why the individual is considering the move to senior housing. 

Why should we ask questions that may feel pushy or uncomfortable? Two reasons: First, they help us to build the relationship with the prospect; tactfully asking the tough questions and having thoughtful responses to the prospect’s answers establishes a connection on a deeper level. Second, we uncover the prospect’s needs, helping to move them further along in the senior living sales cycle, and helps you to close a sale and increase occupancy. Here are some of the most challenging questions to ask and the benefits of asking them:

How Do You Feel About Moving to Senior Living?

Asking a prospective resident “How do you feel about moving to senior living?” is an opportunity to dispel any preconceived idea they may have about moving to your community. It’s most likely that they’re going to respond with an objection like:

  • I don’t want to.
  • I’m not ready right now.
  • I don’t want to leave my home.
  • I don’t want to live with old people.
  • I don’t want to move to a nursing home.

However, each of these objections sets you as a sales counselor up to dig deeper and find out why they even inquired about your community. Let them know you understand, and that so many of your happy residents had similar concerns at first. Then ask them, “So why are you considering a move?” and you’ll begin to get to their needs. 

What Is Your Greatest Concern?

“What’s your greatest concern?” when asked appropriately as an open-ended question with a pause for the person to answer, really taps into the emotion of a move to senior living. Some sales counselors shy away from that because it can get into an uncomfortable area of emotions. Don’t be afraid to go there with them; their sharing their emotions with you about moving to senior living is a sign that you are building their trust in you as an advisor in their path toward a decision to move. 

(To An Adult Child of An Older Adult:) Is Your Parent Aware You’re Looking?

A grown adult child of an older adult may have many conflicting thoughts and feelings about shopping for senior living, it may feel like they’re going behind their parent’s back. This is an opportunity to strengthen your relationship with them. Ask them, “Is your parent aware you’re looking?” If they answer no, you can help to dispel those guilty feelings by assuring them that they’re doing the right thing. Follow it up with “How do you think your parent will react when they find out you’re researching senior living?” Assure them that this is a big life change, that many older adults initially reject the idea of moving, but that you are there to help. 

The ability to ask the hard questions is a sign of confidence in your abilities as a sales counselor. Don’t be afraid to ask the personal or uncomfortable questions. Considering a move to senior living is both emotional (for the older adult) and logical (for the adult children), so being prepared to ask – and being comfortable with asking – the hard questions is crucial to sales success in senior living. The hard questions are necessary to paint a complete picture of why the individual is considering the move to senior housing, identify their needs, and move them closer to eventually becoming a resident in your community.

These are just a few examples of the hard questions, but there are many others. Have a discussion with your leadership team about which ones are being asked and the results they get in moving the relationship with the prospect forward toward an eventual move-in.

Category: Sales TipsTag: close a sale, increase occupancy, senior living sales

Previous Post: « Learning from a Bookshelf
Next Post: Why We Do This »

Primary Sidebar

Recent Posts

  • 5 Ways WelcomeHome Software CRM Helps Senior Living Communities Improve Resident Satisfaction
  • WelcomeHome Releases 2022 Year In Review, Report On Key Senior Housing Trends
  • Why WelcomeHome’s Onboarding Process Is the Key to Effortless CRM Implementation and Long-Term Success
  • How WelcomeHome’s Integration with PointClickCare Benefits Your Senior Living Community
  • Storing Sensitive Data in Senior Living: Safeguarding Information with SOC 2

Archives

  • March 2023
  • February 2023
  • November 2022
  • October 2022
  • September 2022
  • July 2022
  • May 2022
  • April 2022
  • March 2022
  • February 2022
  • January 2022
  • December 2021
  • October 2021
  • September 2021
  • August 2021
  • July 2021
  • June 2021
  • May 2021
  • April 2021
  • March 2021
  • February 2021
  • January 2021
  • September 2020
  • July 2020
  • June 2020
  • May 2020
  • March 2020
  • February 2020

Categories

  • Blog Post
  • Integrations That Just Work.
  • Made Easy. Made For You.
  • Message from the CEO
  • No Place like WelcomeHome
  • Press Release
  • Results That Matter.
  • Sales Management
  • Sales Tips

Want to see more?

Take a quick tour of some of the amazing benefits of WelcomeHome, then schedule a demo with our team to learn more. We are looking forward to speaking with you soon!

Take a Quick Tour
https://www.welcomehomesoftware.com/wp-content/uploads/2023/01/cropped-WH-3000x3000-2.png

Product

  • Overview
  • Pricing
  • Integrations
  • Request a Demo
  • Blog

Download the App

Get it on Google Play - WelcomeHome CRM for the Senior Living Industry
Download - WelcomeHome CRM for the Senior Living Industry from the App Store

Contact

  • Email Us
  • (800) 980-8661 (General Information)
  • (866) 931-1640 (Support)
  • Contact Us
  • Sign In

© 2023 WelcomeHome Software. All Rights Reserved. | Site Map | Privacy Policy