Rehearse Sales Skills like an Artist or Athlete

Senior living sales conversations require specific skills to balance the mission of helping older adults with the margins of running a successful community. The five key skills that senior living salespeople must master will make a difference in every conversation with families, seniors, professional referral sources, and community teammates. Whether you have worked in senior living sales for 5 years or 5 months, practicing these skills will focus you on what matters most to your customer and what will increase your conversions to schedule more next steps. Just like riding a bike or learning an instrument, receiving encouraging and specific feedback from a coach will help you immediately improve your skills that you use with your customers. Rehearse like the best to become the best!

  • Setting the Tone creates first impressions of confidence and competence that builds immediate trust creating a more productive and focused conversation.

  • Asking Questions helps sales people to gather the right information, learn the right details, and create the right understanding for that specific conversation.

  • Explaining Solutions demonstrates understanding and capability, personalizes the value to the customer, and clearly shows how the community will impact the senior and family.

  • Scheduling BEST Next Steps is the salesperson's job to help the customer move forward in the decision and increase sales conversions. Always schedule next steps!

  • Responding to Objections helps the customer to think and consider their concerns, improve the offered solution, and create an agreement of how to best move forward.

Rehearsals Features

What Makes Rehearsals Work?

  • Weekly Running Lines

    Who knows how to sell your community better than you and your Executive Director? Running lines with your Executive Director will ensure that you are working together to improve the sales conversations within the community using the key skill components each week. Weekly partnership and practice are crucial for community sales success.

  • Self-Rating & Coach Feedback

    Rating focuses on acknowledging accomplishments and identifying opportunities. By rating your rehearsal practice and receiving immediate and encouraging coaching feedback, you will be able to fine-tune your skills on the spot and use your new understanding with your customers the same day.

  • Hearing Examples

    Hearing examples of each skill can help create clarity of how the skill impacts the sales conversation. Listening to real recorded examples online and hearing peers rehearse their skills live provides several opportunities to hear how the skill works that can be used right away in conversations.

Course Curriculum

Take a Peek Behind the Curtain

  • 1

    Welcome & Warm-Up: Complete before the first call

    • Welcome to All About Them - Sales Skills Rehearsals (Watch)

    • How Will Rehearsals Run? (Watch & Read)

    • Course Outline of Six Weeks of Rehearsals (Read & Print)

    • Starting Metrics (Answer)

    • What is Running Lines? (Watch)

    • Rehearsal Quiz - How to Rehearse (Answer)

    • Get Ready for Week One (Watch)
  • 2

    Week One: Setting the Tone: Complete before the first call

    • Warm-Up: Setting the Tone (Watch)

    • Three Skill Components: Setting The Tone (Watch)

    • Audio Rehearsals - Two Examples (Read, Listen, Identify & Rate)

    • Common Mistakes & How to Avoid Them (Read)

    • Audio Rehearsal- David and Mary (Listen, Identify & Rate)

    • Rehearsal Quiz: Setting the Tone (Answer)

    • Running Lines: Setting the Tone (Watch & Print)

    • Rate Your Live Rehearsal Practice (Submit)
  • 3

    Week Two: Asking Questions

    • Warm-Up: Asking Questions (Watch)

    • Three Skill Components: Asking Questions (Watch)

    • Audio Rehearsals - Two Examples (Read, Listen, Identify & Rate)

    • Common Mistakes & How to Avoid Them (Read)

    • Audio Rehearsal - David and Mary (Listen, Identify & Rate)

    • Rehearsal Quiz: Asking Questions (Answer)

    • Running Lines: Asking Questions (Watch & Print)

    • Rate Your Live Rehearsal Practice (Submit)
  • 4

    Week Three: Explaining Community Solutions

    • Warm-Up: Explaining Community Solutions (Watch)

    • Three Skill Components: Explaining Community Solutions (Watch)

    • Audio Rehearsals - Two Examples (Read, Listen, Identify & Rate)

    • Common Mistakes & How to Avoid Them (Read)

    • Audio Rehearsal - David and Mary (Listen, Identify & Rate)

    • Rehearsal Quiz: Explaining Community Solutions (Answer)

    • Running Lines: Explaining Community Solutions (Watch & Print)

    • Rate Your Live Rehearsal Practice (Submit)
  • 5

    Week Four: Scheduling BEST Next Steps

    • Warm-Up: Scheduling BEST Next Steps (Watch)

    • Four Skill Components: Scheduling BEST Next Steps (Watch)

    • Audio Rehearsals - Two Examples (Read, Listen, Identify & Rate)

    • Common Mistakes & How to Avoid Them (Read)

    • Audio Rehearsal - David and Mary (Listen, Identify & Rate)

    • Rehearsal Quiz: Scheduling BEST Next Steps (Answer)

    • Running Lines: Scheduling BEST Next Steps (Watch & Print)

    • Rate Your Live Rehearsal Practice (Submit)
  • 6

    Week Five: Responding to Objections

    • Warm-Up: Responding to Objections (Watch)

    • Three Skill Components: Responding to Objections (Watch)

    • Audio Rehearsals - Two Examples (Read, Listen, Identify & Rate)

    • Common Mistakes & How to Avoid Them (Read)

    • Audio Rehearsal - David and Mary (Listen, Identify & Rate)

    • Rehearsal Quiz: Responding to Objections (Answer)

    • Running Lines: Responding to Objections (Watch & Print)

    • Rate Your Live Rehearsal Practice (Submit)
  • 7

    Week Six: Full Dress Rehearsal

    • Warm-Up: Full Dress Rehearsal (Watch)

    • How will YOUR Full Dress Rehearsal Call Run? (Watch)

    • Audio Rehearsal - David and Mary's Full Dress Rehearsal (Listen, Identify, Rate & Reflect)

    • Running Lines: Full Dress Rehearsal (Watch & Print)

    • Rehearsals Award (Print, Write & Bring to Final Dress Rehearsal)

    • Rate Your Skills with the Rehearsals Award (Submit)
  • 8

    Curtain Call: Knowledge Test

    • Ending Survey (Answer)

    • Final Knowledge Quiz - Open Book - What did you learn? (Answer)