Using a prospect-centered selling approach, senior housing consulting firm One On One LLC, St. Louis, has developed a proprietary customer relationship management (CRM) platform to increase sales potential.
Built with the help of Integrity, a national web consultancy, the cloud-based system, called Sherpa, goes beyond simply gathering facts and dictating quotes. It also creates a holistic profile of prospective residents, allowing sales representatives to overcome possible emotional barriers or decision-making delays. As a result, the company says, sales consultants can achieve better visit-to-close ratios. The system also offers a built-in coaching center which allows sales people to access proprietary counseling resources, ideas and best practices.
"Each person’s unique life experiences and feelings about aging play an important role in how they view the idea of moving to a senior community," said David Smith, founder and principal of One On One, in a press statement. "Using principles derived from the psychology of change, prospect-centered selling helps build trust, make stronger connections and inspire seniors to seek a better quality of life. Sherpa guides professional senior housing sales counselors through the process of tracking conversations, gauging ‘readiness’ for change and tracking relevant change oriented metrics all of which drive better sales results."
The system also offers a built-in coaching center which allows sales people to access proprietary counseling resources, ideas and best practices.