"Sit, Walk, Sit"
The most important part of the first "Sit?"
What is Discovery?
Kristin G. and Zach M. both have this tendency
What is a Questioner?
This question helps us start the conversation in Discovery
What is Tell me more about your situation?
Eskaton Meaning
What is "Dawn of a new Day"
Currently at around 18 percent with a goal of 30 percent
What is our current average tour to move-in ratio's
This person is considered the most important part of the Sales team
Who is the Receptionist or Concierge?
"You can't make me, and neither can I"
What is a rebel?
Name at least 3 topics that need to be discussed in relationship building/needs development
What are: Lifestyle, Interests, Health, Social Needs, Emotional Needs, Family Dynamics, Financial Considerations, Decision-Making Process
What is Empowerment
These can help create URGENCY for end of month signing if needed and approved
What are incentives
This form is located in the "Resources" section of the sales Playbook
What is The First Impressions Checklist?
Meets outer expectations, resists inner expectations
Who is an obliger?
Name 2 open-ended questions on interest
What are: What are your hobbies and interests? What brings you great joy? What are some of your interests past, present, and future?
Name 3 Eskaton Points of difference
What are: CommunityLongevity/Reputation/Satisfaction scores, Commitment to Care, Eskaton Foundation/Non-profit, Commitment to Technology, Wellpath programming
Would you like to meet today at 2pm or tomorrow at 10am
What is a clear next step
Generally, this is the best time for sales to discuss pricing and financial situation
What is the second "sit"?
What is obliger rebellion?
This is the question sales should ask in the 3rd step in the systematic sales process for overcoming objections that helps uncover the prospects RED word(s)
What is How does this make you feel?
An Eskaton Point of Difference that is important to everyone
What is Commitment to Care
2 reasons why clear next steps are important
What are: Avoid Missed Opportunities, Improve Projections Accuracy, Increase Prospect Engagement, Reduction in any Misunderstandings
This is how sales is trained to ask for the Business/sale
The writer of the book "The Four Tendencies"
Who is Gretchen Rubin?
Creating a relationship focused on time with prospect, good open-ended personal discovery questions, creative follow-up, and planning sessions
What is prospect-centered selling
The year and place that Eskaton Started
What is 1968 and American River Hospital in Carmichael
2 of the most important tasks RLA's can do to increase tour to move-in conversions
What are: Build a relationship and Follow Up