5 Steps To A Sale
In this step of a sale, you walk the prospect around the community.
Step 3 - The Show
These are the types of questions to ask when speaking with a prospect.
Open-ended
This is how many total apartments you have at your community.
(173 IL92 /AL 54 WSV 27)
Don't use the f word (facility), use this instead.
Community
This is what the each 90 refers to in 90/90/90.
90% of someone's first impression is made within 90 feet and 90 seconds.
In this step of a sale, you explain what sets you apart from the competition.
Step 2 - The Community's Story
When asking the prospect questions, it is very important to do this.
Active listening
This is your community's current occupancy today.
93% (budget is 94%)
Don't use activities to describe what goes on every day at the community, use this instead.
Programs
This form should be used to communicate basic information about the prospect to the CSD.
Inquiry Form
This step of a sale is the most important step and typically the longest step.
Step 1 - The Prospect's Story
After you've learned about the prospect, make sure you communicate these.
Key Differentiators
What types of apartments are most available in IL
Don't use room to describe where a resident lives, use this instead.
Apartment (or apartment home)
It is important for directors to do this when meeting with a prospect.
Tell them your role. Be yourself.
In this step of a sale, we might send a small meaningful gift.
Step 5 - The Follow Up
This is what prospects are doing/thinking when looking around the community.
Imagining what it would be like to live there.
This Director at your community has been with BVSL the longest.
Salma 6 years Franc and Mike 5 years
Don't use walk-in to describe someone who pops in for a visit, use this instead.
Visitor or Guest
A best practice is to follow up with inquiry calls in this time frame.
Within 2 Hours
In this step of a sale, you set the stage for a next step.
Step 4 - The Close
Instead of talking about features, talk about these.
Benefits.
This is how much revenue the community doesn't capture each month based on today's vacant apartments.
Approximately $99,000 ( 9 apartments x $11,000 weighted average MF)
Don't use "put" when describing a new resident joining our community, use this instead.
Move
When a prospect raises an objection, a recommended response is in this form.
Acknowledgement