"Sit, Walk, Sit"
The most important part of the first "Sit?"
What is Discovery?
The number of personalized Discovery questions our sales teams need to be asking to gain full points
What is five.
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 23 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?
What brought you here today? or Tell me what you would like to accomplish today?
What is a good initial Discovery or opening question?
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
The 4th value in Eskaton's Mission, Vision, and Values that was recently added
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?
Tell me more...
What is a good open-ended question
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: Non-Profit Organization, High Standards of Care, Embracing Innovation, Community Impact, and Wellpath: Resident Experience Program
Would you like to meet today at 2pm or tomorrow at 10am
What is a time-based agreed upon next step
Generally, this is the best time for sales to discuss pricing and financial situation
What is the second "sit"?
Fear, Guilt, Denial, Sadness, Anger
What are RED words
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 time-based agreed upon 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 place community fee down
What is with a direct question?
Does this sound good to you?
What is a confirming phrase
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 Creative Follow Up