Summary

In this episode, Jerry Vinci discusses the three most common objections senior living sales teams face: cost concerns, fear of losing independence, and denial of the need for senior living. He provides strategies for overcoming each objection, emphasizing the importance of empathy, transparency, and value demonstration. Vinci also addresses the objections related to unexpected costs and comparing options. In addition, he explores the objections related to loss of independence, including decision-making, privacy concerns, personal routines, and home modifications. Finally, Vinci tackles the objection of denial of need and offers a six-step strategy for addressing it.

Takeaways

• The three most common objections faced by senior living sales teams are cost concerns, fear of losing independence, and denial of the need for senior living.


• To overcome cost concerns, sales teams should empathize with financial concerns, clearly outline cost structures, and demonstrate the value of the services provided.


• When addressing objections related to loss of independence, sales teams should highlight the variety of choices and flexibility available in senior living communities, share success stories, and offer trial stays or tours.


• To address the objection of denial of need, sales teams should start with empathy, educate potential residents and their families about modern senior living, customize the conversation to address specific concerns, share success stories, offer trial stays or tours, and highlight choices and flexibility.


• Transparency, empathy, and value demonstration are key in overcoming objections and building trust with prospective residents and their families.

Chapters

00:00 Identifying Common Sales Objections in Senior Living

01:39 Addressing Cost Concerns

02:13 Addressing Overall Affordability

04:26 Objections Due to Unexpected Costs

06:45 Objections over Value for Money

09:23 Objections over Financial Commitment

11:27 Objections when Comparing Options Or Lack Thereof

13:36 Loss of Independence Objection

14:00 Loss of Decision-Making

15:34 Objections Over Privacy Concerns

17:02 Objections over Established Personal Routines

18:25 Objections Due to Home Modifications

20:11 Objections Due to Denial of Need

24:22 6 Steps to Get Prospects to Say Yes