Summary

In this episode of From Leads to Leases, host Jerry Vinci speaks with John Greaves, owner of Next Step Sales Management, about the innovative Senior Living Sales Practice Studio. They discuss the importance of sales training in the senior living industry, the need for role clarity among sales counselors, and how AI can enhance sales training by providing practice opportunities and measurable outcomes. Greaves emphasizes the significance of storytelling in sales and the collaborative approach to developing tools that benefit the entire industry.

Learn More:

• Connect with John Greaves
• Learn more about Next Step Sales Management and the AI-Driven Practice Studio

Takeaways

• Sales training is often misunderstood and undervalued in senior living.
• Role clarity is essential for maximizing sales performance.
• AI can provide a safe space for sales counselors to practice conversations.
• The Senior Living Sales Practice Studio allows for measurable outcomes in training.
• Sales counselors should focus on filling the revenue bucket, not other roles.
• Effective sales conversations require preparation and practice.
• Storytelling is a powerful tool in sales interactions.
• Sales counselors need to be subject matter experts in their market.
• Collaboration among sales coaches can enhance training tools.
• The future of sales in senior living relies on human connection and preparation.

Chapters

00:00 Introducing From Leads to Leases - a Senior Living Sales Podcast

01:41 Introducing John Greaves - Sales Training Expert

02:37 Choose a Sales Lane and Own It

03:41 Why Sales Training is Misunderstood

05:25 Sales Role Clarity and Overwhelm

08:51 The Ultimate Senior Living Sales Practice AI Studio

16:53 Customizing Sales Training to Your Team

19:16 Leveraging AI for Enhanced Sales Coaching

21:34 Creating Better Efficiencies in Sales Training

26:29 Collaborative Innovation in Sales Training

30:46 Why AI-Guided Sales Training is More Efficient and Effective

34:05 The Power of Collective Storytelling

37:15 Sharing Instead of Gatekeeping Innovation

41:33 The Future of Sales and Sales Training