"Imagine trying to inspire people who need help but who are actively resisting change. That is the essence of Heroic Selling."
In It's About Time!, David Smith chronicles his thirty-plus-year journey in senior living. He reveals how to turn deep-seated resistance into successful conversions. His field-tested technique, Prospect-Centered Selling(R), is based on a theoretical model adapted from the psychology of change. It's a strategy supported by data-driven metrics and a purpose-built CRM platform.
David's methodology is disrupting the universally accepted speed-to-lead paradigm. This book provides case studies and is a step-by-step guide that will show you how to double your close rates, drive higher occupancies, and achieve faster fills. It will not only boost your performance, but it will also help hundreds of thousands more people get ready for a new and vibrant chapter in their lives.
Be heroic. It's time. Come join us.
Language
Product notice
Paperback (trade)
Unsewn / adhesive bound
Dimensions
Height: 229 mm
Width: 152 mm
Thickness: 12 mm
Weight
ISBN-13
978-1-5445-2050-6 (9781544520506)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
David is a fearless entrepreneur, attorney, and real estate agent. At thirty-five, he became a developer, co-owner, and manager of The Gatesworth, McKnight Place, and Parc Provence, senior living communities nationally recognized for innovation and quality services. David spent decades studying the senior housing sales process at his own properties as well as dozens of third-party consulting sites. In 2014, he co-founded Sherpa, a SaaS-based CRM and sales enablement platform that brings empathy and the science of Prospect-Centered Selling(R) to life. David is passionate about teaching, training, and mentoring colleagues, including hands-on sessions in the sales office to ensure his approach stays fresh, effective, and compassionate.
