If I had to choose a word that describes this book, it would be
CHANGE. About 80% of deals are lost over the phone. Of those
prospects who do walk through our doors, we are losing 70-75% of
them. The industry needs a transformation, and we need it now.
People buy on emotions, yet the majority of us sell to the logic.
The solution is to stop worrying about the "money" side of the sell
and focus on the prospect. If you genuinely care about helping the
prospect, the "sell" will take care of itself.As a sequel to
"Selling at Combat Speed," Mike takes the same concepts and applies
them specifically to the senior living industry. In "Stop Selling
and Start Caring," you will be introduced to new concepts and
skills that will require you to change your current habits and ways
of thinking. The stories and statistics are real. The results are
real. The challenging yet rewarding journey is real. The
transformation of the industry starts with a personal commitment to
change. It will not be easy. You will fail along the way. Few will
reach their full potential. Those who learn how to fail and accept
failure as a natural stepping stone to success will be victorious.
The choice is yours and yours alone. Today is the day. Right now is
the time. Be bold. Be different. Choose to stop selling and start
caring.
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