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
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