Sales Proficiency Shops

These are random or targeted visits conducted by our shoppers to help determine how effectively your team responds to inquiries for new patients or residents. Generally, these are performed for senior living communities, assisted living facilities, private treatment centers, and nursing homes. We present as a family member of a loved one in need of care or a place to live. We evaluate the chronology of the sales cycle to pinpoint strengths and weaknesses, for example:

  • First Impressions
  • Building Trust/Empathy
  • Listening Skills
  • Determining Needs
  • Relating to Prospect
  • Presenting Solutions
  • Closing
  • Follow-up
  • Lasting Impressions

The phone shop is typically followed up by an on site shop to critique the sales person’s skill at conducting a tour. The shopper also rates the cleanliness and overall appearance of the facility and then provides a detailed report with scorecard, audio/video documentation, and detailed narrative.

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