Senior Living Discounting
I’m sitting here at the desk in the Guest Room of one of my client’s communities working on my upcoming seminar, and I’m working on the issue of Overcoming the Price Objection. As I think about all of the discounting I’m seeing today in the senior living business, including Independent Living and Assisted Living, I’m hoping that the senior living industry does not follow the auto industry into the “cash rebate debacle” that has so damaged the auto industry. If our sales people don’t learn how to sell value and have the skills and determination to learn the skills of selling at your fair price, the “easy sell” of giving away the store will ruin this industry, as it looks like might happen to the US auto industry. Our leaders should work as hard on training their sales people and their ED’s and General Managers on how to sell at fair prices as they do on figuring out what discount to offer! What do you think?