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What is Prospect-Centered Selling?

Our methodology is called Prospect-Centered Selling® and it’s at the core of everything we do at Sherpa. We’ve proven that there’s a better way to sell, a strategy that focuses on facilitating readiness for change rather than counting call-outs and tours. Instead, we cultivate relationships with our prospective residents and inspire change through small yet highly impactful advances.

After years of leading sales teams, co-founders Alex Fisher and David Smith discovered first-hand how this new approach to senior living sales increases conversions and occupancies in communities, no matter their size, care type or location. And the research shows that Prospect-Centered Selling is a better, more effective way to sell.

Give yourself the time and motivation to understand what your prospects are going through in this difficult decision. When you become their guide–rather than a salesperson–you can make a difference in their lives and help your community grow.

Key steps for Prospect-Centered Selling

  • Connect
    Clearly state your intention to help be a guide in the decision-making process. Build trust and show that you hear and understand what your prospect is going through.

  • Untangle
    Listen empathetically to your prospect’s concerns as well as their legacy and aspirations to understand where they are emotionally in the buying process.

  • Advance
    Use conversations and creative follow-up to make small steps that inspire your prospect to make a big life change.

  • Close
    When your prospect is ready to move, the relationship you’ve built will help you stand out. Prospect-Centered Selling is proven to increase conversions and encourage happier, healthier residents at your community.

Take the first step toward better sales.

Learn how Sherpa can lead you to better sales