March 10, 2025
The Comeback of Discovery Skills in Senior Living Sales
Discovery skills are making a comeback in senior living sales—and here’s why.
In this Senior Living Minute, Stephanie Sanderoff explores how COVID-era challenges shifted the focus away from discovery, leading sales teams to prioritize medical, paperwork, and regulations over understanding customer needs. Now, with a new generation of senior living professionals, the industry is returning to what truly matters—building connections and uncovering motivations.
Learn why rediscovering these skills is crucial for sales success in today’s senior living landscape.
Transcript: The Comeback of Discovery Skills in Senior Living Sales
One reason I think we lost focus on discovery in sales is the post-COVID world we live in. Everyone is tired of talking about it—and we should be because it’s in the past.
During that time, we hired many professionals new to senior living, and we had to adjust and adapt. The focus shifted toward medical needs, paperwork, and regulations, driven by state requirements. As a result, we lost sight of what truly matters—understanding the customer.
But now, I believe we’re making a comeback. We are hiring more professionals who only know senior living post-COVID, which is actually a good thing. This shift allows us to refocus on discovery skills, ensuring that our sales teams prioritize connections, conversations, and truly understanding what prospects need.
That’s why I believe we are exactly where we need to be.