October 29, 2024
You Control Two Things in Sales: Your Attitude and Effort
Success in sales comes down to two things: attitude and effort. In this Senior Living Minute, Nick Jasmon shares how top sales performers set themselves apart through compassion and empathy. By truly seeing prospects as individuals—understanding their unique perspectives and needs—sales professionals can build deeper connections and provide meaningful solutions.
You Control Two Things in Senior Living Sales: Attitude and Effort
Ultimately, at the end of the day, for any sales leader watching this, you can only control two things, and those are the only things you need to worry about: your attitude and your effort.
The biggest difference between top performers and those struggling to adopt the methodology we are looking for is compassion and empathy. If sales professionals can sit in the seat of the prospect and truly understand their perspective, everything changes.
For example, we may see a prospect as a woman in a wheelchair who hasn’t walked in years, but she sees herself as a ballerina. If we can see what she sees in the mirror and start to think critically—I’m talking to a ballerina, not just a 90-year-old in a wheelchair. How can I help this ballerina?—then we begin to dig deeper into what really matters to them.
The moment you step into that mindset, you become connected with the prospect. You are on the journey with them, and your approach transforms. No longer is it just a name, phone number, email, and address—it is a human being with a story, and that changes everything.