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It’s About Time!: How to Grow Revenue with Prospect-Centered Selling
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About It’s About Time!: How To Grow Revenue With
Product Description “Imagine trying to inspire people who need help but who are actively resisting change. That is the essence of Heroic Selling.” In It's About Time!, David Smith chronicles his thirty-plus-year journey in senior living. He reveals how to turn deep-seated resistance into successful conversions. His field-tested technique, Prospect-Centered Selling®, is based on a theoretical model adapted from the psychology of change. It’s a strategy supported by data-driven metrics and a purpose-built CRM platform. David's methodology is disrupting the universally accepted speed-to-lead paradigm. This book provides case studies and is a step-by-step guide that will show you how to double your close rates, drive higher occupancies, and achieve faster fills. It will not only boost your performance, but it will also help hundreds of thousands more people get ready for a new and vibrant chapter in their lives. Be heroic. It’s time. Come join us. Review "This is a powerful book, a breakthrough on the power of empathy and connection in doing the essential work of selling possibility and hope." -- Seth Godin, best-selling author, This Is Marketing "David A. Smith has written an extremely important and practical book that should be a must-read for all senior living professionals, not just those involved in marketing and sales. With more than 30 years of success as an owner, operator, and consultant, Smith provides the reader with unique and profound insights about our customers. This book will enlighten all, even those who have worked in the profession for many years who think they understand all they need to know about selling to seniors." -- David Schless, President, American Seniors Housing Association, Washington, DC "David Smith is a giant in the senior living sales space. He invented Prospect-Centered Selling (PCS) to show our industry how to sell people a product they really didn't want, and I mean REALLY didn't want, but one they desperately needed. Because of Prospect-Centered Selling, we improved our sales closing ratios, and our sales consultants found a new fondness for the sales process. It gave our sales consultants purpose. David insisted that we connect and build trust before offering solutions. Above all, we shouldn't rush the process, because trust is built over time, and trust is the secret sauce to senior living sales success." -- Richard Westin, CEO, Agemark, San Francisco, CA "I am an owner and COO of Charter Senior Living. I was first introduced to David years ago at a national conference. His concept was to invest more time with prospects, doing home visits, creative follow-ups, and aligning with the prospect. It was different than any other sales approach, and at the time David was perceived as a rebel in the industry. Many executives just couldn't make a paradigm switch to PCS. I took a leap of faith and adopted PCS. I have never looked back. I brought Prospect-Centered Selling everywhere I went and within three to four months, I saw increases in sales conversions and move-ins. Communities that were averaging two to three move-ins per month were able to nearly double their results. I want to thank David for never giving up on his vision. With this book, his tenaciousness and desire to change the way we sell in senior housing is coming to fruition. I now hear many organizations talking about Time in The Selling Zone, home visits, case studies, and creative follow-ups. You did it, David. You changed the way we are all selling in the industry." -- Jayne Sallerson, Partner, Chief Operating Officer, Charter Senior Living, Boston, MA "David is a visionary in the senior housing field. I had the pleasure of working in the trenches to learn from him while he filled communities in both Chicago and Texas over 20 years ago. Since then, I have incorporated many of his philosophies and techniques into my own consulting and coaching style. I highly recommend his sales approach and his book." -- Kristin Kutac
