5 hrs 6 mins | BUSINESS and ECONOMICS | Sales and Selling“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...
“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.
| # | Title | Duration |
|---|---|---|
| 1. | Opening Credits |
0 mins 13 secs |
| 2. | Advance Praise |
1 mins 30 secs |
| 3. | Dedication |
1 mins 33 secs |
| 4. | Foreword |
6 mins 12 secs |
| 5. | Introduction |
16 mins 23 secs |
| 6. | 1. There Is No Place Like the Old Folks Home |
22 mins 28 secs |
| 7. | 2. Confronting Emotional Resistance, One Prospect at a Time |
34 mins 12 secs |
| 8. | 3. Vital Behaviors That Drive Conversions |
16 mins 46 secs |
| 9. | 4. It's About Time in the Selling Zone |
18 mins 43 secs |
| 10. | 5. Connect and Build Trust with Empathy |
39 mins 53 secs |
| 11. | 6. Untangling and the Psychology of Change |
37 mins 23 secs |
| 12. | 7. Advancing Toward "Ready" |
33 mins 38 secs |
| 13. | 8. Purposeful, Proactive Planning for Next Steps |
28 mins 28 secs |
| 14. | 9. High-Impact Tactics |
36 mins 36 secs |
| 15. | Conclusion |
5 mins 54 secs |
| 16. | Acknowledgments |
2 mins 47 secs |
| 17. | Closing Credits |
0 mins 30 secs |
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