by John Greaves | Feb 25, 2016 | Coaching, Sales Improvement
This is the first in a series of four articles about the building blocks of sales success. These ideas are typically presented as a discussion during a Greaves Marketing small-group sales training seminar. I have used this presentation format many times over the last...
by John Greaves | Feb 23, 2016 | Coaching, Sales Improvement
Any Senior Living CRM system has a task labeled “Tour,” but not everyone is fully aware of what it means to complete one successfully. I’ve had questions about that lately, so here is my take on what it means to tour a prospect successfully: If...
by John Greaves | Feb 11, 2016 | Coaching, Sales Improvement
A long time ago, I had a conversation with a struggling sales counselor. They were frustrated that a prospect who seemed like a great fit had broken off the conversation and wouldn’t respond to calls. It turns out that the prospect had some objections, but each...
by John Greaves | Feb 6, 2016 | Coaching, Consulting, Sales Improvement
I was introduced to Dr. Carol Dweck’s concept of Growth Mindset versus Fixed Mindset several years ago and it has made its way into practically every aspect of my life. This simple, but powerful, concept broadly divides behaviors and thought patterns into two...
by John Greaves | Feb 4, 2016 | Brand Building, Coaching, Consulting
I sat in on a morning “stand up” meeting at a client community today, and they ended their meeting (and started the workday) with a recitation of the company vision statement led by a department head: “Our Vision is to create a radiant organization...
