The Psychology of Sales in Long Term Care Facilities

After completing this course, you should be able to:

• Define concentrated demand
• List the steps to the Business Management & MBA buying process
• Identify the different types of client needs
• Recognize the different purchasing decision types
• Recall how individual clients different from Business Management & MBA clients

Students, aspiring professionals, Interns, executives etc.

Basic English and computer literacy required

Contributes to Professional and technical skill development in this area

IACET endorsed printable certificate on scoring 80% pass

No Business Management & MBA survives long without customers, so attracting and retaining your clients and residents over time is very important. One of the bigger mistakes senior housing facilities make is failing to train their salespeople for the context. Taking the time to understand your clients and using this information to exceed their expectations helps build your facilitys service level, leading to long-term relationships. Understanding the psychology behind the buying process is an important part of developing long-term client relationships. This course discusses the differences between buyers, steps to a purchasing decision, and the needed communication skills for anyone involved in sales.

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