It doesn't take long in our industry to realize that EMOTION is what drives sales success and that mastering the art of the human connection is key. One of my favorite "sayings" is that people buy on emotion and justify with the facts. Often our prospects get overwhelmed in the facts and without addressing the driving emotions to get them unstuck the sales process can easily stall. Sometimes it's difficult to decide what you need to do in order to help the customer move forward in the process.

I use the simple formula:

"When it's a fact you go back and when it's an emotion you move forward."

In this video I share how this simple formula will help you better connect with prospects and residents and achieve greater sales success.

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William Nowell & ValueMatch Selling

William Nowell & ValueMatch PRO

Drawing on his 25 years experience in the Senior Housing Industry William J. Nowell continues to own and operate the most extensive Sales Training, Sales Management Consulting, Satisfaction Research and Mystery Shopping firm in the industry. A talented…


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Drawing on his 25 years experience in the Senior Housing Industry William J. Nowell continues to own and operate the most extensive Sales Training, Sales Management Consulting, Satisfaction Research and Mystery Shopping firm in the industry. A talented author and speaker, Will Nowell is best known for creating ValueMatch™; the heart and sole of the most simple, powerful and occupancy boosting sales system in Seniors Housing.

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