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 and helps to reframe the senior living community sales process into a partnership between the sales professional, the family caregiver and the senior.
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 CRMplatform.