It’s About Time!: How to Grow Revenue with Prospect-Centered Selling

David's groundbreaking approach to prospect-centered selling was a watershed. His vision of translating the stages of change model to sales in the senior living industry gave us more effective and empathetic strategies for guiding older adults as they consider the next phase of their lives. David has a deep understanding of the psychology of change and his blueprint for purposeful sales tactics is a proven methodology to cultivate relationships, resulting in elevated sales. This is a must-read for anyone looking for an inspired sales culture!

About 10 years ago I was introduced to David and Prospect-Centered Selling at one of his training seminars. I was captivated. Of course, it was in going back to the community and beginning the practice of Prospect-Centered Selling was where the rubber met the road. We moved in 110 residents to a new community in just 13 months, in a crowded market. How? We slowed down, got to know people, showed empathy, listened, and did not sell a thing.

David Smith has put together, through research and time tested experience, the best ways to connect with seniors and walk them through the stages of change needed for them to make the decision to move into seniors housing and services. This is the BEST resource in the seniors industry for understanding what it takes to be the best guide for those wanting and needing answers.

This is a game-changing sales methodology that turns transactional or product-centered sales on its head. Built on connection, discovery, trust, navigating the psychology of change, and making small advances, this sales process is relatable to more than just the senior living industry. Not only does it feel good for the touchy feely types, but also has practical metrics and results for those who are numbers driven. Couldn't recommend more!

David Smith asked me to give a review for his book as a Resident of The Gatesworth. I attended David Smith’s Presentation at The Gatesworth for his book “It’s About Time.” The event was well executed. There was lunch for us and everything was color coordinated to match the cover of his book, cookies and everything were color coordinated to the color of the dust jacket of his book. He gave all of the Residents who attended the event copies of his book. David Smith gave a beautiful presentation. When it was over I congratulated him and his mother and I said to her how proud she must have been of her son. As I was sitting through the presentation I asked myself, “Why is this being presented to us as Residents of The Gatesworth? It would be better if this was presented to people in David Smith’s industry. Anyway David Smith personally asked me to give a review of his book so that is why I am giving this review.

What gets in the way of helping people buy is their fear of change and overall emotional resistance to a perceived loss of identity. This is a breakthrough book that explains the genesis of Prospect-Centered Selling, and the methods and metrics that guide sales professionals through a prospect's buying journey. I found it concise, well written, easy to understand and profound in its impact.

David’s book is all about person centered selling - creating relationships and truly caring about people to build trust and ultimately sell. It works wonders in senior living, superseding anything that traditional sales methods can do! This method has the potential to work in so many other industries.

David Smith is a genius in the senior living space! A must read to hear all about his Prospect-Centered Selling techniques and philosophies. They are like none other. Do yourself a favor..read this book-It's About Time!

This book is inspiring, it gives you an insight into the world of ageing. David Smith knows what he is talking about, he has had years of experience guiding senior adults in this voyage steep with nostalgia and re birth.Well done!!!