4's
What are the 4 Factors of Impulse?
Jones Effect, Indifference, Sense of Urgency, Fear of Loss
What are the 5 Steps to a Conversation?
Introduction, Short Story, Presentation, Close, Rehash
What are the 8 Great Work Habits?
Have and Maintain a Great Attitude
Be on Time
Be Prepared
Work a Full Day
Work Your Territory Correctly
Respect the Customer and the Client
Understand your Opportunity
Take Control
What does LOA stand for?
Law of Averages
Name at least 2 of the 3 different ways that we can use Jones Effect throughout the conversation.
>Saying a SPECIFIC person's name that you previously signed up.
>Letting the customer know that you have been talking to neighbors in the area.
>Using a SPECIFIC person's name randomly in conversation (i.e. I know John, your next door neighbor loves the XYZ Football team - this creates relationships and uses JONES Effect)
What are some tools you can use in the introduction stage?
Icebreaker, SEE Factors, CPR, (Facilitator's Choice)
“Mary shows up to the office with a great smile and energy. She transfers that energy to her customers in the field and has fun during the entire day. She understands her results will come as long as she follows the system and stays positive” Which of the 8 Great Work Habits is this?
Have and Maintain a Great Attitude
What are the SEE Factors?
Smile
Eye Contact
Enthusiasm
True or False: A good way to maintain Indifference is to see a lot of people and remember Law of Averages.
TRUE
What are some things we want to accomplish during the "Now" side of the presentation?
Find hot spots, create problems with their current service, and create a relationship
“Sally got enough sleep last night, remembered to bring her polo, and made sure her tablet was charged to 100% before coming to the office” Which of the 8 Great Work Habits is this?
Be Prepared
What does CPR stand for?
Close/Creating a
Personal
Relationship
At what point of the conversation do we use Fear of Loss?
The close. We cannot use fear of loss before we have created impulse.
What are the 3 Q's in a short story?
Qualify Yourself, Qualify your Product, and Qualify your Customer
“Bob has successfully closed 3 sales by 5pm! He is excited about his current success but continues to stay until 7pm since his office works until 7pm” Which of the 8 Great Work Habits is this?
Work A Full Day
Our goal is to see more than 20 contacts each day.
TRUE
What is the difference between sense of urgency and fear of loss.
Sense of urgency has a time constraint while fear of loss has a opportunity constraint - i.e losing out on a promotion or price you are offering
What is the importance of the rehash step?
Reducing cancels and bringing up additional products that the customer qualifies for
“Karen greets a customer and the customer decides not to respond and keep walking. Karen decides to just smile and wish the customer a great day instead of responding with sarcasm or a distasteful comment” Which of the 8 Great Work Habits is this?
Respect your Customer and Client
How can we Take Control during the Close?
Ask questions like "When is the best day for installation?", "Is it your name on the account?", and "What is a good cell phone number for you?"