Cardone University
Tree Knowledge
Botanical --> Common Name
Objection Handling
Pricing
100

Step one of the Sales Process

What is fact finding? 

100

Distinctive hedge material known or it's "blue" foliage

What is Icee Blue Podocarpus? 

100

Dracaena trifasciata

What is Snake Plant? 

100

The creator of every objection and must take full responsibility for whatever objection

Who is me? 

100

Our delivery pricing

What is $200.00 or 6% of the Subtotal?

200

Name 3 of the 20 traits of a great attitude

What is Smile, show up early, stay late, problems = solutions, etc. 

200

Native to Argentina and Bolivia. It is a deciduous tree that grows 25-50'. Known for its Purple Blooms

What is Jacaranda?

200

Phoenix roebelenii

What is a Pygmy Date Palm?

200

Name 3 of the 6 types of objections

What are 

1. Internal 

2. External 

3. Valid 

4. Invalid 

5. Spoken 

6. Unspoken

200
Name 3 Items that are taxed and 3 items that are not taxed

What is....

300

Great sales people focus on _______ not ______.

What is Results, Effort?

300

Evergreen tree that grows to 15 meters. It is native to an area from the Peruvian Andes to southern Brazil. Contains bright pink "fruits"

What is the California Pepper?

300

Buxus microphylla

What is Japanese Boxwood?

300

Name 5 objections (from Cardone) in 60 seconds

Just looking

Price is too high

I'm not buying

I don't have time

We are shopping

I have bad credit

I have great credit

I don't have time

300

Mulch per square foot

What is $3-$4? 

400

Give me the 5/7 requirements to closing the sale

What are:

1. Decision Maker

2. Wherewithal

3. Sold on the Product

4. Believe in YOU

5. Confidence in the Product

6. Written Offer

7. Urgency

400

A thin-leaved deciduous hardwood tree of the genus Betula, in the family Betulaceae, which also includes alders, hazels, and hornbeams

What is a Birch? 

400

Dietes bicolor

What is Bi Color Iris?

400

Name 5 things objections can be about

What is:

Price, Terms, Contract, Product, Timing, The Company, You, Competition, Buyer uncertainty, Third party data, Confusions, and Lack of information

400

Price the order:

2 36" Fruitless Olives 

1 24" Sycamore

3 15g Wax Leaf Privet

Everything Installed and Delivered

What is:


Pre tax 6550

Delivery 393

Taxes 711.66

TOTAL - $7654.66


Will accept anything from as low as $5,877.98 - $7,654.66

500

Role Play a Sale w/ Adrian

...

500

A species of gymnosperm tree native to China. It first appeared over 290 million years ago. Fossils very similar to the living species belonging to this genus extend back to the Middle Jurassic times approximately 170 million years ago.

What is the Ginkgo Biloba?

500

Stachys byzantina

What is Lamb's Ear?

500

The 8 steps to handling objections

1. Commit

2. Responsibility

3. Define Real Objection

4. Identify Location

5. Identify Objection vs. Sales Process

6. Prepare until you can predict

7. Practice 'til you master

8. Work on Objections EVERY DAY

500

Complete the pricing chart in 60 seconds

JUST DO IT

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