4s
List all of the 4 impulse factors
Jones Effect
Indifference
Fear of Loss
Sense of Urgency
What can you rehash/ how do you practice rehashing in the field?
You can rehash other properties/locations, other products, other people who might benefit from the service.
Offer additional services that benefit the customer
What work habit is this?
Have a plan for your day and then a back-up plan. By putting effort into planning for your day the night before, you will maximize the time you have to make money. (ex: full tank of gas, extra materials, phone/ipad charged, territory planned out)
Be prepared
Respond to:
I'm busy
No worries, super quick, [Resume to the pitch].
Who was the first person to walk on the moon?
Neil Armstrong
Which impulse factor is effective because people don’t want to miss out on what others have?
Jones effect
What are the two parts of the introduction?
-SEE factors- Smile, Eye Contact, Enthusiasm
-Break the ice
What work habit is this?
Take accountability for your actions and be proactive. Effective managers take responsibility for their results and act instead of waiting for others to tell them what to do.
Take control
Respond to "I'm locked in a contract"
Something like...
That’s the best part about it, because I am here today Verizon will buy out the contract, just like we did for your neighbor “Mike”, so real quick, what’s going to be the best email?
Which country produces the most coffee in the world?
Brazil
Which impulse factor is "it's not a big deal"
Indifference
What are the 5 steps to an effective conversation?
Introduction
Short Story
Presentation
Close
Rehash
What work habit is this?
Make all situations a win/win/win. A win for our client, a win for our customer and a win for the company and the team.
Respecting the customer and client
What are the 3 Ts
-That’s exactly why I’m here
-That’s the best part about it
-That’s why everyone is choosing Verizon
What's the main ingredient in hummus?
Chickpeas
What impulse factor works because people are more motivated by the idea of losing out on something than the idea of gaining something?
Fear of Loss
Which part of the 5s is this?
-Sizzle the deal
-Keep it short and simple
-Paint a clear picture
Presentation
What great work habit is this?
Take advantage of the resources you have. Meet with the other leaders and managers, take initiative. Every day and every customer is an opportunity to advance your career.
Understand your opportunity
What are the 3 Fs
-I totally understand how you feel
-Your neighbor felt the same way
-They just found that… (hotspot)
What are the five original emotions in Inside Out?
Joy, Sadness, Anger, Fear, Disgust
Name at least two things you can do in the field to practice sense of urgency?
Saying phrases like, “it will take two seconds,” “real quick;” matching the customer’s tone and rate of speech; physically moving fast in the field; KISS and being prepared so it doesn’t take longer than it needs to.
What are the three parts to an effective close?
-Take control
-Assume the sale
-Close with confidence
List all of the 8 great work habits
Have and maintain a positive attitude
Be on time
Be prepared
Work a full day
Working the territory correctly
Respecting the customer and client
Understand your opportunity
Take control
What are the four ways you should respond to someone who "needs to talk to their partner" in order?
1. Totally understand, normally when people say that, they just have more questions or concerns, what questions do you have?
2. Call them
3. Text them
4. Summarize
In what country would you find Mount Kilimanjaro?
Tanzania