Marlimar
What should you click to close out boxes for everyone?
End Conversation aka dude with X
What are Brian's objection steps?
I understand
Repeat Objection
Make it Bigger
Overcome
Set the Appointment
What four after-work tasks need to be completed prior to leaving for the day?
Confirmations, Street Views, Address Verified, and Appointment Notes Formatting
What is our weekly demo goal?
85%
When experiencing adapter issues, what steps should you take prior to reaching out to management?
Restart your computer & clear cache & make sure partitioning is disabled. This should take 5-10 minutes max and if still not resolved, submit an IT ticket and notify management immediately
What messages should you not respond to?
Demo-no-sale (DNS) & Upset Customers
What are some great things to say to rebuttal "Not Ready Right Now"?
"Our quotes are completely free and are good for 1 full year. Getting a quote now will give you an idea of what you'll need to budget for in the future"
"any particular reason you're looking to hold off on your project?"
What should you never edit? Why?
Lead source - this will trigger a new marketing opportunity, hence prospects getting double calls.
Extra info: always make sure when building a new prospect file that one does not already exist. If there are multiple files that means we will have multiple MOs, hence getting double called.
What is the agents most important KPI? What is our goal?
Scheduling <2 days outs. Always offer today & tomorrow appointments. 25% is our ultimate goal. 35% is our current target goal.
What is the first step when handling confirmations (excluding Sundays)?
Calling unconfirmed slot 3/4 appointments and canceling them in Salesforce.
This does not apply to Sunday because we don't run leads on that day.
What box do you need to select to send a new text message? What else should you select prior to sending?
Custom box & change location to format the correct area code
What is our current promotion? and can we use it to rebuttal objections?
Yes, we can use this as a hook. 75% off installation plus 0% financing for 2 full years plus an extra 5% off their entire order with the VIP coupon code SUMMER24!
What is referred to as a "timer" and controls cadence?
Marketing Opportunity
What keeps your manager employed?
Holding agents accountable. Filling the schedule. Following protocols. Having a stellar personality (exceling at that one).
What is our time cut off for same day 6pm appointments?
3pm
What action should you take prior to responding to a cancel/reschedule text message?
Result the appointment in Salesforce
When you don't rebuttal, how much money are you throwing away per lead?
$160
Per FCC regulations, how long after a lead is submitted do we have to contact them?
90 days was the old rule
As of last week, we opened up ours up to 180 days. Let's take a moment to discuss our "older inquiry scripts".
What is our appointments set daily goal?
175
What is our foundation?
Adaptability
What time do the appointment confirmation texts deploy?
10am daily
If our rebuttals are strong and we combat objections, what is our what is our appointment goal per market daily?
15 per market or their capacity number if lower than 15. We also have our stretch goals - if the market can take more than 15 appointments in 1 day.
Example: 12 if they don't have enough reps available.
What is the most important thing to check when scheduling an appointment?
Zip List
If we don't check this, we can schedule an appointment that is out of our service area. This gives the prospect false hope and blocks a slot that can be filled by a qualified lead.
What does each letter of RESPECT stand for?
Responsible. Enterprising. System-Driven. Positive. Empathetic. Customer Focused. Team Player.
What sometimes seems useful but is actually harmful?
Not deferring to the flooring specialist and oversharing while on the phone with the prospect. We want to sell the appointment, not the flooring.