Webster's
A reason to NOT buy that exists ONLY in the prospect and is usually based on inaccurate or insufficient information
What gives our beef a richer flavor?
extended 'grain feeding'
steak and roast has more internal marbling
What does it mean to be Efficient?
Don't have to redo anything
What does FAB stand for?
Features, Advantages & Benefits
objective of an appointment set?
SELL the APPOINTMENT-NOT the service
Price vs Value
Price is the amount you pay for something, value is what you get for the price you pay
How long do we age our beef and why is that important?
we age it for about 3 weeks 30 degrees (kills harmful bacteria) natural enzymes break down the muscle fibers
What does it mean to be effective?
doing the right thing the FIRST time and produces the intended result
What is it we sell?
--Better health
--convenience
--Better value
Do people have to be interested to be good prospects?
NO! They just have to be able to use what we're selling...
Getting them interested is YOUR responsibility
Two Reasons people don't buy
Either they don't believe you
Don't understand
What makes our chicken perfect?
processed fresh from premium birds--bivac sealed and blast frozen--
trimmed
not frozen and thawed before it's processed and doesn't lay around in a display case
What is the object of what we do (from a sales standpoint)??
Gain: Reorders and Referrals
What type of questions would you use to get information?
-open-ended
demand
hanging question
prospect
anyone who could benefit from a product or service
What makes our seafood the freshest in the Midwest?
Most of it is harvested in the ocean and cut into fillet and steaks and frozen ON the boat...within hours--
never been thawed and refrozen
Difference between a "trial program customer" and "full-service" customer?
Trial--first 6 months limited menu
Entire menu opens up, more tailored and a long term customer
When would you use a negative-reverse question and what would it sound like?
gain commitment (take away)...appt setting
First thing I do if the lead is a web referral?
Send inquiry email!
describe signing vs sold
signing is an act--being sold is an emotional process
Difference between the Spare rib and the baby back rib?
spare rib--comes from the belly, more fat
baby back--is leaner and off the loin
Out of 10 families that don't convert...how many units will we pick up?
9
What question form would you use if you need to take control of the conversation?
Alternate choice: yes/yes
KEY phrase to get in the door on EVERYcall
"Since you're not familiar with us, probably the best thing for me to do is just let you try some samples of our products and learn about the different options we offer; and that way you'll know whether Guaranteed Foods is something you'd have any interest in at all."