Questions from an Interview
How is the territory determined?
assigned leads where there have been updates with AT&T. Manager will assign. Will always be sure the person feels comfortable about where they are working. ideally close to where we live, in areas where we can relate
Your trainee says he/she is too nervous to even do the intro & short story on his/her first day. What do you do?
Relate by telling personal stories, practice in between leads, empower & build confidence with small accomplishments, most importantly - say the EXACT same thing at every single door
What is your route name for today?
Testing to see if you have routed your territory...
Above ALL ELSE, what is the # 1 thing I want someone to take away from training with me?
my example: work ethic & attitude.
What kind of training will I get?
IF YOU ARE OFFERED A POSITION, the training is very thorough. 1 week virtual, 1 week hands on training seeing & participating in actual presentations, then leadership development
A trainee asks you "How close are YOU to getting promoted?"
talk honestly & openly about where you are and have you have learned.
What are the 3 things we want to accomplish in the Now side of the presentation?
Create problems, find hot spots, create a relationship
iPad (charged), route routed, polo, badge, bill pres, apps, leave behinds, loop times, first knock last knock, where to park
Rebby.
Kidding. whoever answers first gets this one
The trainee shows up to the field looking very 'rough' - shirt not ironed, untucked, etc.
Explain importance of image for the type of sales that we do, ideally have extra shirt, brush hair in front of them, help them get it together
Name 3 things you can do to avoid early objections.
No pause in between intro & short story, image, SEE Factors, Jones Effect, speaking loudly & clearly
On someone's first day solo in the field, what are 3 "mentality" points we want to be sure they focus on?
Actions vs. Results, Today is for us to see how well we trained you, 3rd day out 'solo', will go back in team to be sure you aren't selling just based on personality & using system, call is all day with questions
Is this commission?
We are paid based on how much we help the customers. Short term sales cycle, so we close sales everyday. on average, we'll do 10 presentations per day, 2 sales per day
Trainee asks you "How much money do YOU make each week?"
Be honest, will hold you accountable to your results, show production, explain law of averages, be a great example of the system. think about the reason why they are asking.
Name 3 things you can do to avoid late objections.
Push the pain (get specific) with the questions on the Now side of the presentation, say the customers name a lot during the New side of presentation, say the word today during New, Assume the sale by asking questions for closing statements
Other than practicing the pitch, what should I talk with trainee about in between doors?
Get to know them! figure out what is important, what they want out of life! to help them get those things
Is this door to door?
While training, after overcoming at least 2 late objections, the customer asks for your phone number. What do you do?
do not give out your phone number! sets the wrong example!
Name 2 ways to use Fear of Loss in the New Side of the presentation
"Today" and "While I'm out here today"
What are 3 things you can look for on a rep daily breakdown to coach people on your team?
First knock, last knock, time in between no answers, time with presentations (4 minutes from previous lead with a Presentation/Not interested shows we can build more value), loop times, in/out of tolerance, notes