4s 5s 8s
EXPLAIN Jones Effect using WHAT HOW & WHY
How we use it- The whole is going to BWW tonight; you should come too; Your neighbor Nick P with the chickens is also recieving green energy
Why- people don't want to be the first or last to the party; people like being around/taking part in what everyone is doing
WHAT ARE THE DAY 1 VITALS
4S 5S 8S
3 TYPES OF CUSTOMERS
LOAS
What is the Goals question we ask while reviewing the resume?
"What are your personal and professional goals the next 3-5 years?"
What is the 72-hour rule?
Hangout with your new start outside of the office within the first 3 days of start date
Who won NFL MVP award in 2019
What is:
Lamar Jackson
NAME THE 8 GREAT WORK HABITS IN ORDER
BE ON TIME
BE PREPARE
WORK A FULL DAY
WORK TERRITORY CORRECTLY
RESPECT CUSTOMER & CLIENT
UNDERSTAND YOUR OPPORTUNITY
TAKE CONTROL
WHAT ARE THE 5 MAIN OBJECTIONS WE GET & WHAT DAY DO WE GO OVER THEM
MY SPOUSE HANDLES THE BILL
WE PAY ONLINE
WE ALREADY CHOSE A SUPPLIER/ DID IT ALREADY
NOT INTERESTED
DONT HAVE TIMEGive an example of an "Open-Ended" question you would ask a candidate?
Tell me more about...
Describe to me a time..
What are the three reasons why people stay in our company?
What is
1. Great relationships
2. Making money
3. Feel growth
What is "2005"
WHAT IS THE PURPOSE OF THE SHORT STORY
QUALIFY CONCEPT
REDUCE SKEPTISM
QUALIFY CONCEPT
What is "SWAN THEORY" an give an example of how you would use it while you are training.
Swan theory- never let the new guy see you sweat
JUDGE will decide is example is accurate
What are the hot spots you should share in your short story?
Your hot spots-
Education, Hobbies, Previous Job positions, What you were looking for in a position, Short/Long term goals
During a critical coonversation, what does S.T.A.T.E stand for?
1. State the facts
2. Tell your story
3. Ask for paths
4. Talk tentatilvely
5. Encourage Testing
Who is the highest paid actor in the world?
Who is:
Dwayne "The Rock" Johnson
ROLE PLAY WITH A TEAM MEMBER HOW TO PRESENT THE BILL
1. THIS IS WHAT YOU HAVE (VARIABLE RATE)
2. WHAT IT SHOULD BE (DE WITH FIXED RATE)
3. HOW WE ARE GOING TO DO IT (#/UPDATE INFO ON TABLET)
Give an example of "Build Break Build"
Ex:
Great S.E.E factors in the intro, Mikey
We do want to make sure that we are not using any soft words during the pitch
But, overall you are really excited and are building good relationships. Lets, see if we can pitch the next customer without using any "if, could, please"
What are the 3 things you should cover about the Management Training Program before going over it with the candidate?
No senority
Organic Growth
Performance-based
What are SMART goals? When do you go over that with your new person?
Specific, Measurable, Attainable, Realistic, Timely
When your leader gets promoted
Where did Kevin's family go on vacation in the first "Home Alone" Movie?
What is:
Paris, France
NAME THE 5 STEPS TO A CONVO INCLUDING THEIR BULLET POINTS
1. INTRO- SEE FACTORS, ICE BREAKER
2. SHORT STORY- QUALIFY CONCEPT; REDUCE SKEPTISM, BUILD IMPULSE
3. PRESENTATION- KISS; PAINT THE PICTURE; SIZZLE THE DEAL
4. CLOSE- TAKE CONTROL; ASSUME THE SALE
5. REHASH- UPSELL; INCREASE PROFITS
How would you have a critical conversation with your new guy who comes in on day 3 and still doesn't know the pitch?
"I can show you the way but I cannot do it for you"-type of convo
What are the two different payment options we have? Explain them
What is:
Base salary- $500 base + 10% commission
Commission + bonuses
What is the difference between a "Refresh" and a "Retrain"
Refresh- When your leader needs to go out and have fun in the field, more mentality to get back on track
Retrain- When you need to go over technicals with your new guy, make sure they are consistent in the 4s 5s 8s
How many countries are in Europe?
What is:
44 countries