4, 5 & 8s
If a customer gives the early objection, "I am in a rush," what factor of impulse do we use within the rebuttal?
Sense of Urgency!
This is real quick! - RESUME PITCH
EVEN if we are lowering someones rate, can we guarantee the customers NEXT BILL will be lower?
NO - Usage plays a big factor in someones total bill. Make sure to explain that we are a Supplier, and we are adjusting their price per kWh in the supply section
What does the B in BEAST Factors stand for?
Explain the significance
Body Language
How you hold your body matters! It depicts your confidence level.
What is the largest LAND animal?
African elephant
What planet is known as the "Red Planet"?
Mars
What is work habit number 8?
How do we use this in our pitch?
Take Control - Be proactive vs reactive.
Guide the conversation. TC through deeper questioning, eliminating doubt words, resuming after rebuttals, don't hesitate on transitional parts of the pitch.
"What happens at the end of the 12 or 24 month term to my rates?"
How many Engagements a day do we strive to hit?
Why is it important to pitch everyone we see?
100 ENGAGED! With 100 engaged, we usually will get enough of a sample size of the customer base to Ring a Bell (6 sales), no matter the skill level
Pitch Everyone - You never know who you will sign up. 1 Apple for every 10 Qualified DM. The apple could of walked right past you.
Which animal is known for having a 90-Degree rotating head?
The owl
In which country would you find the ancient structure known as the Pyramids of Giza?
Egypt
Man made????? hmmmm
What is the 2nd step of the conversation?
What is the importance of this step?
Short Story - Explain who we are, and why we are there
Reduces Skepticism, Qualifies the Situ.
Gets us to the Bill Pull/Acct Lookup
Boston Children's
Renewable
Walmart Gift Card
What's the AIR Triangle
Acknowledge
Impulse
Resume
What type of animal is the only MAMMAL capable of true flight?
The bat
What is the capital of Japan?
Tokyo
What is the impulse curve?
What is a common mistake people do that interrupts the building of impulse?
It depicts the gradual elevation of a customers pitch throughout the 5 steps of the conversation.
Common mistake - People don't follow the script. talk about Presentation details in the short story. Overfeed information that isn't in the script and wasn't even asked for by the customer.
What are the post sale survey questions?
Polite and courteous
Customer confirms switch
Customer confirms signature
Received collateral
How likely to recommend 1-5
Optional Feedback section
Explain the difference between a smoke screen, and a real objection?
How many objections are we supposed to overcome?
Smoke screen - No legitimate concern. use AIR
Real Objection - Legitimate concern that needs to be specifically addressed
2 of the same noes and go
Which MARINE ANIMAL has a heart the size of a small car?
The Blue Whale
Who painted the Sistine Chapel?
(Ask for a hint if needed)
Michelangelo
List out the 8 Great Work Habits in order!
HAMAGA, BE ON TIME, BE PREPARED, WFD, WTC, RESPECT CUSTOMER AND CLIENT, UNDERSTAND YOUR OPPORTUNITY, TAKE CONTROL
What does NRG get out of us signing up customers?
For every enrolled customer, NRG will put the energy into the grid for their electric account. Therefor, the supply charge on the bill goes to NRG. They grow their business and make more electric. Customers benefit by getting a more competitive rate.
Gas analogy
Your stop ratio is below 50%, what are 3 things we can inspect about our approach?
SEE Factors
Ice Breakers
10 Foot Rule
BEAST Factors
Tonality
What animal is known to have the most powerful bite in the animal kingdom?
The saltwater crocodile
What is the smallest bone in the human body?
The stapes (Inner ear)