Impulse Factors
This impulse factor creates the emotional feeling of missing out.
What is Fear of Loss?
This acronym represents how to build rapport with customers during CPR.
What is FORDS?
This acronym stands for the correct way to handle early objections.
What is AIR (Acknowledge, Ignore, Resume)?
This technology allows fiber to provide symmetrical upload and download speeds.
What are Fiber-optic cables?
This theory reminds you to stay calm and composed, like a graceful bird.
What is the Swan Theory?
“It’ll be real quick” and “Takes only 10 minutes” are examples of this impulse factor.
What is Urgency?
This sales step is when you present solutions using the “2nd 5’s.”
What is the Presentation?
The method used for late objections where you empathize, relate, and solve.
What is FFF (Feel, Felt, Found)?
Name one benefit of AT&T Fiber over cable internet.
What is symmetrical speed / fewer outages / no contracts / security suite?
This acronym helps you build strong introductions with great energy and body language.
What is BEAST?
This impulse factor makes people want what others have.
What is the Jones Effect?
These are the first 5 questions you ask in the Short Story step.
What are Provider, Lines, Price, Phones, and Pain Buckets?
“That’s exactly why I’m here…” is an example of this objection method.
What is AIR?
This Internet plan offers up to 500 Mbps and a $100 gift card.
What is the $65/month Fiber plan?
This theory uses an egg, carrot, and bean to teach resilience under pressure.
What is the Coffee Bean Theory?
Acting relaxed and saying “No big deal!” demonstrates this impulse factor.
What is Indifference?
This theory reminds you that success comes with patience, like a tree growing over years.
What is the Bamboo Theory?
This is the first step in the Objection Triangle.
What is Acknowledge?
This question helps customers imagine their need for fast internet: “Do your kids ___ or ___ a lot?”
What is “game” or “stream”?
This theory compares personality types like Bulls, Owls, Lambs, and Tigers.
What is the BOLT Theory?
These 4 impulse factors are essential to use throughout every pitch.
What are Fear of Loss, Urgency, Jones Effect, and Indifference?
These are the “8 Great” habits every top rep should adopt. Name any 3.
What are (any 3): Great Attitude, Be on Time, Be Prepared, Work a Full Day, Work Store Correctly, Respect Customer, Understand Opportunity, Take Control?
A customer says, “I don’t want to run my credit.” What’s the best way to start your response?
What is “Most companies run credit checks, it’s just to verify your identity…”
A customer says “I’m moving soon” — what’s your approach?
What is: “If it’s within 30 days, we set up at the new address. If after, AT&T offers top-rated moving service.”
This theory teaches you not to waste all your responses before hearing objections.
What is the Bullet Theory?