4 Impulse Factors
Customer says "Will you guys be back here tomorrow?" Rep answers "I'm not sure when we will be back here we cover locations from Erie to Connelsville.
What is Fear of Loss?
Short Story
You obviously take care of an electric bill at home right?
Qualifying Customer
Rep always comes in with a plan of attack for their guys, tablet charged, and numbers posted from the night before
Be prepared
Rep asks Team Lead how to fix their talk to stop gap
Beast Factors
"Oh, no way you're from 15108? My last customer was from the same exact area!"
Jones Effect
Intro
Rep moves their feet to approach a customer and the customer walks away due to poor timing
B.E.A.S.T. Factors
Rep has a goal of 6 sales to hit their mark and it gets to be 7 o'clock and they are only at 4 sales so they stay an extra 45 minutes until they hit 2 more sales
Work a full day
Rep continues to have customers walk away because the rep is overloading their pitch and confusing customers
K.I.S.S.
"I'm in a rush"
"I'll give you the 3 second version if you hate it you can run."
Sense of Urgency
Presentation
Customer walks away because the rep over talks
K.I.S.S.
Every time a customer gives a rep an objection, even if it's a hard no, they still end every interaction with "Have a good day"
Respect others
Customers keep on walking away whenever they ask "How does this work" because the rep doesn't know how to grab the bill and do what?
Paint a Clear Picture
"This isn't as much of a big decision as you might think, as a matter of fact if you don't choose a supplier the utility will choose one for you. What's your zip code let me see if I'm even in your area ¯\_(ツ)_/¯"
Sense of Indifference
Close
If you don't mind, can you please pull out your ID for me?
Assume the Sale
Rep pitches every single customer and even though it's 5 o'clock and they haven't gotten a sale they still aren't making any excuses and are still smiling
Have a great attitude
What Impulse Factors should you use if customer wants to go home and read more?
Fear of Loss- Rates change all of the time
Intro
"How are you doing today? I love your earrings!"
Ice Breakers
Every customer the rep pitches they don't use soft words and they always keep the ball in their court
Take Control
Reps biggest gap in their numbers is from Pitch to Info. What are the 3 steps that go into the Presentation?
-K.I.S.S.
-Paint a clear picture
-Sizzle the deal