4's
What are the 4 Factors of Impulse?
Jones Effect, Indifference, Sense of Urgency, Fear of Loss
What are the 5 Steps to a Conversation?
Introduction, Short Story, Presentation, Close, Rehash
What are the 8 Great Work Habits?
Have and Maintain a Great Attitude
Be on Time
Be Prepared
Work a Full Day
Work Your Territory Correctly
Respect the Customer and the Client
Understand your Opportunity
Take Control
True or False, The more DMs you talk to the higher your chances of closing a deal?
TRUE
What is the one word you can say throughout the conversation that will implement Jones Effect impulse?
Neighbours
Which out of those are tools you can use in the introduction stage to build rapport?
1. Icebreaker
2. LOA
3. CPR
4. controllable vs uncontrollable
5. SEE factor
6. FORGE
Icebreaker, CPR, SEE Factor, FORGE
“Mary shows up to the office with a great smile and energy. She transfers that energy to her customers in the field and has fun during the entire day. She understands her results will come as long as she follows the system and doesn't let the NOs affect her” Which of the 8 Great Work Habits is this?
Have and Maintain a Great Attitude
What does SEE Factor stand for?
Smile
Eye Contact
Enthusiasm
True or False: A good way to maintain Indifference is to see a lot of people and remember one deal doesn't make it or break it (law of averages).
TRUE
Which of the 5 steps is the product knowledge part?
Presentation
“Sally got enough sleep last night, remembered to bring her polo, and made sure her tablet was charged to 100% before coming to the office” Which of the 8 Great Work Habits is this?
Be Prepared
What does CPR stand for?
Close/Creating a
Personal
Relationship
Would you mainly use Fear of Loss in the introduction or in the close?
The close, mainly when they give you an objection.
ex: can you call me next week? I cannot guarantee this deal will be available next week.
What is the purpose of the rehash step?
“Bob is discouraged about his day, there is 15minutes left to the day, he hasn't made a sale yet. He could easily stop and call it a day but he decides to keep going until the end. The last call/door was a huge sale!" Which of the 8 Great Work Habits is this?
Work A Full Day
What does LOA stands for?
Law Of Averages
What is the difference between sense of urgency and fear of loss.
Sense of urgency has a time constraint while fear of loss has a opportunity constraint - i.e losing out on a promotion or price you are offering
What are the 3 qualifying questions in a short story?
WHO are they with?
WHAT services do they have?
HOW MUCH do they pay?
“Karen greets a customer and the customer decides not to respond and keep walking. Karen decides to just smile and wish the customer a great day instead of responding with sarcasm or a distasteful comment” Which of the 8 Great Work Habits is this?
Respect your Customer and Client
What does FORGE stands for?
Family
Occupation
Recreation
Goals
Exepriences