4 Factors of Impulse
Jones Effect define it and example
Wanting what other people have
Bullets of the Intro
1. Ice breaker
2. SEE Factors
Which habit is used twice?
Take control
Say the Short Story
Hey, my name is (Insert your Name) and I’m out here with AT&T. We’re following up on the trucks that were here a couple weeks ago. They FINALLY put in new lines, so there’s a new tv and internet service that was never available here before.
I assume you have (competitor) , right?
Do you have them for home phone, tv, and internet?
(Make a joke about the home phone, if they don’t have one. Gauge if they need 1 here)
“Left that in the 90’s, huh?” <-- Example
Now for Tv, How many tv boxes did they set you up with?
Can you record on all the boxes, or just the main one?
For channels do you have any Premium channels, like HBO,Showtime, and Starz? ( Cpr about popular show/ make a joke)
Do you pay extra for any sports channels other than ESPN and locals? (Can CPR with examples, NFL, NBA,NHL,MLB, COLLEGE, GOLF. make it a joke)
Any other must have channels, can't live without? (Cpr deeper question)
For the Internet, does anyone work from home/ school? ( Cpr about what they do if a yes. )
Do you have any gamers in the house? (Cpr about consoles/ games if a yes)
Do you stream services, like Netflix, Hulu, and Hbo Max?
I’ve been helping a Lot of people in this area and they have been paying between $180-220 for that package, are you in the same boat? Get an exact price after the answer. ( Might vary depending on products, deeper question. Don't overreact if the price is over $240 use indifference)
How many loops and visits are we supposed to do?
80+ visits and 2-3 Loops
sense of urgency define it and example
"I'll be real quick"
Bullets of the Presentation
1. KISS (Keep It Short Simple)
2. Sizzle the deal
3. Paint a clear picture
What does KP say the 8 great work habits are?
They are things I can't really teach someone but more of decisions.
Say the presentation
Transition Phrase to get the customer looking at the bill press.(Before you can add jones effect or indifference) “Let me show you real quick what I have been doing for a lot of your neighbors”
Then start step 3, Presentation
(The present should be customized to every customer, and a lot of different hotspots and pain points can be added, below is just the default presentation with basic presentation points.)
For presentation, always say the current provider first and then add points why att is better second. Never reverse this order for presenting.
Start in the top left corner of the bill press with the current provider equipment,
With (competitor) they charge rental fees for their boxes, dvr and hd. That's why your bill is higher because of all these fees. Now with the new Direct tv stream we do rent to own for the boxes, so after 2 years you own them and never have to pay for them again, and your bill goes down.
Now with (competitor) they nickel and dime for features on the boxes. With Direct tv stream the Dvr, HD/4k, talking remotes, and the boxes are wireless are all completely free features on all boxes. (other features that are free that could be mentioned 72 hour rewind, 55k on demand, unlimited dvr space option, unlimited simultaneous recordings.)
Now for the package we will give you all the same channels you have now, ( Give 3 channel examples they said in questioning) Now if you didn't know att owns HBO, so we give you HBO and HBO max free with the package.
(Now use the middle right of the bill press for the internet presentation. Use the diagrams.)
Now with (competitor) I don’t know if you know, that they have you on a shared loop network. What that means is you share your speeds with all your neighbors that have the service. That means at high traffic times, your internet can get slower or cut out. I will take you off that and give you a direct line that makes your internet faster and more consistent.
Home phone tree, (If they want it. It's the same number and unlimited calling. Or don’t need) we take it off and save you 30 bucks right there.
Now with all of that the bill is going to be ______, that is taxes and all hidden fees included. The awesome thing that AT&T is now doing for the first time ever with TV is its all no contract and no promotional price. Since I am the territory rep for this area they also let me waive the install and activation fees.
What is the contact to dm ratio supposed to be?
60 %
Indifference define it and example
being the opposite of a sales person
Bullet of the Close
1. Close with Confidence
2. Assume the Sale
3. Take Control
What do the R and the U stand for?
Understand your opportunity
Respect your customer and client
Say the introduction of the pitch
Hey how are you? I heard you were cooking for the AT&T people! Nah I'm just messing with you
What is the present to orders ratio?
10%
fear of loss define it and example
"I'm only here for today"
Bullets of the Short Story
1. Qualify the concept
2. Reduce skepticism
3. Build Impulse
What do the two Bs stand for?
Be on time
Be prepared
What else is used when saying the pitch while in the field? ( you write on it)
Now and New
Bill Press
How many Dms are we supposed get in contact with everyday?
15-20
what does impulse mean?
the urge to do something
Bullets of the Rehash
1. suggest more options
2. increase profits
whats the phrase used to help remeber the 8s?
Hey Big Baby Wanna Wear Red Underwear Tonight?
What is the closing statement?
My job is super simple. I lock in the rate and set up a date. Let me show the channels that come in that package. (Hand them a channel guide). “While you look at that, let me double-check for any other promotions on the Ipad”
Disengage / Philly Fade, Start getting the iPad out for the sale]
Close for customer info. What's a good phone number for the tech to reach you at?
What’s a good email to send a gift card to?
Is this the correct name for the account?
10+ presents