Training Systems
What is the system used for training and producing?
I do, we do , you do.
Give me an example of Jones Effect
My last customer
Explain WHY Fear of Loss works?
Fear of loss works because people always want to feel special and get exclusive things. So when someone feels like they are getting access to something that others wont it creates impulse. Also, people want things they cannot have so we want them to feel like they cannot have it after today.
We can put our bags anywhere we want in the Target and Costcos?
We need to keep our area tidy!
What is the theory that talks about keeping your future leader close to you in the office and the in the field?
Holster Theory
What is the point of the Rehash? What part of this step do we want to cover the slowest?
Set Expectations/Next Steps ; Billing Expectations
Explain WHY we assume the sale?
Because if we wait for a yes or leave it to the customer then it will never come. People respond to confidence. If we are confident and move forward and assume the yes then customers will follow. WE know whats best for the customer, SO ACT LIKE IT!
DAILY DOUBLE!
We want to pitch ourself to set the example while a new start is pitching on day 1-3?
False
Day 1-3 we want to stop pitching while the new person is pitching so we can coach them.
DOUBLE JEOPARDY!!!
What is the theory that talks about making sure you close first and stay at high production?
Oxygen Mask Theory
Zay stepped up and created a Zoom call training for the team to join on Monday morning. What part of the 8s did he use?
Take Control
Explain WHY Stop Sign theory works.
Stop signs work as tools to help us know when to stop talking and keep it simple. It shows us when a customer is at the height of impulse and teaches us to take advantage of that. The more you can resume at height of impulse the more you'll close. So thats why we want to catch stop signs.
We want to take lunch with the future leader Day 1-3?
TRUE
What is the Rule that says to spend time with a future leader outside of the office?
72 Hour Rule
Name the 8 Great Work Habits without saying umm.
Be On Time
Be Prepared
Work Full Day
Work Territory
Have and Maintain Positive Attitude
Understand Opportunity
Respect Everyone
Take Control
DAILY DOUBLE!
Explain WHY the LOA's are important.
LOAs are important because without them we only have feelings to go off of. The LOAs is a snapshot of what ACTUALLY happened. Sales is a numbers game and we can only coach people on what we know and what we tracked. So if we know our LOAs then we can easily find out where we are going wrong!
Future leaders get a new line bonus in Costco?
True
What do we use to coach people in a way that will make them feel empowered?
Build, Coach, Build
Explain WHY we use the JIFS?
Explain WHY we use the 8s?
1. We use the JIFS to build impulse and excitement in our customers. They are not there for us or our product so we have to really focus on getting them EXCITED for the sale. JIFS is how we do that!
2. Everyone wants to be successful. Not everyone is willing to do what it takes to be successful. So the 8s are a checklist for making sure we are doing the things it takes to really succeed!
Explain why gumball theory needs to be used.
We use gumball theory because consistency is everything. We need to pitch customers saying the same thing every time with the same energy in order for it to be a real numbers game. If we switch our pitch up we reset our LOAs for the day. The more consistent you stay the more likely you are to get the result. Thats why we use gumball theory.
Future Leaders have to take the costco certification test before they can staff Target?
True
True