4's
The 4 Factors of Impulse are
What are
1. Jones Effect
2. Indifference
3. Fear of Loss
4. Sense of Urgency
The 5 Steps to a Conversation are
What are Introduction, Short Story, Presentation, Close, Rehash?
Habit number 1, starting with the letter H, stands for
What is Have and Maintain a Great attitude
In the icebreaker acronym F.O.R.D.S., the O stands for
What is "Occupation"
LOAs stands for the
What is the Law of Averages?
Telling a customer that you work with other businesses in their industry is an example of this type of Jones Effect
Whats is Industry Jones Effect?
The components of the SEEC factors are
What are Smile, Eye contact, Enthusiasm, Confidence?
The two Ws of the 8's stand for
What are Work a full day, Work your territory correctly
"Doing anything fun this weekend?" is an icebreaker that falls under these two categories, one in F.O.R.D.S. and one in the 4 W's
What is Recreational Activities (F.O.R.D.S.) and Weekend (4 W's)?
Taking great field notes and preparing your route the night before are examples of using this great work habit
What is Be prepared?
Telling a customer "This will only take a few minutes" is an example of using this impulse factor
What is Sense of Urgency?
Finding hot spots, identifying problems with their current supplier, and creating a relationship with the customer should be accomplished during this step
What is Short story?
The two B's of the 8's stand for
What are Be prepared, Be on time?
"Hi Mr. Customer! That suit looks super sharp on you!" is an example of this icebreaker from the 4 W's
What is "Wearing" (4 W's)?
The acronym CPR stands for
What is "Create a Personal Relationship"?
Fear of Loss is most effective at this step in the 5 steps to a conversation
What is "The Close"?
Giving a customer a price on an item is this part of the conversation
What is the presentation?
The final great work habit, last but certainly not least, is
What is Take Control?
"Good morning Jim! Hey, did you see the Tigers game last night? It's always nice to beat Cleveland!" is an example of this icebreaker from F.O.R.D.S.
What is "Sports"?
To take full advantage of the Law of Averages, our goal is to see at least this many CONTACTS each day
What is 45-60?
Showing a customer that you are not that concerned with getting a sale is an example of this impulse factor
What is Indifference?
The best way to find items to rehash with customer is
What is with your eyes? (Look around and see)
Two often forgotten work habits, that start with R and U, respectively, are
What are Respect your customer and client, Understand your opportunity?
"Afternoon Cheryl! I love the painting in the lobby - did you pick that out?" is an example of this icebreaker in the 4 W's.
What is "Walls" (4 W's)?
Identify two of the reasons that customers buy product
What is:
-Need it
-Like us
-Convenient
-On sale!