Approach and Greet
How long do you have to greet?
15-30 seconds of the customer walking in the door
What is the percentage ratio that you should be talking as a salesperson and letting your customer speak
80-20 Ratio
What is a feature? What is a benefit? Demonstrate to your peers.
1- price
2-timing
3- decision-maker/spouse
What is setting the table?
Explain
The phone should ring no more than how many rings?
2 rings
During this step you should be asking what type of questions?
Open ended
What could be a sign that you are losing control.. How would you get it back?
Talking too much, over sharing, too many options.
What are the four steps to overcoming an objection?
1- Clarify/Identify & Restate
2- Empathize and Relate
3- Provide new information
4- Ask for the close
What are the 3 requited items to detail in any follow up task?
1- why they didnt buy
2- when the project is starting
3- who is doing the work
What makes you a salesperson vs a clerk?
You are giving the customer an experience and being their personal concierge
What are the main 5 questions you should be asking?
who, project size, when, what and why
When do you use a direct close? When do you ask indirect?
You've presented them with the ticket and they are mentioning how much they love it.
Indirectly would be so you like this material what do you say we write this up today...?
What is the helpful list called we can use during our sales process that has a certain amount of words that start with an F. How many Fs are there?
9
What is the timeline for a typical follow up to be done?
48 hours, unless you set the table
3 do's and don'ts of approach and greet. Role play the proper greet, what do you do with the "heisman"?
Roleplay with co worker, Manager will discuss
How would you teach a new salesperson on how to needs probe a customer?
Roleplay with co worker, manager will judge.
Romancing the stone
When following buying signals what are things we look for?
touching, expressing emotions, etc
When do you decide if the follow up is dead or not?
Month or so. After third attempt
How soon should you start asking questions?
Right away.
What is the window of sharing?
We never want to over sell ourselves, we want to focus on the plan and not divulge.
What is the highest percentage you can offer a client when offering citizens pay?
10%
What information should be provided when someone talks time frame?
Give an example
What would you find in a perfect follow up email?
Give an example