Show:
Mindset/Mastery
Free Estimate
Design & Estimation
Market Partners
Leadership
100
What business are you really in?
We are in the business of helping individuals and families eliminate the challenges they face to live a happier, healthier and more productive lifestyle; et al
100
Who is committing to a free estimate?
Alair
100
Sales people don't overcome objections, ________do.
What are Buyers
100
Market Partners the best source of
What is early wins, best margin projects, qualified best buyers, positioning as a premium brand expert, et al
100
Name something that top performing leaders practice every day.
What is positive visualization, negative thought purging, extreme focus, repetition practice et al
200
If leads are the lifeblood of the business, who is primarily responsible for generating this demand?
I am, the Alair owner
200
When presenting the Free Estimate, what is one area that is crucial to stop for a planned interruption?
PM hours, PM time, Management Fee etc.
200
Why is their a charge for the Design & Estimation?
What is because the investment of time that is dedicated to this will isolate the key problems that end in budget and time overruns. et al
200
What are the characteristics of an ideal Market Partner?
What is have access to target buyers, proven sales leader, working in target best-buyer neighborhood, et al
200
Name some key characteristics of a Trusted Advisor
What is Ask engaging questions They remember everything we ever said without notes Understand us Consistent Always help us see a fresh perspective Don’t force things on us Think things through = its our decision Help us think and separate logic from emotion We rely on them to tell us the truth Give us reasoning, not just conclusion Give us options to let us choose Challenge our assumptions Reliably on our side and have our interest at heart They help us put our issues in context often through the use of metaphors, stories and antidotes Have a sense of humor to diffuse our tension in tough situations
300
What are the four steps in order of the cycle of success
What is belief, potential, action, results
300
Why should a client not make their decision to choose their contractor based on a Free Estimate?
What is because its not worth the paper its printed on et al
300
In what situation would a D&E not be appropriate and instead go straight to a construction agreement?
What is Never unless it is a project with less than $X value, no real scope.
300
How do you get an appointment with any target Market Partner?
What is non-sales oriented, non-Alair driven education based marketing et al
300
Describe an exceptional Alair leader
What is level 5 answers
400
Name 5 Strategic Objectives
What is Be Credible Be Experienced Be Understanding Be Investigative Be Trustworthy Be Real Be Honest Be Transparent Be Educational Be Accountable Be Proactive Be Confident Be Inspiring Be Indispensable Be Most Respected Be a Pioneer
400
Name three of the four characteristics of a qualified prospect.
What is Need to Act Authority to Act Ability to Act Intent to Act
400
How do you determine the price you are going to charge for a Design & Estimation?
What is explain in detail
400
Role Play Daily Double
What is After you have spoken to the market partner, they say they do not think they have any need for your services but will keep you in mind if anything changes.
400
Daily Double Role Play
When you make your weekly call to a client they inform you that they are concerned that your project manager is not managing the project well, i.e. trades are coming to them directly about issues, the site isn't clean, etc.
500
What is the key difference between two Alair owners who have the same access to skills, resources and opportunities yet one is outperforming the other substantially?
What is Presence
500
What are we not trying to accomplish during the Free Estimate presentation?
What is not selling the D/E
500
Role Play Daily Double
"I just don't understand why you are charging me for this when nobody else is charging me for a firm price"
500
What must be confirmed by the end of the first meeting with a new Market Partner?
What is a concrete, next step.
500
What does SCARF stand for?
What is Status, Certainty, Autonomy, Relatedness, Fairness