CPR
What are our SEEC factors?
Smile
Eye Contact
Enthusiasm
Confidence
How many doors should we have in our route each day?
45
What are the 5 main objections?
- "I'm sorry, I'm too busy."
- "I'm happy with my current provider."
- "I need to run it by my partner."
- "I want to think about it."
- "I'm in a contract."
Name each step of the conversation
Intro
Short Story
Presentation
Close
Rehash
Name the 4 W's
Wall - Things outside of the home that show the customers' interests
Weekend - Talking about plans people made / experiences they enjoyed
Weather - We all feel this at the same time (makes us relatable)
Wearing - Talking positively about how people choose to present themselves publicly (compliments, common interests, etc.)
In order to expect 10 sales per week (2 per day), how many presentations do I need to get out in a week?
40-50
What does A.I.R. stand for, and why is it important that we use this system to overcome objections?
Acknowledge - Let's the customer know that we are listening to them and not just trying to sell them something
Impulse - Regain interest after an objection is given
Resume - Keep the conversation going, reiterate closing statement.
What part of the conversation do we imply fear of loss?
The Presentation
What are the FORDS
Family
Occupation
Recreation
Dogs / Pets
Sports
What is a DM, and how many should we qualify per day?
A "Decision Maker" - someone over the age of 18 who is qualified to give you a yes or a no (Bill-payer), 10 per day
What are the 2 types of objections?
Early & Late
How do we imply sense of urgency in the intro?
"Hey, real quick..."
What does CPR stand for?
Creating Personal Relationships
How many presentations should I give per day?
8-10
How do we acknowledge an objection?
By repeating what they said to show active listening.
"I completely understand that..."
Which step of the conversation should we use Jones Effect?
Short Story
What do our SEEC factors show US?
QTQP (Quality Time, Quality People)
If my numbers look like:
37 Doors
78 Visits
18 Contacts
6 DMs
4 Presentations
0 Sales
What should I focus on first?
The controllable factors (More doors / Visits)
- Allows everything else in the funnel to increase
Where do we resume to after each type of objection?
Early - Resume to presentation (internet and tv or just internet?)
Late - Resume to closing statement (If that was your only concern, what's a good first name to get everything started?)
Why do we use indifference during the close?
We aren't begging for the sale. We solved a problem, built a relationship, now they just need to give us a yes or no.
Don't want to be pushy, salesy, high-pressured, or desperate