Benchmark
On the onsite arrival who do we present first?
The Client
When something is offered to you, should you take it?
Yes
What option(s) do you present?
Premium Plus Top Option
Which option goes first?
Premium Option
Is it ok to offer discounts to clients after creating your options and presenting them to them?
NO
Bonus 100+ Give at least one reason why we DO NOT give discounts
How many commitments should you get from the client each time?
2
How many times should you share gratitude?
2
What do we refer problems as?
Faults
Every single option should include fixing the immediate issue
True or False
True
Respond to this objection.
Could you just email it to me instead?
I understand this is overwhelming, let’s make it easier and remove the top option.
What are the two words we use in the convince me step to get commitment from the client?
NOT & WHAT
If a client said they found you on google, how would you respond?
What was the level of service when you called?
Before going into presenting your solution what do you say about that top premium option?
You probably won't like the 1st option because it's too premium and has too much service, but don't worry, I have some economy options at the bottom that are probably more like you expected.
Whose name do you use in the title for the premium option?
The Clients Name
Respond accordingly
Could you get started this week?
If I said I could, what would happen then?
What are the four steps to a magic moment?
1. Create the moment
2. Praise the Effort
3. Share How You Feel
4. Share gratitude
What are the magic words to use when you are trying to get somebody to tell you something?
Off the record
What do you mention right after you go over the main problem?
The impact it had on client
Bonus 100+ What do we say to create value on how it affects the client?
What option has a title?
Premium Plus
Why are you so expensive?
Premium quality takes a premium investment. Whens the last time you bought (something premium) for the cost of (something cheap)?
What are the four steps to finding the client code?
Answer Who found the problem, what they said, what was that like and magic moment
What is one way you can ask to eliminate buyers remorse?
Are you sure you don’t want to take a look at any of the cheaper options?
What are the three steps when presenting your premium option?
1. What it is…
2. What is does…
3. I did it BECAUSE…
How much more is the premium option from your bandaid option?
5Xs
When the client wants to speak to their spouse what two words do we include when asking what their spouse would choose to create value?
Health & Safety for the family