Impulse Factors
What part of the everyday pitch includes Jones Effect
"We're helping walmart customers" or "Everyone I helped today had a 733 number.. thats you too right"
What is the last step in the conversation?
Rehash
Does an early objection happen before the choice ID # is pulled up or after?
Before
How many presentations should your goal be a day?
20-25
What are the 3 fundamentals of sales?
LOA's - Awesome Attitude - Consistent Pitch
What does the "F" stand for in JIFS
Fear of Loss
Name all of the 4's
Jones Effect, Indifference, Fear of loss, Sense of Urgency
What does the system AIR stand for?
Acknowledge - Ignore - Resume
What are the 3 government assistance programs called that would disqualify the customer?
LiHeap - Ceda - Pipp
What are the 5 steps of a conversation?
Intro - Short Story - Presentation - Close - Rehash
What does being indifferent mean?
It is not a big deal!
What systems are used for the Intro of the conversation? (the attention grabber)
BEAST factors
COILS
What system is used for an early objection or a soft "no"
AIR
What does CPR stand for?
Creating Personal Relationship
KISS, PCP, and STD are systems used for which part of the conversation?
Presentation
Which impulse factor is used for a Lamb type of costumer?
Jones Effect
List 6 out of the 8 Great Work Habits
-Maintain awesome attitude
-Be on time
-Be prepared
-Work a full day
-Work your territory correctly
-Respect the customer/client
-Understand the opportunity
-Take control
What does the 3 R's OR 3's F's stand for after a "bad experience" objection?
Feel - Felt - Found
Repeat - Reassure - Resume
What is the 3 main purposes of the Short Story?(Awesome, my name is ____, all we're doing is...)
Qualify the concept
Build impulse
Reduce skeptism
Regarding the "bigger picture" of the business, in order to grow in the company, what does FITT stand for?
Field - Interviewing - Training - Team Building