8 Great Work Habits
This work habit is about keeping a positive mindset no matter what.
What is "Have and maintain a great attitude"?
Stop Signs help you identify this during conversations.
What is buying signals or objections?
This theory says to stay calm and collected on the surface while working hard underneath.
What is Swan Theory?
The 1st Five are questions asked during this sales step.
What is the Short Story?
You tell a customer, “This will be really quick,” to leverage this FUJI factor.
What is Urgency?
This habit is about respecting the schedule.
What is "Be on time"?
If you miss a Stop Sign, you might also miss this.
What is a chance to close the sale?
This theory compares customers to four animal personality types.
What is BOLT Theory?
You’ve completed the 1st Five and discovered they pay $180 for two lines with constant dropped calls. Create a 1-sentence transition to your Short Story that sets up urgency and value.
What is any correct example, such as: “I can already see a way to help you save money and fix those dropped calls—let me show you how.”
When a customer says, “I might come back later,” which FUJI factor should you use to create urgency?
What is Fear of Loss?
Preparing your materials and knowledge before work is this habit.
What is "Be prepared"?
The customer is asking a bunch of questions about the service we're providing.
What are service-based questions?
This theory compares resilience to a bean in boiling water.
What is Coffee Bean Theory?
The purpose of the 1st Five is to uncover this before presenting your solution.
What is the customer’s needs and pain points?
If you point out that “other customers in the area are already switching,” you are using this FUJI factor.
What is Jones Effect?
This habit means giving full effort from start to finish.
What is "Work a full day"?
The customer tells you they're not interested in changing their phone provider right now, because they just moved into their new home last week.
What is "Just Moved."
This theory warns not to use all your rebuttals before you hear objections.
What is Bullet Theory?
If a customer says their provider is the same one you represent, what’s the most strategic next step in your 1st Five?
What is your current internet provider?
Demonstrating you’re not desperate for the sale and being confident in your offer uses this FUJI factor.
What is Indifference?
Name any 3 of the 8 Great Work Habits that are not listed in the Jeopardy Game already.
What are (any 3): Have a great attitude, Be on time, Be prepared, Work a full day, Work your territory correctly, Respect the customer, Understand the opportunity, Take control?
"Seriously? Can I pick what color I want for my phone?"
What is future talk?
This theory compares sales growth to a plant that spends years developing roots before sprouting.
What is the Bamboo Theory?
This is the biggest risk of skipping the 1st Five and jumping straight into your pitch.
What is pitching the wrong solution / missing key objections?
Give an example of how to combine at least 2 FUJI factors in one sentence.
What is any correct example, such as: “This deal is only available today (Urgency) and a lot of your neighbors have already taken advantage of it (Jones Effect).”