8 Great Work Habits
This work habit is about keeping a certain type of mindset no matter what.
What is "Have and maintain a great attitude"?
Stop Signs help you identify this during conversations.
What are buying signs / determining impulse?
This theory says to stay calm and collected on the surface while working hard underneath.
What is Swan Theory?
The Purpose of the 1st Five.
What is gathering information and creating a problem?
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 take advantage of impulse?
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 Value Statement that sets up impulse and value.
Judge Decides
When a customer says, “Do you have a card? Will you be here tomorrow?” which FUJI factor should you use?
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.
What is Coffee Bean Theory?
The purpose of these factors is to create an impulse to buy and make the conversation run more smoothly during the first five.
What is adding FUJI and Power Words?
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 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? This looks way too good to be true!"
What is Oh Wow, Really?
This theory compares sales growth to a plant.
What is the Bamboo Theory?
This is the biggest risk of skipping the 1st Five and breaking away from the systems.
What is pitching the wrong solution/value?
Give an example of how to combine at least 2 FUJI factors in one sentence.
Judge Decides