Theories
Which theory deals with being calm, cool, and collected in front of the customer no matter the situation?
Swan Theory
Family is part of what acronym?
FORDS
What iPhones qualify for Tier 1?
What are the 5 steps of the pitch?
Intro, Short Story, Presentation, Close, Rehash
What theory refers to being able to close different types of customers and different types of products?
Bumble Bee Theory
DAILY DOUBLE!!!
John's customer called his wife and John reached his hand out to take the phone while saying "here let me speak with her so I can explain everything..". What acronym is he displaying?
TC - Take Control
What is the amount charged for activation fees?
$35
Pitch a partner the intro and short story in the correct order, using the correct systems.
BEAST Factors, Being in front of customer, hands up, 10-15 ft, correct order of questions, saying real quick (SOU), resuming after price immediately to shoulder to shoulder for prezzie.
John had a really tough morning at home with family drama. However, when he got to the store he focused on the task at hand, followed the 8s and the LOAs, and still closed $200. What theory did he use?
Backpack Theory
What acronym do we want to use throughout the ENTIRE pitch?
BEAST
DAILY DOUBLE!!!
Sam has AT&T and has Next Up on his line. He has an iphone 12 in good condition with just a small scratch on the screen. Can he use his Next Up?
NO!
What is the closing statement as its stated on the pitch?
So, at this point we’ve got you qualified for brand new phones, all we have to cover today is the sales tax, and the best part is you’re saving a bunch of money, you’ll have these phones ASAP, and I am going to help with the whole process!
Name the 8 stop signs
Self Jones ; Product Bashing ; Product Questions ; Future Talk ; Body Language ; Silence ; Comic Book Words ; Just Moved
What does TTT stand for, and what are they used for?
Thats why I'm here
Thats the best part
Thats why everyone is switching
They are perfect transition/comeback sentences!
What is the process for a customer to sign up and apply AARP to their account?
aarp.org to sign up. Then go to att.com/aarp to lookup account and then add AARP membership number. Must be done for them to get the account.
Explain the process of the close in the correct order starting from right after you run their ID.
1. Select # of lines & Port/No Port
2. Select Discount
3. Pick correct phone (any color) for all lines involved.
4. On last line look for down payment
5. Once you know down payment go straight into good or bad news while body language shows bad news.
6. Sizzle the deal and let them know they overqualifed and show them there is $0 down payments
7. WITHOUT letting them talk go immediately into closing statement
8. WITHOUT letting them talk immediately go into tester question, "So you guys would want to keep your same phone numbers correct?"
Two machines, if you wanted a red gumball and used one machine and got a red, then a white, then a yellow, most people would try the 2nd machine, but its better to stick with the same machine until you get what you want.
Moral is, switching you pitch up resets your LOAs. Sticking with the same pitch and process ALL day is where you will get your sales consistently!
....
Smart Home Manager app downloaded after point of sale.
DAILY DOUBLE!!!
Overturn the objection of I want to talk to spouse using FFF, a yes train, and reassuring the process.
Totally understand how you feel, you're honestly the 3rd person today thats wanted to talk the deal over with their spouse, however I asked my last customer a few questions. Do you think your spouse would be excited for a new phone since they still have the 13? Okay, and I am sure you both are very aware of saving money especially with whats happening in the economy correct? Yeah me to, and I'm sure if your spouse had the price in writing, was confident the process would be easy, and was guaranteed good customer service then they'd probly love to save money and get new phones, correct?
Okay awesome, well the process is super simple, today we pick phones, they come tomorrow, you guys never have to call verizon, you scan a QR code to transfer data, and the best part is you have an entire month to take your phones into Fedex. On top of that you guys wont have to even pay your next Verizon bill AND you'll ultimately save money and time and have peace of mind moving forward. So what we will do is go ahead and finish this up and I'll actually do you a favor and give you guys my number in case they have any further questions, but you do think they would want to keep their same number correct?