Overall Sales
When closing a deal, what is the term for explicitly asking the prospect to take a specific action?
What is the method for training someone on holding a conversation?
Mock Call
What are 3 pieces of client info that needs to be memorized
address, POC name, POC title, landmark, nearest major road, town name
Where do you go after 1st close rejection?
2nd relevant topic
What 3 words create agenda?
Share/Show/Demonstrate
What is the term for average time it takes to convert a lead to a deal?
Sales cycle
What is the training method of leaving voicemails
1 voicemail per client
What are the 3 relevant topic questions?
current situation, consistent issues, next level
Method for pivoting after rejections
Everlasting role play
SPIN Selling
What does SPIN selling stand for
Situation, Problem, Implication, Need Payoff
What are the 3/4 types of GKs needed to pass gatekeeper training?
Nice, mean, clueless, fake boss
What is the passing grade for a rep memorizing their intro
Reciting to sales manager
Recite feel felt found close
Feel: I completely understand.Felt: Many people I talk with in your industry say the same thing. In fact, several of our best customers felt like you before we met with them.Found: What they found was that our focus in (Prospect Industry) and the (Insert Relevant Topic) solutions we provide helped take their roof’s reliability to the next level.Closing: (Contact Name), why don’t we set up some time to demonstrate what we are doing for others like yourself. (Client First Name) has time set aside on (Day 1) or (Day 2). Would morning or afternoon work better for you?
Psychology of sales...never split the ___
Difference
Define the term leading indicator
Looking ahead to predict future outcomes
What is the passing grade for active listening
talk about 1 relative topic for 5 minutes
What part of CID should they memorize not including qualifiers/DQs (at least 1)
differentiators or definition of success
Name 4/5 listed rejections in F/F/F Training method
send me an email, frailly does it, we're happy, tenured partner, no budget / not reviewing
What is mirroring?
Matching the energy of the prospect
Define the term lagging indicator
Look at the past to help determine trends
What is the analogy listed for active listening and probing?
Holes analogy
Say the 3rd close on the talk track
Contact Name), you didn’t get where you are today without making some really important decisions. The worst-case scenario is we give you a couple good ideas to manage things moving forward and you have another number to call as needs arise. When could you spare 30 minutes in the next two weeks to start this conversation?
Say full intro for an open client
Hi _________________ this is _________________ calling from _________________ here in _________________.
(Prospect Name) (Your Name) (Client Name) (Client City).We are a roofing company that specializes in working with (commercial, industrial, medical, etc.) buildings to make sure that they are protecting their most important assets.Although I am sure you have a process in place, I was curious when was the last time you had your roof inspected?
What is the passing grade for Understanding Decision Makers
Pass litmos test