Show:
Overcoming Objections
Upsell
Take Control of the Consult
Sales Builder
Challenger Rep
100
We have 3 day practicewear bundles starting at $63! Let me show you some of our hottest trends for 2016 so I can get an idea of your style and put a package together to meet your price point.
What is the answer to the objection "Your practicewear is too expensive for us?"
100
A fourth campwear outfit
What is an upsell for a 3 day campak
100
The best kind of question to ask to identify your customer's needs
What is an open-ended question
100
What to check when the categories are green
What is the subcategory sales
100
The type of sales personality many reps think they should be but is actually the least successful.
What is the Relationship Builder?
200
I know you and your administration both care so much about respecting your parents and your budget. But at the same time, your parents and their children are accustomed to looking great for all of their events throughout the season. Lets talk about a few fundraising ideas that would allow your cheerleaders to spend less and get more!
What is the answer to the objection "My administration says I can't charge as much as I did last year"
200
A sublimated warmup
What is an upsell from a polar fleece
200
The best tool for planning sales success before the consult?
What is Sales Builder?
200
Varsity Design Studio
What is the place where you can see your Sales Builder plans?
200
85%/15%
What is the key mix between Top 50 Retention and New Business?
300
I love that you have such a clear vision of what you want. So we can have the smoothest possible fitting, its important that we sit down together to review the items you selected and I can make sure you’re getting the best possible price based on this year’s promotions. It wont take long at all, I understand your time is valuable. I’ll be in your area Wednesday, why don’t I drop by after school?
What is the answer to the objection "I don't need a consultation, we know what we are getting this year"
300
Campak
What is an upsell for a camp no campwear customer?
300
The best tool for event selling?
What is a vision board/an event template?
300
To see all the plans for one area, this is the filter you'd use.
What is county?
300
Best method to increase your AOS by $500
What is add one more item at $25?
400
I wish I’d been aware you had a quality concern last year! Varsity stands behind our products 100%. If you ever have a question or concern please contact me immediately and I will be glad to address it. That is one of the reasons we offer personal representative for each customer. Will you promise me you’ll keep me in the loop going forward?
What is the answer to the objection "I don't know what's going on with Varsity, the quality has decreased"
400
The best way to upsell without a sample
What is a vision board/event template/visual prototype?
400
“Let’s get you through all of your events! Then I can bundle all of these items into as many packages and promos we’re running right now to get you the biggest savings and value.”
What is the answer to "How much does that cost?"
400
The best way to filter to find camp customers that don't wear our campwear?
What is the "Camp Secured" Filter?
400
Number of F2F meetings needed for ideal revenue retention
What is 4 yearly meetings
500
The three short and sweet verbiage lines to practice.
What is "Would you considering buying that from me? If I can come close to your budget, will you buy that from me? What would it take to win your head to toe business?”
500
Upselling method when budget is a concern
What is a fundraiser?
500
Top 3 Tips
What is don't open your computer for the first 15 minutes, show your 5 favorite things, dodge the price question
500
The number of subcategories in accessories
What is nine?
500
The three key behaviors of a Challenger Rep
What is Teach, Tailor, and Take Control?