The Pitch
What are the 5 steps to the conversation?
Intro, Short Story, Presentation, Close, Rehash
Overcome - "I'm in a contract"
Contract Buyout - Must be able to explain it or at least put the sheet in my hand
Customer is shaking his head up & down as your presenting
Nodding
What are the benefits of our Internet?
Unlimited data, 2 antennas (2.4/5.0G), Free Anti-Virus
What is the ratio of Customers to Presentations we strive for each day?
10:1
When SHOULD the conversation start?
10-15 feet away
Overcome - "I don't have time"
The customer is stating a unhappy experience they are having with ATT
Consumer Bashing
Customer wants ESPN, Lifetime Movie Network, and Internet --- What package you selling her?
Triple Play with Digi 1
They say the intro/short story is 80% of the close, which system is utilized for you to sell yourself and get the customer to be bought into YOU?
BEAST
When do we "pull the trigger"?
At the height of impulse
Overcome - "I had a bad experience with y'all"
Sell yourself
The customer states that they have ATT and are in a contract but they just got approved for their new apartment
Just Moved In
A customer is paying $130 for ONLY Directv - They watch sports and the news ---What package selling them?
TV/P - Double Play Select ---Why would we upsell this? How do we do it?
Which of the FUJI Factors is this describing - "My last customer...."
Jones Effect
What does "Pulling the Trigger" sound like?
What name would you like on your account? -Any aspect of setting the expectation that we are doing this today!
Overcome - "Y'all always raise your prices"
Sell yourself, confidence, and assertiveness to get them on the ipad to have them see with their own eyes
The customer asks, "So how long is this price good for?"
Asking questions
Describe the main differences in the 3 packages: Select, Silver, & Gold
Movie Channels - Essential Channels (Select) => HBO, Showtime (Silver) => Starz, Encore, TMC (GOLD)
Describe "Indifference" to me (FUJI)
Be informative, courteous and confident... not needy pushy or salesy. Appear indifferent about making the sale. Convey that it's "really up to you"
In what phase of the 5 steps of the convo would you use this statement, "This is what I am going to do for you today."
Presentation
Overcome - "I need to talk with my spouse"
I completely understand.... / Is she in the store? / Give her a call
You just gave a killer presentation, hit all the right hot buttons, but the customer doesn't say a word
Silence
On top of the Select package - What additional packages can you add? (Silver and Gold do not count) *Must name at least 2
Latino View, Sports Pack, Digi 1, Digi 2, Hindi etc
Name the 8 Great Work Habits? Must get 7/8 to get the points
1. Have & Maintain a Great Attitude
2. Be on Time
3. Be Prepared
4. Work a Full Day
5. Work your Store/Department Correctly
6. Respect the Customer & Client
7. Understand & Seek Opportunity
8. Take Control