Day 1
List the 4 factors of impulse
What is Jones Effect, Indifference, Fear of Loss, and Sense of Urgency
Explain the 10/80/10 rule
What are 10% apples, 80% oranges, 10% coconuts
Name the BEAST factors
What are body language, eye contact, awesome attitude, smile, and timing
What is business casual
Define deregulation vs a regulated state
What is the utility doesn't the produce the electricity so they have to buy it from suppliers vs not having the control
List the 5 steps to a conversation
What are the intro, short story, presentation, close, and rehash
List the FORDS
What are Family, Occupation, Recreation, Dogs/pets, and Schooling or sports
Define the rowboat theory
What is the importance of having all 8 greats at the same time
Explain production standards/ leadership promotion
What is 11 sales or $600+ in a 6 day period
Overturn a solar objection
What is ask about their efficiency percentage with the panels and they can still get a gift card
AIR in air triangle stands for this
Explain subscriptions vs fixed rates
What is one flat price for your supply section vs one fixed flat rate for your supply section
Explain smoke screen vs real objections
What is an objection to blow past the conversation vs a real reason they don't feel they can sign up
Name 3 selling points for Inspire
What are green energy, 12 month fixed rates, unlimited subscription, gift card, no enrollment fees, no cancelation fees, ETF coverage
Inspire is equivalent to how many years of recycling
What is get them to like you, listen to you, and trust you
Define the popcorn pitch drill
What is a drill for pitching the 5 steps to a conversation out of order to ensure you have the pitch memorized
What is someone who is skeptical and have real concerns instead of smokescreens, use mirror match and qualify the concept in short story
Situation: customer says they have Eversource and they get their bills by mail; pull the bill
Define greenhouses gases
What is anything in the atmosphere that shouldn't be that contribute to the greenhouse effect
List the 8 great work habits in order
What are have and maintain a great attitude, be on time, be prepared, work a full day, work the territory corrrectly, respect customer and client, understand your opportunity, and take control
List the in the zone LOA's
What is 100 engagements, 50 stops, 25 QDM's, 19 presentations, 12 customer info's, and 6 closes
Explain supply vs delivery
What is the part of the bill that is handled by the supplier vs the utility covering delivery/customer service/maintenance
Give a proper high roller speech (don't need goals)
What is do the judges grant you points
What is a B corporation
What is a for profit company that balances profit with positive global change and ethical business practices