According to the AMA and our own top medical sales reps, the best prospecting method for dominating the medical market.
What is hot knocking?
100
There's one at the end of this sentence, isn't there?
What is a tie-down question?
100
Standard interval between Accelerator contacts.
What is 7 days?
100
The % of time qualified sales reps get promoted to management.
What is 100%?
100
To make a wishy-washy prospect want our offering we do this with that offering.
What is take it away?
200
These instantly add credibility and create importance and intrigue to a cold call.
What are name drops?
200
Rather than asking the prospect to "sign the contract" we ask them to do this.
What is "Authorize/Okay/Endorse the Agreement/Order Form/Paperwork"?
200
According to the US Department of Commerce the amount of money lost per day in depreciation of collectability on $10,000.
What is $50 (1/2% per day)?
200
This, not sales, drives long term value and income for your business.
What is usage.
200
The first question on the System Design Form.
What is "At what age will you routinely be assigning accounts to Transworld Systems?"
300
The standard answer to a receptionist asking "What's this regarding?"
What is "It's regarding money owed to the company?"
300
Before walking out without an order from a fully qualified prospect, the objection you must always address.
What is the money?
300
The number of steps on the OCP needed for a client to intially upload their first batch of debtors.
What is 5 steps?
300
The title of a manager-in-training.
What is a Divisional Field Trainer?
300
You should never lose this facial feature when closing.
What is a smile?
400
Mailings always pay off if you follow the mailer with these.
What are phone calls?
400
When setting the 4-Things agenda at the beginning of the presentation, we tell the prospect that at the end of the presentation we are going to ask them this.
What is to become a client today?
400
The amount of downpayment needed to do a client installation and get usage.
What is zero?
400
This, not your aptitude, determines your altitude.
What is attitude?
400
The type of close used, when either anser the prospect gives, confirms they are buying.
What is an Alternate of Choice close?
500
Paying these on hot knocks will soften recptionists attitude.
What are compliments?
500
Amount of new business needed to offset $10,000 in losses if working at a 20% profit margin.
What is $50,000?
500
Upon instal, accounts over this age should be directly assigned to Transworld Collections division.
What is 6 months?
500
The formula (numeric equation) for ultimate success at Transworld Systems.
What is 2+2?
500
When you determine that they don't have a need this is what you ask for next.