Day 1
these 4 factors of WHAT include Jones effect, Indifference, FoL, and Urgency.
What is Impulse
this comes after our Introduction
What is Short Story
An Acronym we use to navigate early objections
What is A.I.R.
What is Internet
The Structure of the New
What is: $.P.I.T.
or, Price, Home Phone, Internet, Tv
the First of the 8 Great work habits
what is Have and maintain a great attitude
The F in F.O.R.D.S.
what is Family
Person who handles the billing and payments
What is the DM
or, What is the Decision Makers
Presentations are split into these 2 different pieces
What are the NOW and NEW
the purpose of the New
What is Solving problems found in the Now
something we can use Fear of loss on with the customer.
What is what the customer cares about
Acronym implemented during the Introduction
What are S.E.E. factors
This acronym is used to build relationships with customers
What is C.P.R.
or what is Create Personal Relationships
examples of this include: weather, traffic, friends, family
What are Uncontrollables
The importance of proactive language
what is it builds credibility and confidence
our sale is the transfer of
what is energy
The purpose of the Short Story
what are:
Reduces skepticism
qualifies the decision maker
builds impulse
these are responses that keep a sale from moving forward
what are objections
examples of this include: preparation, attitude, work ethic.
What are Controllables
we often pinch this during the NEW in each presentation
What is Pain
This allows us to easily spark up the conversation with the customer and creates dialogue from the start of the interaction
What are P.O.O. factors
this person explained the Introduction on the training website in video form
Who is Jon
QTQP
What is Quality Time with Qualified People
importance of the NOW
what is, if we do not have problems for the customer we have nothing to fix
Importance of doubt words
what is, they can kill a sale faster than not askinf for one