Day 1 Training: Introducing and Connecting Flashcards
Pitch Introduction and Day 1 Concepts
Training Goal
Introduce self to customer and make them feel comfortable with you by:
• Using Icebreakers
• Sticking to the Pitch
SAW
- System
- Attitude
- Work Ethic
System (S a w)
Each sales representative’s unique style
Attitude (s A w)
Keep your attitude and the conversation POSITIVE!
Work Ethic (s a W)
Strive to do 10x the Minimum each day for greater chance at success
LOA
- Law
- Of
- Averages
Real Life Example of LOA
A Deck of Playing Cards
Importance of LOA
Offers more chances to succeed
What are Staple Goals
Goals that you can control hitting
What are the Staple Goals of LOA
- Doors
- Decision Makers (DMs)
- Bills
- Applications
Doors (LOA)
- Goal: 40-50 Each Day
* The business you actually speak with
Decision Makers - DMs (LOA)
- The ones who make the call/decisions regarding the services we provide
- Who you need to speak to in order to close the sale.
Bills (LOA)
The physical copy of the business’s phone bill, internet bill, tv bill, or all the above to know the amount they are paying each month for the services.
Applications (LOA)
What you fill out to close the sale and switch the clients over to AT&T
The 5 Steps to a Conversation
- Icebreakers/Intro
- Qualifying Questions
- Short Story
- Presentation
- Close
SEE Factors (Building Rapport)
- Smile
- Eye Contact
- Enthusiasm
FORDS (Building Rapport)
- Family
- Occupation
- Recreation
- Dreams/Dogs/Decor
- Shopping/Sports
POO Factors (Building Rapport)
- Power
- Of
- Observation
The Introduction: Exact Script
[Icebreaker First]
Hi! My name is _______, and I’m here on behalf of AT&T Business.
I’m checking in on our existing and newly qualified customers to make sure that they are getting the best prices and promotions.
You are still using us for phone and internet correct?
The Introduction: Summarized Bullet Points
- Name and “Behalf of AT&T Business”
- Existing and Newly Qualified Customers
- Best Prices and Promotions
- You Are Still Using Us for […] Correct?
Importance of FORDS
Conversation fillers and
Verbal Rapport Building
- Icebreakers and Conversation Fillers
* Utilize the Surroundings to make conversation and a connection
Non-verbal Rapport Building
- SEE Factors (Facial Expressions)
- Physically show your positive attitude
- Mimic Customer (i.e. sit if they are, increase volume if they’re loud, lower if they’re soft-spoken, etc.)
Importance of POO Factors (Rapport Building)
Use your surroundings to create conversation and MAKE A POSITIVE CONNECTION!
