Sales Test Study Guide Flashcards
At the end of the inspection, what is the commitment that you should receive from the customer?
Regardless of who, this is a job that needs to be done soon?
What are the goals of Inspection?
- Build Urgency (problem and Plan)
- Have them admit the job can’t wait (problem and plan)
- Be the consultant about industry options and loose price conditioning (possibilities/pricing)
- Find out exactly the scope of work they are looking to have done (permanent product, proper procedure)
What should you always ask after the inspection step is complete on every appointment?
- Decision makers
when making a marketing call to the manager you should…
Have the objection funneled down to price.
When you deliver the IVP price, you should be quiet and do the chicken. (true or false)
False
What are the goals of testimonial
- build confidence in WSH
- make a company issued appointment more like a referral
- show why so many others have chosen our company (take risk out of buying decision)
if leap says your IVP price is 12,028, what should the IVP price given to the customer be?
11,991 or 12,021
What are the goals of upgrade?
- eliminate all other options but WSH
- price condition
- explain why quotes can change dramatically based on what the customer chooses from a design perspective
When you deliver the promo price on the project summary and the customer says it is more than we thought. you should…
Do nothing
What do we focus on during the company story?
- give the customer confidence to entrust their project to WSH
- discuss our company history, structure, and in house installers
if your appointment is set up in the notes with john and Mary, and only one person is present in the home when you arrive, after 5 minutes what should you do?
relax, execute the warm up and inspection, reset appointment. after inspection
when an appointment needs to be reset with the customer on a “ran out of time”, or “all parties not present”, whose responsibility is it to reschedule this appointment with the customer?
DC
when someone is looking to remodel the entire bathroom, what is the cost affiliated with the wet area on a typical quote?
60-70%
if you are working to get a customer financed but are awaiting a decision from a lender for financing, and this may make you a few minutes late for your next appointment, what steps should you take?
Wait for approval, complete the deal, request the push if necessary.
When explaining the peace of mind pledge, it is important to tell our customers that we will cover the installation for as long as they own the home with our warranty.
FALSE
The value statement is to be used as a rebuttal only if the customer objects to the promotional price?
FALSE
key components of the button up?
- set up for future business
- complete contract and paperwork
- solidify the sale (ask button up questions)
if the customer feels they can “hold off” and cancels their project, typically the reason was due to:
lack of urgency
if a marketing call is required, what aspects of the call are important?
- project details
- genuine idea to call
- restate urgency
- excited with new price
- present and assume the sale
solidifying the sale takes place during and after paperwork
TRUE
what are the correct ways to explain the right of rescission?
- fly by night
- aggressive salesmen
do you need to review every line and detail of the work order?
yes
where should you find your appointments for the day?
salesforce, my appointments
True or false, reps should always park in the driveway to minimize the risk of a hit and run
false
on a demo maybe (no sale), your disposition sheets should be uploaded when?
prior to resulting
in salesforce, the customer address is referred to as the
the account
in salesforce, you will find the notes for your appointment under
contact - name
in salesforce, on a sold job all chatter should be posted under the
on the job
when chattering, your message may not be seen by the person/ group you intend unless you direct it to them using what symbol?
@
true or false, a proposal should be sent in LEAP for all demo maybes
True
what is the correct formula to calculate the percent of list?
Sale price/ promo price
correctly identify the commitment you should get from the customer by the end of testimonials
are they confident in WSH as a reliable company
True or false, you are expected to reply to a chatter within 2 hours unless you are in a home on an appointment, or out of PTO
True
Correctly identify the 6 core values of WSH
- default aggressive 2. extreme ownership 3. get better everyday
- do the right thing always 5. Be great 6. be an exceptional teammate
what’s the min target demo rate for all offices
85%
min target closing rate for established offices (18 or more months)
40%
correctly identify the transition statement that immediately follows the value statement
do you see these 3 numbers at the bottom
correctly identify the first rebuttal
by having to think about it, tells me you’re very serious…
true or false, you are required to make a follow up phone call between 8:15am and 10am the following day after a sale
true
correctly identify the transition statement between the company story and the upgrade.
many customers appreciate the book I’m going to share with you
9 steps to the pre close
- (project summary) present price
- value statement
- determine the deposit (pin the deposit to determine if this job will be cash)
- determine payment method if not cash (found at the bottom of the project summary)
- Determine comfortable monthly payment (pin the payment)
- four assumed commitments
- explain peace of mind pledge
- initial visit program
- assume the sale
