20-Day Training Guide for The System University

DAY 10

__ Daily Drill Down __ Address any concerns or questions you may have from the day before __ TSU Free Video: “ Have You Checked Your Schedule Toda y?” (System Short: Run Time 3:02) __TSU Classroom Video: Re-watch “Personal Planning Organizer – Part Two” __Role Play the warm-up, the transition to the PPO, and the transition from the PPO to the four-page Pre-Need Presentation. __ Discussion. After this roleplay is completed, your sales manager will share with you the areas you will need to improve. To do this you will re-watch some of the videos, study the PPO or the four-page Pre- Need Presentation scripts. You may also be assigned to read some of the related materials in The System Library __ TSU Free Video: “ Are You Selling Yourself Out of Business? (System Short: Run Time 3:26) __ TSU Free Video: “ The C.R.I.S.P. Method (System Short: Run Time 8:42) __ Review the C.R.I.S.P script and process __TSU Classroom Video: “ Referrals ” __ Discuss with your sales manager what you now know about the importance of asking for referrals, how to obtain referrals and why the obtainment of referrals must be a vital part of your selling process __LeadTrak: Enter Lead, prospects and/or appointments into LeadTrak __ Q & A: Ask any questions for clarification or a better understanding of the concepts and materials covered today, if needed. Notes:______________________________________________________________________________ _____________________________________________________________________________________ Initials Signifying Completion: Date _______ Trainee ____ Sales Manager ____ End of Week Two: The expectation is that by the end of week two you should be on a pace of setting two pre-need appointments each day. You should be know how to conduct a proper warm-up, how to make the transition from the warm-up to the PPO and be relativity proficient at presenting the PPO and four-page preneed presentations. You should be very clear regarding the importance of making referral obtainment as a part of your selling system, to ensure that you are not be selling yourself out of business, but always asking your way into new possibilities.

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