DAY 12
__ Daily Drill Down __ Address any concerns or questions you may have from the day before __ Role play the transition from the warm-up to the PPO and give the PPO presentation __ Discussion: Your sales manager will give you any direction you may need on which areas of the part of
the pre-need presentation you may need to improve __Counselor Online Library: “Managing Objections”
__Review the 4 –A’s script card from the Counselor’s Fast Start series. Order your script cards here: __Select one of the most common objections to closing the sale. Then by following the process of using the 4- A’s method , manage the objection and get back into a closing situation __ Introduction to the Important Cemetery Decisions brochure/worksheet. __TSU Classroom Video : “Important Cemetery Decisions” __Role Play: Your sales manager will create mock selection situation which will allow you to roleplay using the Important Cemetery Decisions worksheet __Role Play any objections that are the most challenging to you when setting an appointment with your sales manager __Live Prospecting: Sales manager’s choice __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 ____
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© THE SYSTEM | INITIAL TRAINING SCHEDULE. VITAL SKILLS FOR SALES SUCCESS IN 20 DAYS
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