DAY 12
Daily Drill Down
Address any concerns or questions you may have from the day before
Roleplay 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.
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. Order the 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 leads, 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
15 | P a g e
© THE SYSTEM | INITIAL TRAINING SCHEDULE. VITAL SKILLS FOR SALES SUCCESS IN 20 DAYS
Made with FlippingBook - Online Brochure Maker