20-Day Training Guide for The System University

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

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