DAY 13
Daily Drill Down
Address any concerns or questions you may have from the day before
TSU Free Video: “Do You Have A Presentation For This?” (System Short: Run Time 3:32)
Role Play C.R.I.S.P. script
TSU Classroom Video : “ The Pre-Need Presentation”
Role Play the transition from the PPO to the four-page Pre-Need Presentation. Present page one and two of the Pre-Need Presentation. At this point, your sales manager will show you how to explain the product and service offering to the prospect. At the end of page 2, you will know learn how to transition to and explain the products, services, and pricing. You will then learn how to transition back into the closing sequence of your four-page presentation, which are pages three and four.
Counselor Online Library: “Managing Objections” Your sales manager willselect specific objections from the book and ask you to read and learn how to manage them properly
Role Play managing the objections you were assigned using the 4- A’s method
Role Play the prospecting script your manager will be having you use today and role play handling the two objections to setting an appointment that are the most challenging to you.
Live Prospectin g: 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
16 | P a g e
© THE SYSTEM | INITIAL TRAINING SCHEDULE. VITAL SKILLS FOR SALES SUCCESS IN 20 DAYS
Made with FlippingBook - Online Brochure Maker