DAY 14
Daily Drill Down
Address any concerns or questions you may have from the day before
TSU Free Video: “The Five Elements of an Effective Pre - Need Presentation” (System Short: 4:24 minutes)
TSU Classroom Video : “The Closing Process”
Role Play pages 3 and 4 of the Pre-Need Presentation. Move from the question of asking your prospect if they agree it is better to do this together than alone, then go into the Important Cemetery Decisions explanation and move into your payment options (or other price comparisons if you are discussing pre-need funerals).
TSU Classroom Video : If needed, re-watch “ The Pre-Need Presentation”
TSU Classroom Video : If needed, re-watch Important Cemetery Decisions
Role Play how to transition from Important Cemetery Decisions and showing the payment options to starting the agreement (or other price comparisons if you are discussing pre-need funerals). At this point, your manager will share with you more about the more frequent products that family select and their respective pricing.
Role Play any objection to setting the appointment that may be difficult for you to manage.
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
17 | P a g e
© THE SYSTEM | INITIAL TRAINING SCHEDULE. VITAL SKILLS FOR SALES SUCCESS IN 20 DAYS
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