20-Day Training Guide for The System University

DAY 15

__ Daily Drill Down __ Address any concerns or questions you may have from the day before __ Review the products and pricing from the previous day to ensure you know the products and pricing __TSU Classroom Video: Re- watch “Personal Planning Organizer – Part Two”. __Role Play the warm-up, the transition to the PPO, and give a complete PPO presentation. __Read the pages as directed by your sales manager from the PPO presentation which he or she feels you need a better understanding of how to explain specific pages. __Role Play with your sales manager three of the most common objections you will get when attempting to close a sale. __Counselor Online Library: “The Closing Process” __Live Prospecting: Discuss with your manager the three methods of prospecting you now feel you are most comfortable using. Then, select one of the three and use that method for your daily prospecting efforts. __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 ____ End of Week Three: The expectation is that by the end of the third week you should be setting a minimum of two pre-need appointments every day. You should also know how to make a complete pre-need presentation, effectively use the Important Cemetery Decisions sheet, explain the payment options, manage at least three of the most common objections to purchasing, and then be able to move into the closing sequence.

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