DAY 18
Daily Drill Down
Address any concerns or questions you may have from the day before
Role Play any prospecting scripts in which you need to improve
Role Play any objections to setting the appointment you may not be proficient in managing
TSU Classroom Video: The Pre-Need Presentation
Role Play from the transition from the PPO to the four-page Pre-Need Presentation, give the four- page presentation. This should include explaining your products and services, going through the closing sequence, using the important cemetery decisions worksheet, and managing the objections to the sales which your manager will give you.
TSU Classroom Video: “Park Roaming & ASSAY Program”
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
21 | P a g e
© THE SYSTEM | INITIAL TRAINING SCHEDULE. VITAL SKILLS FOR SALES SUCCESS IN 20 DAYS
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