DAY 19
Daily Drill Down
Address any concerns or questions you may have from the day before
Role Play any aspects of your prospecting and objections to setting the appointment you are not as proficient as you need to be, as determined either by your lack of confidence or your manager’s opinion of where you need improvement
Role Play the important cemetery decisions (or other price comparisons if you are discussing pre- need funerals), and transition from this explanation to the close.
TSU Classroom Video: If needed re-watch “Important Cemetery Decisions”
Role Play three of the most common objections to closing the sales
TSU Classroom Video: “The Closing Process”
Discuss with your manager what you now better understand when it comes to managing objections than you did the first time you took this course
Role Play managing objection to purchasing, as given to you by your sales manager by using the 4 A’s concept
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
22 | P a g e
© THE SYSTEM | INITIAL TRAINING SCHEDULE. VITAL SKILLS FOR SALES SUCCESS IN 20 DAYS
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