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 dete rmined 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-wat ch “Important Cemetery Decisions” __Role Play three of the most common objections to closing the sales __TSU Classroom Video: “ The Closing Pro cess” __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 mana ger by using the 4 A’s concept __Live Prospecting: Sales manager’s choice __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 ____
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© THE SYSTEM | INITIAL TRAINING SCHEDULE. VITAL SKILLS FOR SALES SUCCESS IN 20 DAYS
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