1. 4,5, & 8’s Training Partnering For Success
9:00 AM start
Have all set up done by 8:50 with this slide opens at 8:50.
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2. 4’s, 5’s and 8’s Selling Process
Learning the “4’s, 5’s & 8’s” Selling Process
Four (4) Factors of Impulse
Five (5) Steps to a Conversation
Eight (8) Great Work Habits
For this strategy to be successful, each rep must live and breath these principals.
Following the steps within each of these three important processes will help your sales success in the field.
Keep the big picture in mind. If you have a rough day, think about how the week will be. Don’t share your attitude if it has slipped with anyone except your Sales manager.
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3. CONFIDENTIAL INFORMATION
4 Factors of Impulse
Master the Four Factors of Impulse:
Understand and tap into the key impulse factors influencing a prospect’s purchase decision:
Jones Effect
Indifference
Fear of Loss
Sense of Urgency
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4. CONFIDENTIAL INFORMATION
4 Factors of Impulse
1. Jones Effect
“Keeping up with the Joneses…..”
People tend to want what others have.
Motivate a prospect to buy based on what others are getting or doing.
What does this look like?
“My neighbor just bought a new HDTV plus he got a good deal on DirecTV. I want to have this too.”
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5. CONFIDENTIAL INFORMATION
4 Factors of Impulse
2. Indifference
Be informative, courteous and confident-not needy, pushy or “sale-sy.”
Appear indifferent about making the sale.
Convey that “it’s really up to you….”
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6. CONFIDENTIAL INFORMATION
4 Factors of Impulse
3. Fear of Loss
People tend to want what they can’t have or may lose out on.
Make the deal or offer time-specific:
An opportunity that won’t be around for long.
Convey that “it’s only for today.”
Create a sense of urgency (impulse factor 4).
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7. CONFIDENTIAL INFORMATION
4 Factors of Impulse
4. Sense of Urgency
Respect people’s time, and convey that “it won’t take very long….”
Build excitement about the offer or deal.
Use with “fear of loss” (Impulse Factor 3) to
Motivate the prospect to act now.
The difference between “Fear of Loss” and “Sense of Urgency is “Fear of Loss” is time related, “Sense of Urgency” in Quantity related.
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8. CONFIDENTIAL INFORMATION
4 Factors of Impulse
“Sense of Urgency” and “Fear of Loss”
Fear of Loss is a time related element.
Can we get you signed up today?
Sense of Urgency is a quantity element.
Appointments fill up fast! Let’s go ahead and get your installation set up?
Fear of Loss and Sense of Urgency work hand in hand with each other.
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9. CONFIDENTIAL INFORMATION
4 Factors of Impulse
Remember to incorporate the four impulse factors into your pitch!
Does the customer deserve to here your pitch?
Sample of a Base line for your own Pitch:
Hello! My name is ______________. I’m from DirecTV. We have some great promotional sales going that I’ve been signing people up for left and right! Can I have a few minutes of your time?
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10. Learn the 5 steps to a conversation
Using these 5 steps, focus on the conversation rather than the sale to close the deal:
Introduction
Short Story
Presentation
Close
Rehash
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11. The Five Steps to a Conversation
1. Introduction
Use non-verbal “S.E.E.” factors to establish trust:
Smile
Eye Contact
Enthusiasm
Break the ice to build rapport and find common ground.
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12. The Five Steps to a Conversation
1. Short Story
Reduce Skepticism
Give the customer something to relate with you on.
Build the impulse to buy.
(See “4 Factors for Impulse”)
Qualify yourself and the prospect.
Briefly explain who you are, why you’re
there and what you’re doing.
Ask questions to determine a propects readiness,
willingness and ability to buy.
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13. The Five Steps to a Conversation
3. Presentation
Keep it short and simple.
Paint a compelling picture of how the product or service will work ideally for the prospect.
People recall the first and last things they hear: Show the value or features
Then stress the deal or benefits.
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14. The Five Steps to a Conversation
4. Close
Listen and watch for buying signs Eye Contact, Head nodding in agreement
Stop and answer questions Listen to your customer’s needs.
Assume the sale “Let’s get your installation date.” “Let’s get this written up today.”
Visualize a win-win outcome.
Get your customer all of his needs: HDTV, DirecTV, cables, and warranty
Take control.
Close with Confidence.
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15. The Five Steps to a Conversation
5. Rehash
Suggest options to increase potential profit.
Use examples that show the value and benefits.
Be clear and direct.
Stress the deal.
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16. CONFIDENTIAL INFORMATION
8 Great Work Habits
8 Great Work Habits
Work a Full Day
If you are on the clock and in the store you will be engaging a customer!
2. Have and Maintain a Great Attitude
Go into your store with a positive mindset and maintain that throughout the day. No matter what is going on, your positive attitude always remains the same. We not asking you to be robots. Everyone has a rough day, only vent to your supervisor. (Rude customers,
Be on Time
Be at your location 15 minutes before your start time so you are at your work area fully prepared to start on time.
4. Physically and Mentally Be Prepared
Make sure you are wearing your lanyard and that your Netbook is charged and ready to go. Have a positive attitude.
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17. CONFIDENTIAL INFORMATION
8 Great Work Habits
8 Great Work Habits
Work Store Correctly
Follow the procedures defined in your training and on your conference calls for success in your store.
Respect the Customer and Your Client
Live the Cydcor and Wal-Mart values when you are in store always.
Understand Your Opportunity
Make sure you go in to your store each day, follow the guidelines that have been provided in this training and hit your sales goals!
Take Control
Own your store. Take pride in it and your work. Keep control of the conversation.
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