There are numerous plans being made on how to make our staff earn more:
Objectives:
1. To reach sales objectives;
2. To make staff earn more on ORC
3. To make them earn more on direct sales (3% of gross)
4. To capacitate sales agents increase % of sales closing
Background:
1. 0 sales ibang sbu; lackluster
2. Tired of saying if dont sell we dont eat
3. Really the purpose of business is to create customers. Achieved by selling.
NO SALES NO BUSINESS
-x-x-x-x-x-x
1 Basic principle: People always remember the last word
Reframing, diversion from the main objection
2. Case study: A prospect want an $18,000 vs the listed $20,000 on print, or as per price list
You come with the good news. You were able to haggle with boss for $18,900.
Prospect says no.
3. Steps:
1. Present the deal again, emphasising the low dp and low monthly
DP $1,000, $499 monthly - 3 seconds
4. 2 O excuse me, did I include when do you prefer the monthly be paid: beginning of the month Say 1-5;
or middle of the month say 10 - 11. What would be more convenient for the family
Shift the conversation on manner of payment of monthly. Focus on low monthly rather than the TSP
Use the pencil yellow pad or your planner to clinch the deal
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