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Dubai Appointment Training (KPIs (Do the math (2 @ 8,000 = 16,000 (16…
Dubai Appointment Training
WHY
Revenue
Need 40-60k from all now
Too many reps new to the process
The current Takeover/CB approach isn't working well enough
Losing at Hand over
CB not always happening
Repetitious
Wrong POP (CLEM) as foundation for solution
Some - rep going through to Prop
Background FS
Face to face
Couldn't sell over phone (sign)
SINGLE Purpose of call
Set an appointment
Therefore, script and process was for that one purpose AND NOTHING ELSE
Structure
Intro
Reason for call :red_flag:
HOT BUTTON QUESTION
Tax free income (50%)
Mortgage 30%
If one were available to you, would you at least want to know how its done?
Alternate close
M/T which would suit you better
Morning or afternoon
Time (ODD)
Objection - powerful rebuttals
Always Always ending with a closing question
Then we worked hard on waterproofing
Calendar for Dubai
Deal Board
Tracker
KPIs
2 set per power hour/6 per day
Min of 66% connect
Min of 50% to proposal
Min of 20% conversion rate (so don't prop soft!) :no_entry:
Average deal size say 8,000
Do the math
6@66
% = 4
4
50%
= 2
2* 5 days = 10
10 @ 20% = 2
2 @ 8,000 = 16,000
16,000/week*4 = 64,000
What have we got at the moment? Do the math
10/week @ 5% (some less)
=2 per month= 16,000
Commissions
How do we stop dependencies?
How do we incentives the managers/
Answer is that we have a set amount of money to play with and we need to split
currently 7% (average)
4% goes to the rep
3% to the closing manager
So before 16,000 @ 7% = 1,120 NOW 64,000 % 3.5% = 2,240 = more than 21/4 times more
Manager 7 reps
6@66
%
50%
8,000
20% =