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Rep Appointment setting training (New Rules: (Waterproof (Odd times, Email…
Rep Appointment setting training
What's the current process for 1st and CB calls
Hook; VP: Qualification: Tee-up
Do a hand over
Hows this working?
:red_flag:Frustration
:red_flag:Disengage
:red_flag:have to do the work over again
:red_flag: Clients can hear coaching
How are sales? :no_entry:
What are current KPIs
Work rate good
Out reach good
What are your revenue targets?
LSE - vital to hit the revenues (WHY) and to hit them early (WHY)
All happening too slowly
Reality is that moving from a product based sales to a value based sale is not easy - especially if doing it for a long time
Skiing vs Snowboarding
Get caught between styles
Good at leads, hooks, and getting to right folk
After that that its failing
Not just in Dubai - common problem
What is appointment setting
IA Background (F2F)
If think about it, its not completely different from now - just earlier
At the moment hand over at T-up - damage already done
New Rules:
Intro
Hook
Qualify DA
Intrigue
Rebuttal
Commit
Waterproof
Odd times
Email
Move by 5
Out going diary
New KPIs
6 appts per day
66% Connection
50% to Prop
AOV +10% = 9,000
Expected CR 15%
Leads 40/20
Props (rep) 2 x day (after briefing)