15 Questions
What is the main goal of closing the job/asking for the sale?
The main goal is to confidently convince the customer to agree to the sale and solve their pain point.
What are the key factors that contribute to a successful closing?
The key factors are the rapport built with the customer, the value shown to the customer, and the information gathered to build a confident estimate.
Why do Elite TTMs typically not need to ask for the sale?
They have already established the value of their service and the customer's problem is ready to be solved.
How do Elite TTMs present the cost of the service?
They present it in load sizes rather than dollar amounts.
What is the transition made by Elite TTMs when discussing the job?
They transition from discussing the price to explaining the process of how the crew will begin the job.
Give an example of how Elite TTMs use the process as a transition.
They may say something like 'Alright Mr. Customer, I'm going to have my partner back the truck up, is it okay with you if we pull into the driveway. Perfect, we will start with the basement, and move our way up. Please feel free to stop me if you have any questions or concerns. We accept payment once the job is completed.'
What happens when the customer closes confidently?
The customer says yes because they have seen the value in the service and are assured their pain point will be solved.
What are the alternative methods of junk removal that Elite TTMs are knowledgeable about?
The alternative methods of junk removal that Elite TTMs are knowledgeable about are dumpsters, cheaper companies, dumping items themselves, and putting items on the curb.
What is the first step in the Cancellation Protocol?
The first step in the Cancellation Protocol is to re-establish value.
What is the second step in the Cancellation Protocol?
The second step in the Cancellation Protocol is offering a small discount.
What is the third step in the Cancellation Protocol?
The third step in the Cancellation Protocol is taking priority items.
What is the fourth step in the Cancellation Protocol?
The fourth step in the Cancellation Protocol is loading the service to the customer's budget.
What is the fifth step in the Cancellation Protocol?
The fifth step in the Cancellation Protocol is calling the OPS manager.
What is the new pain point Elite TTMs focus on after the customer says no?
The new pain point that Elite TTMs focus on after the customer says no is the reason why the customer said no.
Why do Elite TTMs take cancellations personally?
Elite TTMs take cancellations personally because they believe that the customer is saying no to them personally, not just the service.
Test your knowledge on the art of closing a sale with this quiz on Chapter 4.0 of the Culture of Salesmanship. Learn about the techniques used by elite sales professionals to confidently ask for the sale and close deals. Explore the importance of gathering information and understanding pain points during the sales process.
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