1. Christina Landwehr, Tricia Banaszak, Lori McCallister
Basic Sales Breakout
Christina Landwehr, Tricia Banaszak, Lori McCallister

2. Celebrating 45 years of…
“This is the best thing I’ve ever bought” “Your system has changed my families life” “For the first time with my pet, I finally have peace of mind they are safe“

3. Agenda Pre Call Planning Greeting Fact Finding Provide Solution Close
Objections
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4. Sales Person vs Trusted Advisor
Order Taker
Sales Person
Friendly Professional
Trusted Advisor
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5. Let’s look at the numbers….
2017 Revenue
Trans
Rev/Transmitter
SGA's
Ave Contract value
Lifetime Value
All COS
$18,083,679.00
5,875
$3,078.07
186
$1,760.00
$3,488.00
Chicago
$5,249,127.00
1,713
$3,064.29 59
$1,712.00
$3,678.00
Seattle
$2,828,502.00
822
$3,441.00 52
$1,985.00
$4,047.00
NEO
$2,717,826.00
825
$3,294.33 13
$1,843.00
$3,637.00
Wisconsin
$2,459,827.00
927
$2,653.54 20
$1,693.00
$3,581.00
Florida
$1,714,846.00
584
$2,936.38 16
$1,710.00
$2,952.00
Colorado
$1,249,627.00
405
$3,085.50 3
$1,614.00
$3,339.00
California
$660,988.00
241
$2,742.69 7
$1,677.00
$3,251.00
Portland
$568,939.00
158
$3,600.89
$1,670.00
$3,483.00
Harrisburg
$434,599.00
133
$3,267.66 6
$1,886.00
$2,064.00
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6. Invisible Fence® Brand Sales Model
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7. Pre-Call Planning How do you prepare for each sales consult?
How do you think your prospect prepares to meet with us?
Pre Call Planning
Group Share:
Best Practices
Review the importance of key objectives heading into each consult:
WORKBOOK:
Objectives must be: S.A.M
Specific
Appropriate
Measurable
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8. “You Never Get A Second Chance to Make a First Impression”
“You Never Get A Second Chance to Make a First Impression” – Will Rogers
Your initial contact with a prospect is important. If done correctly, you have the chance to set the tone of how the rest of the consultation will go. Knowing how to approach a consultation with a set plan in place and blending in personality will engage the prospect into finding value in your product and presentation.

9. Greeting Greet the prospect: Gain Trust
Have confidence in your greeting
Make eye contact as you firmly shake hands
Greet the pet if they are present
Smile and show enthusiasm for your company and the opportunity to work with and help the customer
Gain Trust
Knowledge of pet breeds
Local referrals
Match and/or complement their personality
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10. Greeting Stating your Purpose (Agenda)
Taking the time to state your purpose of the consultation allows you and your prospect to be on the same page for the rest of the meeting.
What a purposes statement does:
Provides clear benefits to the customer
States what will be accomplished over the call
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11. Activity: Example
I know you called because JoJo ran off the other day. I wanted to ask you a few questions so I can better understand how your family and JoJo interact in and outside the home. Once I have a better understanding of your needs I can customize a solution for you to keep JoJo safe at home. How does that sound?
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12. “The questions you ask are more important than the things you could ever say.” --Tom Freese
Great Pet Consultants take the time to focus on fact finding during the presentation. Discovering needs during the consultation is important because they drive buying opportunities for the customer. It is necessary to dig deeper to validate the need of our solutions, and discover the root cause of the customer’s needs.
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13. Open vs Closed Ended Questions
Benefits of open-ended questions?
Benefits of closed-ended questions?
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14. People & Relationships
Spotlight Questions
Customer
Impact
Current Situation
Needs & Objections
People & Relationships
Purchasing Process
If not us, then what?
Spotlight Questions Exercise
Build a deck of questions that will help them in their consult for every topic.
Get up & move around – post focus on wall, group moves to that topic and builds 5-10 questions for that topic. Move every 3 minutes
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15. Skills: Active Listening
Listen for:
Information
Significance
Perception
Identify:
Vocal Tone
Body Language
Remember Words the Customer Uses
Recap and Confirm
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16. Working Through Early Price Requests
We all know the customer that meets us at the end of the driveway and “just wants a price”
Tactfully delay the price discussion
Give a price range
Providing a price too early forces you to defend the cost instead of building value during your presentation.
DOODLE: “You want to build value through your presentation, not defending the cost”
TOUCH ON IT
TABLE IT
TAKE IT DOWN LATER
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17. “People don't care about your business. They care about their problems
“People don't care about your business. They care about their problems. Be the solution that they're looking for.” Melanie DoDARO
After you have dug deep and uncovered your prospect’s true need, it is time to Provide an appropriate Solution.
A Trusted Advisor moves into the presenting stage with a level of trust, in which the solution that is provided will be the best for that prospect.
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18. Skills: Features VS Benefits
Feature: facts about the characteristic of a product or service.
Benefit: answers “What’s in it for me?”
Features: TELL Benefits: SELL
Workbook:
FEATURES VS BENEFITS-
USE BOUNDARY PLUS AS AN EXAPLE
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19. Let’s talk about Benefits
Activity:
Consider a recent consultation.
What did you learn?
Concerns with their pets
Opportunities for improvements
Motivation for purchase
Based on what you know:
What was the highest priority need for that prospect
What solution did you offer?
What benefits applied the most to that customer?
ACTIVITY # 5
WORK THROUGH WORK SHEET
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20. Skills: Tailor the Solution
Use your consult example from the slide before:
How will you Tailor the Solution and present to the customer?
Transition
Recommend
Connect
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21. “Always be closing...That doesn’t mean you’re always closing the deal, but it does mean that you need to be always closing on the next step in the process.” Shane gibson
As you have taken your prospect through the sales process, you will reach the Close.
The Close is a critical part. A Trusted Advisor will be able to recognize buying signals, and move the prospect from learning about the system to purchasing the system.
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22. Close Sum up the presentation Commitment to move forward Next Steps
Confirm

23. Best Practices: When to Close
Think about a time you closed too early, or too late? Why did this happen or reason behind it?
What time is the Right Time?
You have identified a solution to their problem
You have uncovered your prospect’s needs
You have confirmation that your solution will fix their problem
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24. Best Practices: Referrals
Remind
Every
Friend,
Every,
Relative to
Refer A
Lead
FOUR opportunities to ask for referrals: 1. In-Home after the sale 2. Networking 3. Follow-up/ did not purchase 4. After the install / 3mo follow-up
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25. “Managing objections head on is dead on.” - KRAIG KLEEMAN
A Trusted Advisor sees an objection as an opportunity, not something that will keep the prospect from buying.
The ability to listen, address and work through an objection without defensiveness creates trust and a path forward in the sales process.
<3 OBJECTIONS ARE THE OBJECTS OF OUR AFFECTION
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26. Objections Empathize Understand Address Confirm
Empathize with what the prospect is feeling
Understand more- ask more questions- where is this objection coming from?
Address the needs- are we able or unable to satisfy their needs?
Confirm: A Close-ended question is key here to understand if the objection has been addressed

27. Best Practices: Price Objections
How do you handle price objections?
Tips:
Are they comparing apples to apples?
Add to the value
Reiterate value
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