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Sales Guide
1 - Introduction to the Sales Guide
1.1 - Overview
1.2 Moxie Summer Sales (3:25)
2 - Keys to Success
2.1 - Introduction to Keys to Success (2:49)
2.2 - Goals Vs. Commitments (1:29)
2.3 - Tracking Progress
2.4 - Attitude
2.5 - Be Proactive (Take Charge of Your Day)
2.6 - Handling Rejection
2.7 - Mental Toughness
2.8 - Suggested Daily Routine (1:33)
2.9 - End of Day Routine
3 - Knocking With Confidence
3.1 - Know Your Words
3.2 - Assuming the Sale
3.3 - Know the Different Types of Prospects
3.4 - Be Yourself (1:39)
4 - Knocking Area
4.1 - Area Management
4.2 - Efficient Day Knocking
4.3 - Efficient Evening Knocking
4.4 - Knocking into Customers
4.5 - Re-knocking Your Sales Area
4.6 - Checkbacks
5 - Nonverbal Communication - Body Language
5.1 - Introduction to Nonverbals - Body Language (6:59)
5.2 - Appearance
5.3 - Position
5.4 - Eye Contact
5.5 - Head Movement (2:09)
5.6 - Illustrators and Gesticulations (3:20)
5.7 - Use of a Stylus
5.8 - Posture & Mirroring
5.9 - Poor Body Language
5.10 - Interpreting Body Language
6 - Nonverbal Communication - Paraverbal
6.1 - Introduction to Paraverbals (2:22)
6.2 - Volume
6.3 - Speed
6.4 - Silence and Pauses
6.5 - Pitch
6.6 - Echoing
6.7 - Vocabulary (1:03)
7 - Sales Process Preparation
7.1 - Introduction to Sales Approach and Process
7.2 - Identify Neighborhood Problems
7.3 - Trouble Neighborhoods
7.4 - The Weather
7.5 - Time of Year
7.6 - Resale Value of the Home
7.7 - Construction Materials
7.8 - Open-Ended Questions
7.9 - Warming the Waters (2:10)
7.10 - Getting Inside (0:51)
7.11 - Blowing Up the Issues Inside of the Home (0:52)
8 - The Sales Process
8.1 - The Sales Roadmap and Checkpoints
9 - Check Point 1: The Introduction
9.1 - Introductions (1:44)
9.2 - Shaking Hands
9.3 - Justify Your Existence By Using a Thesis - Objective: Get them interested
9.4 - Controlling the Conversation
9.5 - Control Questions
9.6 - Third Party Distractions
9.7 - Qualifying the Buyer
9.8 - Throwing Out a Bone
9.9 Initial Approach (1:47)
10 - Checkpoint 2: The Objection - Objective - Win the Battle of Doubt
10.1 - Roadmaps Overview (3:05)
10.2 - Using Thesis Statements to Overcome Objections (2:23)
10.3 - Overcoming Objections Body Language (4:04)
10.4 - Overcoming Objections Paraverbals (3:13)
10.5 - What's Cheap Roadmap (4:49)
11 - Checkpoint 3: Price/Thesis - Objective - Gain Attention and Interest
11.1 - Price Roadmap (1:31)
11.2 - Price Words of Wisdom (1:38)
12 - Check Point 4: Features and Benefits - Objective - Gain Their Demand, Wow!!
12.1 - Features and Benefits (1:51)
12.2 - Free Reservices
12.3 - Powerspraying
12.4 - The Webster Pole
12.5 - The Yard
12.6 - Outside Service
12.7 - I Need To....
12.8 - Because
12.9 - Being a Specialist
12.10 - The Ownership Principle (3:23)
12.11 - Simplify the Sale (2:37)
12.12 - Building the Relationship
12.13 - Keeping Up with the Joneses
12.14 - Assumptive Transitions (2:55)
12.15 - You Know That (0:39)
13 - Checkpoint 5: Close - Objective - Get a Commitment and a Signature
13.1 - Close Early, Close Often
13.2 - Closing with Confidence
13.3 - Buying Questions (1:31)
13.4 - Closing Techniques - The Sales Game (1:11)
13.5 - Alternative Close (0:52)
13.6 - Urgency Close
13.7 - Bandwagon Close
13.8 - Discount Close (1:17)
13.9 - Sincerity Close
13.10 - Pride Close
13.11 - Mansion Close
13.12 - The Light Bulb Close (0:56)
13.13 - Soft and Hard Closes
13.14 - Multiple Closes
13.15 - Statement Closes (4:13)
13.16 - Keeping Options Open
13.17 - Price Dropping
13.18 - Silence is Golden
13.19 - Progressive Close (1:04)
14 - Overcoming Objections
14.1 - Receiving and Overcoming Objections (1:31)
14.2 - Responding with Confidence (3:15)
14.3 - “That’s Exactly Why I’m Here”
14.4 - “Sure”
14.5 - Acknowledging the Concern
14.6 - Feel, Felt, Found
14.7 - Because (3:08)
14.8 - Turn Negatives into Positives (0:46)
14.9 - Resolve and Close
14.10 - Bad Examples of Overcoming Objections - What Not To Do (0:58)
14.11 - Parroting (0:38)
15- Common Objections and Concerns
15.1 - Introduction to Common Objections
15.2 - “I don’t want it for a year.”
15.3 - “I just want a one-time service.”
15.4 - “Is this a year agreement?”
15.5 - “I don’t want to sign a contract.”
15.6 - “I don’t need it during the winter.”
15.7 - “What if I decide I don’t want it after 6 months?” or “Can’t I just try it out?”
15.8 - “Six hundred dollars is a lot of money!”
15.9 - “Will this hurt my pets?”
15.10 - “Are your pesticides safe?”
15.11 - “Do I need to leave my home?”
15.12 - “I heard that stuff causes cancer.”
15.13 - “I’m broke.”
15.14 - “I don’t want the follow-up service.”
15.15 - “What kind of guarantee do you have?”
15.16 - “What if I see bugs after you spray?”
15.17 - “Why are you so expensive?”
15.18 - “I’m not seeing any bugs.”
15.19 - “My neighbor had pest control and their dog got sick.”
15.20 - “My neighbor had pest control and their kids got sick.”
15.21 - “My neighbor had pest control and the field expert stained their walls.”
15.22 - “My neighbor had pest control and the field expert was always late.”
15.23 - “How do I know you will do what you are saying you’ll do?”
15.24 - “I am renting.”
15.25 - “I am moving.”
15.26 - “My neighbor, friend, or brother-in-law does it for me.”
15.27 - “I have fish, turtles, snakes, or birds. Will this harm them?”
15.28 - “What do you do for spiders? Aren’t they impossible to get rid of?”
15.29 - “What do you do for fleas?”
15.30 - “Does the field expert always need to treat the inside my home?”
15.31 - “Do I have to be here every time you service the home?”
15.32 - “I keep hearing scratching noises in the wall. Can you come in and try to figure out what it could be?”
15.33 - “Will you be the one servicing my home tomorrow?”
15.34 - "What if it rains before or after you service my home? Will that service be ineffective?”
15.35 - “Will this hurt my plants? Will this hurt my new sod?"
15.36 - “I want it monthly or bi-monthly.”
16 - The Switchover
16.1 - Introduction to the Switchover
16.2 - Explain the Service
16.3 - The Eaves
16.4 - Power-spraying
16.5 - Ant Protection
16.6 - Safety
16.7 - Response Time
16.8 - The Neighbors
16.9 - The Partial Service
16.10 - Price
16.11 - Price Dropping
16.12 - Price Dropping Effectiveness
16.13 - Competitor's Invoices
17 - Do-It-Myselfer
17.1 - Introduction to Do-It-Myselfer
17.2 - The Neighbors
17.3 - Convenience
17.4 - Safety
17.5 - Effectiveness and Response Time
18 - One-Leggers
18.1 - One Leggers
19 - The Agreement
19.1 - Introduction to the Agreement (0:48)
19.2 - Filling Out the Agreement
19.3 - Talking Too Much
20 - Solidifying the Sale
20.1 - Introduction to Solidify the Sale
20.2 - Collecting Credit Card Payment (4:08)
20.3 - Set Realistic Expectations (1:43)
20.4 - Explaining Reservices
20.5 - Firming up Commitments
20.6 - Referrals
20.7 - Leaving with a Relationship of Trust
20.8 - Capitalizing on your Success
20.9 - Upcharging (2:13)
21 - Phone Sales
21.1 - Introduction to Phone Sales
21.2 - Assuming the Sale
21.3 - Talking with the Husband
21.4 - Mentioning the Agreement
22 - Representing Moxie
22.1 - Every Impression Counts
22.2 - Moxie’s 4 Impressions
22.3 - Take Pride in How You Present Yourself
22.4 - Assume You Always Have an Audience
22.5 - Don’t Make a Bad Impression
22.6 - Make Things Right
23 - Conclusion
23.1 - Words of Wisdom
15.8 - “Six hundred dollars is a lot of money!”
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