Day 1 — Foundation & Mindset
Session 1 — State / Story / Strategy
Gratitude Exercise
Two people you are grateful for, and why:
1.
2.
Session 2 — Vision of the TrueNorth Opportunity
Growth opportunities within TrueNorth Home Solutions
Session 3 — Mindset & Core Values
Roofing sales mindset
Mission & Vision
What are TrueNorth's 3 core values?
1.
2.
3.
What is TrueNorth's mission statement?
What is the vision of TrueNorth?
What is TrueNorth's niche?
Consistency & Discipline
What does it mean to be consistent?
What areas in your life could you improve your discipline?
If the customer calls you for an update before you call them, you are .
You can never communicate .
When scheduling out your days / weeks / months, what tool should you use?
Do you have your Google Calendar set up on your phone?
What is one way you can become more efficient with your time?
The TrueNorth Process
The daily numbers. Know these before writing your goals — a goal only works if the door count behind it is real.
We knock doors and loops every day.
Loop 1 starts at , goes till , and this is called the .
Break 1 starts at and goes till .
Loop 2 starts at and goes till .
Break 2 starts at and goes till .
Loop 3 starts at , goes till , and this is called the .
Session 4 — Goal Setting
PPF & SMART
PPF stands for , , .
SMART goals stands for:
1.
2.
3.
4.
5.
Write one SMART goal for your personal life, one for your professional life, and one for your financial life. Set these for 3 years out.
Personal
Professional
Financial
Session 5 — Accelerator Assignment
Homework: review personal goals with someone and document their feedback
Homework: review core values with someone and write down three takeaways
Accelerator
Feedback on my goals, and who gave it:
Three takeaways from reviewing the core values:
1.
2.
3.
Session 6 — Presentation Breakdown
Structuring an effective sales presentation:
1.
2.
3.
4.
5.
6.
7.
Understanding the Impulse Curve and scheduling priorities
The Door Approach
Write down the door approach presentation:
Body Language & Tonality
What are 3 different ways body language can impact your presentation?
1.
2.
3.
How can you use tonality to draw the customer in or emphasize a point?
Impulse & Closing
What are the 4 factors of impulse?
1.
2.
3.
4.
the sale or the sale!!
drives people to make a decision. They would often rather avoid than be .
How would you build pain with a customer?
Session 7 — Practice
Write out the sales presentation from memory
From Memory
Sales presentation, written from memory:
Session 8 — Recap & Homework
Homework: hydration, clean eating, sleep, light exercise
Homework: mental rewiring and embracing challenges
Homework: expectations for Day 2
Recap
My three biggest takeaways from Day 1:
1.
2.
3.
Day 2 — Objections & Rebuttals
Gratitude Exercise
Two people you are grateful for, and why:
1.
2.
Sales presentation, written from memory:
Objection Fundamentals
What we look for when walking up to a house:
What does it mean to "stay in the paint"?
A is a false objection that a customer uses to avoid being closed or making a decision.
We deal with these by:
Objection Triangle:
1.
2.
3.
Some examples of smoke screens are:
1.
2.
3.
4.
ALWAYS WITH THE CUSTOMER!
storytelling allows you to use someone else's experience to portray an outcome or decision that you want from the customer.
Dominant Buying Motive
DBM stands for: D B M
How do you find the customer's DBM?
Finding a customer's DBM will:
Rapport & Framing
An average salesperson will make statements. Great salespeople will .
Building rapport with a customer does not mean becoming their friend. It means they see you as .
People don't . They make based on .
Most Common Objections
1. I don't have money for a roof.
2. I'll fix it myself.
3. I need to talk to my husband / wife.
4. We don't have any leaks.
5. There are only a few missing shingles, I think we're fine.
6. Just leave me your card, I want to do some research.
7. Can you give me an estimate?
8. I looked at the roof myself.
9. We already have a warranty on the roof.
10. I have a cousin / brother / friend who does roofs.
More objections
11. It's too expensive.
12. I'm moving.
13. I've already spoken to others.
14. I know people with bad experiences.
Day 4 — Body Language & Discipline
Gratitude Exercise
Two people you are grateful for, and why:
1.
2.
Discipline
Sales presentation, written from memory:
Appendix A — Insurance Claim Objections
Reference section. Not covered in the four days — work through it once you are running claims.
1. I don't want my rates to go up.
2. I already filed a claim on my roof and got denied.
3. My roof is too old, my insurance won't pay for it.
4. My insurance company came out when I bought the home and said my roof is good.
5. I'll fix it myself, I don't want to file a claim.
6. The hail wasn't that big.
7. The storm wasn't that bad.