Event Marketing Rep Training 102

Getting Attention

• Sparking an Interest

  Spark an interest in potential clients by asking them questions that get them thinking about the product.

  Have you heard of Bath Fitter?

  Do you know what our company does?

  Do you know how our product works?These type of questions will lead to a natural conversations about the product.  This is a great time to give a basic overview of how our product works. Refrain from going into details until you have qualified the customer. 

Which questions should you ask when first starting your conversion with a potential customer?

• Are you interested in more information?
• Have you heard of Bath Fitter?
• Do you know how our product works?
• Do you know what our company does?
• Would you like to have someone give you a quote for your renovation?

"Are you interested in renovating your tub or shower?" is a good question to start your conversion with a potential customer

• True
• False

Service Calls & Words of Praise

How much does a client get for each referral that becomes a customer?

• $50
• $100
• $25
• $75
• $15

Qualifying the Prospect

Which questions should you ask when qualifying a prospect?

• Have you been thinking about getting any work done in your bathroom?
• Do you have any questions?
• Does your bath or shower need some help?
• Are you interested in more information?
• What would you like to change about your bathroom?

What step should you take if you have determined the person is a good prospect?

• Ask them if they would like a Free Estimate
• Give them information regarding all Bath Fitter options
• Find out more about their needs and show they why Bath Fitter is the solution

Selling the Free Estimate

Studies show that consumers are willing to trade privacy and time for...

• Free stuff
• Discounts
• Personalized Service

Our sales team should be referred to as, which of the following?

• Salesmen
• Consultant
• Estimators

The Free Estimate is the only way...

• To create interest in the Bath Fitter products
• To get to-the-penny pricing
• To get more information about Bath Fitter

The Big Moment!

When attempting to get the lead you should do which of the following?

• Lead the conversion
• Refrain from asking "yes" or "no" questions.
• Never offer discount
• Ask if they are interested in a estimate
• Put the lead sheet in their hands!
• Take care of common objections before they arise

Lead Card Details

Overcoming Objections

What is the typical price range of Bath Fitter products?

• $1,500 - $7,000
• $1,000 - $8,00
• $2,000 - $7,000

When a person says they need to think about it or need to talk it over with their significant other they are not a good prospect.

• True
• False

What is the average price of a tub and wall system?

• $1,500 - $7,000
• $2,000 - $4,000
• $3,000 - $5,000

When a prospect is not ready right now you should...

• Offer them a brochure and encourage them to call when they are ready
• Find out when they will be ready and have them fill out lead sheet
• Let them know that doesn't matter because the estimate is free

Overcoming Unvoiced Objections

Scenario Training

• Scenario completed with a score less than 85%
• Scenario completed with a score of 85% or more