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Foundation Certificate ProgrammeWebinar 5

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Intentions for this Session

• Know your position on the FCP Sales Leader Board – and where you want to be

• Review last week’s assignments to increase your ownership of the content

• Review & Role-Play your appointment scripts

• For you to gain personal insights that will make your scripts more powerful and effective

• Introduce you to the Cold Calling Template

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Welcome to

YOUR

Weekly Sales Meeting

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Agenda Week 5 Sales Meeting

1. Weekly Review 1. Assignments

2. Leader Board & Weekly Sales Award

3. Group Discussion on Activity, Performance, Results

2. Re-Cap & Review last week’s Assignments

3. Role-Play Appointment Booking Scripts

4. Introduction to the ‘Cold Calling’ Template

5. AOB - Announcements

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1.1 WEEKLY REVIEW

LAST WEEK’S ASSIGNMENTS

• Use the template to create your own Appointment Booking Script (this will be emailed to you)

• Trial this script by booking in 10 appointments over the next week!

• Role play this script with your buddy• Track your results using your reports from last week

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1.2 WEEKLY REVIEWFCP LEADER BOARD - Activity in week: Mon 21/3/11 - Sun 27/3/11Green = reported on time Blue = reported after deadline Red = not reported

Name # Leads# Leads Attempted by phone

# Leads Contacted by phone

# Yes # No # Maybe# Hrs

On Calls

Gail 29 2 1 0 0 1 ?

Kamerine 39 1 1 0 0 1 1.5 hrs

Ruth 1 1 1 1 0 0 2 hrs

Lovelda 30 0 0 0 0 0 0

Kay ? 2? 2? ? ? ? ?

Prasanna - - - - - - -

Ruba - - - - - - -

Madeleine - - - - - - -

Maeve - - - - - - -

Eric - - - - - - -

Ade - - - - - - -

Thabi - - - - - - -

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1.3 WEEKLY REVIEW

ACTIVITY

PERFORMANCE

RESULTS

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2. Assignment ReviewAppointment Booking Script

•Use the template to create your own Appointment Booking Script (this will be emailed to you)

•Trial this script by booking in 10 appointments over the next week!

•Role play with your buddy

How did we go with that? Who would like to comment?

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3. Role PlayAppointment Booking Scripts

•One by one, each member will role play their script with Mike or Steph

•We’ll then give you instant feedback

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3. Role PlayAppointment Booking Scripts

•One by one, each member will role play their script with Mike or Steph

•We’ll then give you instant feedback

What Insights did you gain from this experience?

3. Role-PlayingAppointment Booking Script

4. Cold Calling Script

From...

4. Cold Calling Script

ToThis...

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ANNOUNCEMENTSADDITIONAL SUPPORT - Upgrade and receive expert advice

WEEKLY

Contact Steph or Mike if this is of interest

Thank you to those that attended the open Feedback Session

Graduation Ceremony

Additional half-day workshop on the 20th April

Two sessions on the day

1st = 2 - 5pm BONUS workshop

2nd = 6 - 8pm ceremony BRING YOUR FRIENDS

Referral Programme

Who do you know that would benefit from this programme?