Kickstart

2 Day Induction for New & Existing Staff

THE ITC KICKSTART PROGRAM COVERS THE FOLLOWING TOPICS:

DAY ONE:

Managing & Monitoring:

• Learn about accountability
• Learn how to plan for good income days
• Learn how to use data and the fundamentals of how to use the Impact Training Sales System
• Learn how to use the appointments book to best advantage
• Learn about the 1-31 & A to Z follow up processes
• Learn how to monitor how much time is spent presenting and prospecting
• Receive an overview on how to use the Personal Performance Records Graphs
• Learn how to calculate closing rates, show rate, average cash etc
• Learn how to plan meetings and how to make the most of them

Communication Skills:

• Learn how the fundamentals of DISC
• Learn what style you are & how others see you
• Learn how to use DISC to sell
• Learn how to close the sale more effectively by using DISC
• Learn the art of questioning using DISC
• Learn how to use questions in face to face and phone presentations
• How to recognise and match a persons style on the phone

DAY TWO:

ABC's to Selling Anything:

• Understand and learn the 8 steps of selling
• Learn that selling is relationship based and not focused on hard sales techniques of the 80's
• Learn initial contact protocols
• Learn how to use the 4Ws + H
• Receive an overview on how to use a written qualification tool
• Understand the value of a diagrammatical presentation
• BPP and its fundamental use
• Learn how to give a price presentation
• Learn the If Strategy to overcome objections

Fundamentals of Taking Incoming Calls:

• Learn how to use the incoming phone call tools
• Learn the fundamentals on using the Gold Card
• Understand how the 4Ws are used on the phone
• Learn the 4 stages of incoming calls
• Learn how to ask questions that secure appointments
• Learn how to confirm appointments
• Understand how the phone increases income

PRACTICAL ASSESSMENT & ITC TOP GUN AWARD

The remainder of day two is spent putting all the acquired skills into practice with a series of role play sequences. There is then an exam at the end of the course requiring a 70% mark to pass, with a Top Gun Award given to the attendee who achieves the highest combined marks of the ITC Jumpstart Program.

 To introduce your staff to this; contact ITC Now!