Pre-approach. Production seminar 2019 презентация

PRE-APPROACH – WHAT IS IT?
Info about the street in general:
Which houses to skip?
Which houses to go to?
When are people home?

WHY DO WE DO IT?
TO SAVE TIME
No knocking on non-prospect doors
No knocking on doors where no one is home
To have better connection

KIDS SIGNS

HOW TO ASK FOR IT?
HELP WITH MAP
Susan, I was wondering if you could help me out with my map real quick. My job is to see 30 families every day, and I am trying to skip over empty nesters to save some time.
GIVE TO GET
I was already talking to Mary in the yellow house. She has high schoolers. And, Tina on the corner is a homeschooling mom. And, then, I met Susie. She is a grandma across the street and she told me I should skip next door to her because they are retired. (GIVE TO GET 3-4 HOUSES AND ASK INFO IN LAYERS)

HOW TO ASK FOR IT?
INDIRECT QUESTION: 1st LAYER:
But I was wondering the folks next door, should I go there or should I skip them? I mean, are they empty nesters or there might be a family? (INDIRECT QUESTIONS). Thank you so much, this saves a lot of time! Do you mind if I write it down so I don't get lost or confused? Thank you! (THANK A LOT, AFTER EVERY PIECE OF INFO). How about the ones after them? Thank you so much! And the ones across the street from them? Thanks, you are saving me like an hour! (KEEP ASKING AS LONG AS SHE KNOWS AND IS WILLING TO GIVE)
INDIRECT QUESTION 2nd LAYER:
The other day I was wasting a lot of time knocking on doors because a lot of moms are working. I know Mary is a working mom, so I met her after 5. But Tina is a stay-at-home mom, so I was there during the day (GIVE TO GET THE TYPE OF INFO YOU WANT TO GET). So, I was wondering about the mom next door - should I catch her now or would she be a working mom? Thank you so much, this saves me a ton of time! (THANK A LOT, AFTER EVERY PIECE OF INFO). How about the one across the street from her? Thank you! (KEEP ASKING FOR ALL THE HOUSES THAT SHE MENTIONED HAVE KIDS)

NEVER USE THE WORD KIDS!!!
DO NOT!!!

NEVER ASK PRE APPROACH WITHOUT HAVING SHOWN THE BOOKS FIRST! PEOPLE MUST UNDERSTAND THAT YOUR ARE REALLY SELLING BOOKS!
DO NOT!!!

HOW TO ASK PRE-APPROACH AFTER SITDOWN
Ask information in layers.
First ask which houses to skip and which to go to - for as many houses as she will give
Next ask approximate ages of kids (pre-k, E, MS, HS)
Next ask who would be the home staying moms
Be relaxed and friendly.

DOOR-TO-DOOR SALES APP

Mark down houses
Where you already have been:
Sitdown
Demo
Not interested
Appointments
Callbacks
Customers
Alumnis
Prospects divided among age groups (pre-k, kindergarten, el schoolers, middleschoolers, highschoolers)
Non-prospects

Write down names to use in your 1st approach

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