1. Greed Factor - "Everyone else is doing it!"
2. Fear of Loss - "No? That's fine, someone else will use it."
3. Sense of Urgency - "Yes? No? O.K.! Gotta go!"
4. Indifferent Attidtude - "No? Great! Have a nice day!" (Acting the opposite of a salesman)
If someone is offered something - for which that person must give money or commit to a phone carrier or take on another monthly expense, etc. - that he/she does not need, or even want, the only reason he/she would agree is because of one or multiple impulse factors. The F.I.G.S. all work together.� Keep in mind that these are not tricks to get someone to say yes.� The F.I.G.S. is a mindset that is born out of attitude and the Law of Averages.� An indifferent attitude will create a sense of urgency in you which creates a fear of loss in the customer which results in applications which fuels future customers' consent as per the greed factor.
a) Smile
b) Eye to Eye Contact
c) Excitement
The reason for Introduction is simply to make a good first impression.� During the Introduction, the customer knows whether or not he/she will even consider listening to me.� Before a customer can be qualified, I need to get the customer listening.� Why would a person pay attention to me if I'm not exciting?� S.E.E. is the simplest way for me to get a person listening.
2. Short Story (K.I.S.S)
a) Keep It Short and Simple
The Short Story explains both why I'm not buying anything/why I knocked on their door as well as what I'm doing there. I am only as specific as I need to be; I need to move on as quickly as possible so I won't waste time with indecisive and/or negative people. This is also where I qualify the customer. If I need the person in charge of the phone bill and that person is not there, why should I stay?
3. Presentation
a) Put merchandise in their hands
The Presentation is the most business oriented steop of the 5. All I do is explain the service/product and it's benefits. Most of the customer's negs come during the Presentation. This is where rebuttals come into play. Remember, though, that if a customer gives me a neg before I get to this step, I walk (Sense of Urgency). Overall, I assume the sale and only ask/resopond to questions that either result in a "yes" or more information.
4. Close
a) Assume the sale
As soon as I'm done with the Presentation, I Close, Close, Close. ABC, Always Be Closing. Once I've established the service/product and it's benefits, I assume the sale. The sooner I close, the sooner the customer starts thinking 50/50, either completely yes or completely no. Closing is not necessarily getting a yes. Closing is merely getting a definite yes or no so that I can move on to the next decision maker.
5. Rehash (Double Your Cash)
a) Assume the customer's desire for more
The Rehash is icing on the cake that is the Five Steps to a Sale. I've already gotten the app. I assume the sale of more service. What's the worst that could happen, I get more money? I think I can deal with that.
The only reason I/you was/were hired was because I/ you have a good attitude.� The only reason anyone ever says yes to any person offering any kind of service door-to-door is because of that person's great attitude.
2. Be on Time
a) If you're not early, you're late
Imagine if the paramedics were late to an accident.� Imagine if you missed the last showing a movie by 2 minutes and the box office was closed.� Imagine if the owners of a company were late to open up their own business' doors in the morning.� Now imagine if the paramedics were, by chance, just passing by and were three seconds away and stopped.� Imagine if you arrived 10 minutes early to the theatre and got in.� Imagine if you owned an office and all of your employees beat you there, not because they were on time, but because they were that early.� If you're not early, you're late.
3. Be Prepared
a) Mentally
b) Physically
I know for a fact that when I leave the office and head out into the field that I'm going to hear a lot more people say "no" to me than "yes."� I know that the field is all about attitude and the L.O.A.'s.� I know that I will most likely meet several rude, condescending people.� When it happens, why would I let it bother me?� I also know how much time I have remaining before I have to leave to go back to the office and that I'll be walking a lot to make up the time it takes to get to the field and back.� I know I should wear comfortable shoes and be dressed according to the weather.� Why would I be surprised if my feet hurt?
4. Work the Full 8 Hours
a) Go directly tot he field
b) Waste as little time as possible
I need to see as many people as I can in order to make money in the field.� Obviously, the more time I spend pitching, the quicker my L.O.A.'s will kick in.� I can't be a super salesman and have anyone I want say "yes" to me.� For me, it's much simpler to just hit doors and find those people who will say yes to me.
5. Work the Territory Correctly
a) Hit every door
b) Concentrate of working the L.O.A.'s
The Law of Averages is a numbers game. However, I do not know when the L.O.A.'s will kick in. I've signed countless places that I thought would never sign. I never know who's going to sign up on any given day, so I need to make sure I talk to as many people as I can.
6. Maintain a Great Attitude
Attitude is the only thing in the 4,5, & 8 that is mentioned twice.� If I get negged out because I haven't gotten an app and it's already 4:00p.m., and start pitching without excitement, people will see that I'm negged out.� And, if I pitch someone who would give me a "yes" with a bad attitude, chances are, the "yes" will turn into a "no."� Every single day someone rings the bell on the last door.� I don't see a real difference between making $100 on the first door or making $100 on the last door.� Either way, I made $100.
7. Know WhyYou are Here and What You are Doing.
The reason I am in this business is to gain financial independence. I want to be in my early twenties making a 6-figure income.� I want the freedom to write, direct, compose, act, do stand-up, spend time with my family and friends, etc. while earning an excellent living.� What I'm doing is the system.� I need to follow the system and play the game in order to achieve that goal of financial independence.� If they ask me to eat lima beans, I eat lima beans.� All I'm focusing on while I'm eating the lime beans is how nice my Porsche 411 is going to look next to my Jaguar XJ6.
8. Take Control
I know what I want and I need to be proactive about getting it.� If my goal is to get to the field early, I tell everyone who is riding in my car that I'll be leaving right after I'm set up.� If my goal is to get a customer to bring out a business phone bill I don't say, "If you have a phone bill, I can see if I can save you money if you are interested."� I say, "Go ahead and bring out your phone bill and I'll show you how much money I can save you in 30 seconds."� If a person says, "I'm not the decision maker."� I respond, "Exactly why I'm out here, to find the decision maker.� Let the decision maker know that I'm here. . ."� I always assume that everything is going in my favor and, if I have a great attitude and work my L.O.A.'s, regardless of whether or not I get to speak to a decision maker in that door, everything is going in my favor.