JP Impact Training Test

Law of Averages

LOA

the more work you put in, the more you get out

Law of Averages

50

Doors: total # of business doors you walk into:

15

Decision Makers: Total # of Decision Makers that handles the bills:

7

Presentations: total # of side by side comparisons you did:

2

Apps: total # of customers you sold:

Working towards my degree, the more time I spend studying and effort I put into my work, the better my GPA will be

What is an example of how the LOA applies in your life outside of work

Introduction, Short Story, Presentation, Close, Rehash

5 Steps to a conversation

Introduction

First 30 seconds to create a personal relationship

Short Story

Pitch/Deeper Questions

Presentation

Apple to apple comparison, paint the picture, sizzle the deal

Close

ABC (Always be closing). Assume the sale, close with confidence

Rehash

Suggest more options, Upsell mobility, talk about referrals

Jones Effect, Indifference, Fear of Loss, Sense of Urgency

4 factors of impulse

Jones Effect

People dont want to miss out on what others have. “Thats exactly what your neighbor said”

Indifference

Acting the opposite of a salesman. “I don’t know if I can help you yet”

Fear of Loss

“Im in the area today. Promotion won’t last, you cant guarantee to return”

Sense of Urgency

“It wont take very long at all. I promise it will be worth your time”

Have an maintain a great attitude. Be on time. Be prepared. Work a full day. Work your territory correctly. Respect the customer (DM) and your client (Verizon). Understand your opportunity. Take control.

8 Great work habits

Creating personal relationships

CPR

Family, Occupation Recreation, Dreams, Sports

FORDS

Wall, Weekend, Wardrobe, Weather, Work

5Ws

Smile, Eye contact, Enthusiasm

SEE factors

Power of Observation

POO factors

impulse reaction, not based on solid concerns

Artificial Objection

AIR and JIFS

How to overcome artificial objections

Acknowledge, ignore, resume. “I understand you’re not interested. Your neighbor said the same thing but I was able to help them. Who are you using for your cellphones?”

AIR

Jones Effect (neighbor), Indifference (idk if I can help you), Fear of Loss (Promotions won’t last), Sense of Urgency (This won’t take long at all)

JIFS

objection based on real experience such as a bad experience or current concern or fear

Real objection

My price went up. Tech ruined the job. Bad service. Can’t lose my phone numbers

Examples of real objections

3 Rs, 3 Fs, 3 Ts

How to overcome real objections

Repeat, Reassure, Resume

3Rs

Repeat, Reassure, Resume

I understand bad service can be a hassle, We have rewired the area, Who are you using for your cellphones?

Feel, felt, found

3 Fs

I understand how you feel.

Your neighbors/I felt the same way.

We found that rewiring the area has improved the service.

Who are you using for your cellphones

Feel, felt, found

Thats exactly why I’m here.

That’s exactly why your neighbor is switching.

The best part is.

3Ts

The boss is not in right now

Boss won’t be interested

Make an appointment

Examples of gate keeper objections

That’s okay, maybe you can help me out, Pitch the gatekeeper.

Overcoming gatekeeper objections

Comes before a presentation

When do we get early objection?

During/after presentation, sizzle the deal

When do we get a closing objection?

1/3 of the time gatekeeper is owner

1/3 of the time gatekeeper is a strong influencer

1/3 of the time DM might be in the back listening

Why do we want to pitch gatekeepers fully?

Expect an objection when pitching a business

Find out if the objection is artificial or real

Use proper system to overcome

Resume

Keep in mind

causes confusion and reduces impulse

Overcomplicating things

Keep it short and simple

KISS

Pitch, objections, presenting

What should KISS be applied to?

Keep it long and lengthy

KILL

CPR, conversation, asking qualifying/deeper question, letting the customer talk about past/bad experiences

What should KILL be applied to

How many lines do you have?

What kind of phones do you have?

How long have you had them? (2+ years phone is paid off)

You must be paying about X.XX per month? (60/line AT&T, 50/line T-Mobile, 40/line pre paid provider)

Cellphone questions to ask

How many phone numbers do you have?

Are they used for anything besides calling and fax?

You must be paying about X.XX per month right? (100 for internet, 50 per phone line)

Business Related Questions to ask

Plus plan: 1 line

$75

Plus plan 2 lines

130

Plus plan 3 lines

150

Plus plan 4 lines

180

Plus plan 5 lines

200

Pro plus 1 line

80

Pro plus 2 lines

140

Pro plus 3 lines

165

Pro plus 4 lines

200

Pro plus 5 lines

225

T Mobile vs Verzion

6 IPhone 15 vs 6 Iphone 16s

Monthy: 300 vs 270(45/line)

Savings: $30 monthly, 360 Annually

Joint offer discount: 240 discount annually off of Fios bill

Promo: 6000 in free devices (Up to 1000 per device with trade in)

Selling pillars

4 IPhone 16s, $200

4 IPhone 11s

7 IPhone 16s for 315

7 IPhone 15s

2 Samsung S25s for 140

2 Galaxy S22

5 IPhone 16 Pro Maxes for 225 +28.30

5 IPhone 14 Pro Max

3 Galaxy S25 Ultras for $165 + 24.93

3 Galaxy S23 Ultras

566 * line

IPhone Pro Max

831 * line

Galaxy S25 Ultra

BDV

business digital voice: cloud based system that runs over internet, calling and fax

Auto attendant (virtual assistant), Music on hold (music), Mobile App (makes business calls on cell), Hunting rollover (busy line → open line)

Top BDV features:

to connect to fax machine, to analog phones to BDV (connects 2 lines)

ATAs can only be used for

Numbers attached to Alarm system, Credit Card machine, and ATM

What are some reasons a customer may need a LEC line?

How quickly your device gets stuff like music, videos, or websites from the internet

What is download speed?

How quickly you can send things like email or file to other people or websites

What is upload speed

same speed for both download and upload

What is symmetrical speed?

100% fiber optic network with speeds that businesses can rely on

Same speeds for download and upload

99% network reliability that businesses need

FTTP: Fios to the premises!

The nation’s most advanced fiber optic network.

What is fios?

IP address changes from a pool of available addresses each time a device connects

Dynamic IP

IP address remains constant as assigned to a device

Static IP

Corded desktop phone, cordless handset, analog telephone adaptors

BDV equipment

Artificial objection and response 1

Objection: I’m busy right now

Response: I understand that you’re busy. I’ll be quick, so this will not take long at all. Who are you using for your cellphones?

Artificial objection and response 2

Objection: I’m not interested

Response: I understand that you’re not interested. Your neighbor actually said the same thing and I was able to help him out. Who are you using for your cellphones?

Real objection and response 1

Objection: Verizon has bad service

Response: I understand that poor service can be a hassle to deal with. We have actually rewired the area and the service is much better now. Who are you using for your cellphones?

Real objection and response 2

Objection: My price has gone up

Response: I understand how you feel about the high prices for service. Your neighbor actually felt the same way. We have found that our price guarantee offers a great solution to avoid rising prices.

Gatekeeper objection and response 1

Objection: The boss is not here right now

Response: That’s okay! Maybe you can help me out. Who are you currently using for your phones?

Gatekeeper objection and response

Objection: You need to make an appointment

Response: This won’t take long at all, and these promotions won’t last. I really think I can help you out. Who are you using for your cellphones?

Pitch

Intro: Hi, how are you? Wow I love your hair color! I used to have my hair dyed blue. I miss it so much! (Converse and CPR about hair dye)

Short Story: Anyway, my name is Anisha, with Verizon. We just upgraded our 5G network, and we have some new promos for business owners. Who are you using for your cellphones?

T Mobile/Boost/Cricket/Metro etc

What I’ve noticed from most T-mobile customers that I’ve helped is that they are okay with their price, but they would like better coverage and reliability.

AT&T

What I’ve noticed from most AT&T customers is that they are okay with their service but weren’t so excited about their price

8 lines

5 calling

1 fax

2 cc machine and ATM

6 BDV, 1 ATA, 2 LEC

Red: Customer qualifies for Fios service but does not have it

Lead with Smartphones, add Fios business internet

Green: Customer qualifies for 5G service but does not have it

Lead with smartphones, add 5G Business Internet

Yellow: Customer qualifies for 4G service but does not have it

Lead with Smartphones, add 4G business internet

Blue: Customer already has Fios but qualifies for an upgrade

Lead with Smartphones, rehash Fios upgrade

No lead: Customer most likely already has Fios and does not qualify for a speed upgrade

Lead with smartphones, add internet if the customer does not have verizon