USBS Terminology and Theories

What does LOA mean?

Law of Averages

What is the Law of Averages?

The more businesses we see; the more sales we will generate.

What does QTQP mean?

Quality Time with Quality People.

What is the meaning of Quality Time with Quality People?

We do not spend time with non-DM’s or customers who give us hard No’s. We would rather just move on to the next business for another opportunity.

What is a “Call Back”?

A “Call Back” is a DM that will definitely sign up with you, however they have to run out or are too busy in the moment. The customer will give an immediate time to come back and finish the sale.

What is a “Fall Back”?

A “Fall Back” is a person that may not be the DM, but acts like the DM. They are the customer who says they “want to think about it”, as this may be a polite way for them to say that they are not interested.

What are the 3 T’s?

Territory, Time Management, and Taking Control.

In the 3 T’s, what is Territory?

We cover all parts of our assigned territory. We hit Every Store, Every Door, and Every Floor. We drive through residential areas to make sure we are not missing any businesses. We DO NOT prejudge businesses, and do not skip a business because it doesn’t “look the part”.

In the 3 T’s, how do we do Time Management?

We shorten our breaks, bring our own lunches, and take only a 10-15 min break (but we do get a whole hour). We go straight to the field and stay off the cell phone, and only spend Quality Time with Quality People.

In the 3 T’s, how do I Take Control?

We use strong language, are confident that we are the expert and are there for the customer’s benefit, and are always going for the close. If there is a possible close, we stay until we either get 2-3 No’s and Go, or close.

20/60/20 Rule

20% of DMs always say YES, 60% are uncertain about signing, and 20% of DMs always say NO. By mastering the system and scripts, we will maximize our closing ratio.