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Symptoms and Solutions to improving Gauges

Perfect Gauges
Doors
Speaks
Presentations
Close
Tablets
Applications
1
150
100
50
30
10
4
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Symptoms and Solutions
Name
Symptoms
Solutions
1
Doors
Lack of urgency
Spending time with no’s
Cherry picking doors
Not tracking gauges
Increase pace in between doors
Spend time with quality people, don't waste time with non-bill payers
Work 3 lap system/work your territory correctly
Set hourly goals
2
Speaks
Spending time with no’s
Too much rapport
No icebreakers
Not identifying green lights
Long breaks/too many pauses
No excitement
Knocking quietly

3 no’s = GO
SW3=N
KISS not KILL
Green light theory, identifying buying signs
Urgency
Work smart, not just hard
Be genuine & be yourself
Good icebreakers, speak confidently
ACR principle
3
Presentations
Slam pitching
Not enough rapport
Lack of SEE factors
Pitching on price and not creating value
Not identifying buying signs
Only selling on one selling point
No Impulse factors - No pre-empt
SEE factors
KISS
Build great rapport
Conviction and enthusiasm in tonality
Your the expert
Use buzzwords
Pre-emptive strike
Sell on multiple selling points
Strategic pause, build a yes train
Impulse curve, close at the height of impulse
4
Close
Poor SEE factors
No eye contact
Talking too much
Lack of urgency in the close
Too many pauses
Not identifying buying and non-buying signs
Objections
Lack of control - Lack of confidence
Not enough rapport
Lack of customer impulse
Monotone
Deviating from the pitch
KISS
Build genuine rapport
Conviction and enthusiasm in tonality
SEE factors
Close at the height of impulse
Feel, Felt, Found
Pre-emptive strike
ABC (Close with action)
Stick to structure of pitch
Confidence and control
Assume the yes
5
Applications
Not taking control
Not assuming the yes
Panicking with tablet
Hesitation
Objections
Not sounding confident enough
Taking too much control so the customer wasn't closed to begin with
Take more control
Be more assumptive
Leave no dead airtime
Build rapport while filling out form
Be relaxed and joking
Pre-empt tablet as though you’ve done it 10 times today
6
Consolidations
Hesitation
Call fails
Late negative
Customer changes mind
Pre-empt the VC call
Consolidation/Rehash
Make sure they are ready to sign up
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