Sorry for not keeping this updated. Since I was out of town, I really didn't know what was going on in the office. I'm back on it next week.
I want to say that "Appointment Queen" Irene won the prestigious Miller award the last two weeks. You rock!
For those of you who went to Summit and want to post some key points that would help everyone in the office, please post them.
Thanks. Brent
Saturday, August 12, 2006
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I learned that setting up the right conditions is partly the result of how much buy in you have from the employer. Obviously, conditions are crucial, because you can get everything from a flaky employer telling you he changed his mind, or to come back some other time(and another, and another time), to an employer mandating and recommending 1 on 1's. To achieve your desired goal, become familiar with the fast start ER presentation, all the way through the enrollment defined portion of the script. Be able to answer questions or reply to comments made by the employer without getting off track. PREPARE for your enrollments ahead of time. Don't be rushing to put together packets, rate sheets, info sheets, ducks, pens, laptops, and what to wear, at the last moment. Dress down for low profile clients like small restaurants and motels. Dress up for executive clientele. For more assistance, see the 1-on-1 script from summit(ask me or someone who has it). Here's one great line from the script: "As we go through them, you'll know which ones you're interested in; just let me know at the very end, and we'll get you taken care of, OK?"
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