MANAGER’S NOTE:
This is an area that we identify agents that are not performing or struggle with. The agent needs to have a plan for each guest visit. Experienced agents go though the steps intuitively. Help the sales agent understand that if they have a plan and know what will come next in their presentation, they will be able to guide the interaction with the customer. In addition, having a plan helps the agent be more assertive in the process, they know what they will do next.
The Critical Sales Path
Each day you encounter many different buyers with unique needs. Having a road map for each interaction with your customers is vital to getting the results you desire. Become comfortable with the critical sales path so you have a plan to lead the customers to the finish line.
Sales Path:
