Melinitude Group, Inc.
4 Day Training Planner
Day 1
Act
Date Completed
Initials
Date Completed
Initials
Date Completed
Initials
Overcoming Early Objections
Learn How to Engage Customers (5-10 Foot Rule)
Understand LOA and Daily Number Goals
70 Contacts, 5-7 Address Checks
20/20/60 Rule
Complete All Phone Calls and Paperwork
Break Down Day
Send in Numbers
Theories
Controllables vs. Uncontrollables
A/B/C Days
Homework
Memorize 4’s, 5’s, and 8’s
Practice Presentation
Learn Packages & Product Knowledge
Trainee’s Numbers:
Melinitude Group, Inc.
4 Day Planner
Day 2
Action
Date Completed
Initials
Date Completed
Initials
Evaluate Homework
Walk Through Salesforce
100 Contacts, 10 Smooth Presentations/ Address
Read, Relax, Relate with Customers
Use 2 Impulse Factors (Jones and Indifference)
Disengage/QTQP
Doubt Words/Power Words
Complete All Phone Calls and Paperwork
Break Down Day
Send in Numbers
Homework
Objections and Rebuttals
Practice Close
Trainee’s Numbers:
Melinitude Group, Inc.
4 Day Planner
Day 3
Action
Date Completed
Initials
Theories
Date Completed
Initials
Homework
Date Completed
Initials
Evaluate Homework
150 Contacts, 15-20 Presentations
1-3 Credit Checks
Recognize Closing Signals
Take Control (Use Power Words)
Disengage from Non-Qualifying Customers
Learn to Identify Hot Spots
Use 3 Impulse Factors (Jones, Indifference, FOL)
FFF to Overcome Objections
Close 1 Account
Break Down Day
Send in Numbers
Impulse Curve
Objection Triangle
Product Knowledge
Prepare for Quiz with Leader/Manager
Trainee’s Numbers:
Melinitude Group, Inc.
4 Day Planner
Day 4
Action
Evaluate Homework
Quiz with Leader/Manager
150-200 Contacts, 15-20 Presentations
2-3 Credit Checks
Close 2+ Accounts
Learn Multiple Closing Statements
Stick to the Pitch (Be Systematic)
High Confidence
Use All 4 Impulse Factors
Importance of Installations and Tips for Low Rejects
Break Down Day
Send in Numbers
Trainee’s Numbers:
Date Completed
Initials