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REMEMBER: Long before a front-end rep calls for a T/O they should inform their prospects that throughout the presentation they will do their best to detail the ownership program in its entirety as well as answer all the prospects questions, but should a question or situation arise that the rep doesn’t know the answer to they will ask the manager to stop by and help answer the question, explain a condition and/or situation, etc.
Introducing the ‘management’ in advance is always a smart move because the prospects will know there is that ‘higher-authority’ standing by in the ‘wings’ and the sales guest will be less likely to ‘tag’ or think of the ‘manager’ (when coming over to the table) as “Here comes the closer…!”
When informing a prospect that the manager can be called upon if necessary it is also important to name (Mrs./Mr….) that manager and at least briefly explain how knowledgeable and helpful that manager is with people. It is indeed the savvy TS Pro who makes this introduction long before calling for ‘assistance’ who’ll laugh all the way to the bank.
TODAY’S VIDEO: Nick Jonas – Introducing Me
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