A.R.C A tool to use when you face objections from customers.

• A: Agree The first step in keeping a customer interested is to make an agreement statement to their object. "I totally agree.." "I totally understand"
• R: Rebuttal The second step is to come up with a possible solution to the customers problem. 
• C: Continue The last step is to continue the conversation as if they had no objection at all. This is where you re-ask for the Membership card for Costco.

S.E.E. Factors: Techniques used in the introduction to increase consumer impulse. Use them to help set the stage for your presentation and close.

• S: Smile – Create interest. Engage the customer with a smile on your face and a genuinely positive attitude
• E: Eye contact – Build trust. Give the customer your full attention and maintain eye contact to show interest
• E: Enthusiasm – Create curiosity. Maintain a positive attitude while speaking to the customer. Gain their interest by expressing excitement

FUGI Factors: Tactics used to increase the customers impulse to sign up now.

• F: Fear of loss – If the customer’s appointment doesn’t get confirmed, they will lose out on that appointment slot
• U: Urgency – Why they should act now
• G: Greed – Recognize that they want what you can offer
• I: Indifference – Not caring whether the customer signs up or not

BEAST Factors

• B: Body language-  
• E: Eye Contact-
• A: Attitude-
• S: Smile-
• T: Time-

The five F’s

• F: Family
• F: Fortune
• F: Freedom
• F: Fame
• F: Fear

Pitch, pace, attitude: The three things you can control. There are several factors in a good (and bad) day that you can’t control, but these are three things that you can.
P: Pace – Talk to each customer that walks by you. How many people you talk to.
P: Pitch – What you say to the customers and how you say it. Make sure your rebuttals are on point.
A: Attitude – How you mentally view the day. Positive attitude = positive outcome. Approach the last person of the day with the same enthusiasm that you approached the first person.

The 3 P’s

• P: Phones
• P: Provider
• P: Price

FORDS

• F: Family
• O: Occupation
• R: Recreational
• D: Dogs/pets
• S: Sports

RICH

• Residual
• Income
• Creates
• Happiness

SMART

• Specific: 
  • what needs to be accomplished?
  • who is responsible?
  • what steps do I need to take?
• Measurable:
  • Quantify your goals
  • Create check points
  • Track your progress
• Achievability
  • Ensure goals are realistic
  • Assess resources and workload
• Relevant
  
  • Consider the bigger picture
  • Align with researching objectives
• Time Bound
  • Set deadlines
  • Set Start Lines