Scenario Training

Teammate Name *

This is who is being trained

Teammate Email *

This field will auto-populate from Teammate Name. Please make sure to enter their full legal name.

Franchise *

Scenario Level *

Feedback / Areas of Opportunity *

Establishing Value *

	Excellent	Good	Needs Improvement
How was the teammates ability to explain the price sheet?
How was the teammates ability to explain our diversion processes? (and what we will do with their items?)
How well did the teammate "paint the picture" of the completed project? (make the customer excited)
How did we establish value based on the customers value keys found in rapport building?

Feedback / Areas of Opportunity *

Assumptive Ask *

An assumptive ask is assuming the sale immediately after presenting the estimate.

	Yes	No
Did we "assume the sale" immediately after giving the estimate?
Did we use the customers value keys?

Please type the "assumptive ask" that was used in the scenario

Feedback / Areas of Opportunity *

Pass or Retry *

You will see 'Retry' marked automatically if form responses indicate this was not a 100% Perfect Pass.

100% Perfect Pass Retry

Signature of Teammate

Trainer 1 (Notes) *

Trainer 2 (Customer) *

Trainer 1 Signature

Trainer 2 Signature

Re-Establish Value

	Yes	No
Did we present new information and explain the value in a DIFFERENT way the 2nd time?
Did we ask the question "How else were you planning on getting rid of the items?"

Did we re-establish value? *

Yes No

Summary of re-establishing value

How many times have we attempted this scenario?

What steps were missed or out of order?

Re-Establish Value Priority Items (and / or roll over pricing)

Negotiation Summary

Franchise Email

This field will auto-populate from Franchise

WHY did we or did we not close the sale?

Scenario Training

Picture(s) of Items Being Removed *

Expected Estimate

Please include volume, range, and all applicable fees.

Did we follow negotiation protocol in order?

Yes No

Original Bid (Dollar Value)

What did we close the job for?

Did we attempt to FMJ onsite before the bid? *

Yes No

What personality type will this customer be?

What steps were missed or out of order?

Re-Establish Value Priority Items (and / or roll over pricing) Coupon ($25 / $50 off)

What steps were missed or out of order?

Re-Establish Value Priority Items (and / or roll over pricing) Coupon ($25 / $50 off) Identify budget (Without asking directly) Call Ops (Leaves other TTM with customer)

PD Team Email

This field will auto-populate from Franchise

Did we close the sale?

Yes No

General Manager

This GM should be present on this attempt

DoPD

This DoPD should be present on this attempt

Score

Final Score

Total

Subtotal

Receipt

Please hand the phone back to the trainer.

Does not apply

Volume

SIP

Bedload

Additional Fees

Discount

Date

DoO

This DoO should be present on this attempt

Area Director

This AD should be present on this attempt

Date

What is the Project?

Scenario 2 should be closed on reestablishing value.

Scenario 3.2 should be closed on the discount coupon.

Scenario 3.3 should be closed after the call to ops.

Scenario 3.1 should be closed on priority items.

Score

This teammate is not in paylocity

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Vice President

This VP should be present on this attempt

Rapport

	Yes	No
5 Star Agenda
Did we match the customers personality type?
Did we build relevant rapport?
Did we identify the customers underlying project/goal?
Did we identify customers value keys? (time/space/effort)
Did the teammate build rapport until the customer took us to the junk?

Spreadsheet to Form

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	Accurate	Inaccurate	Does Not Apply
Volume
Rules of the Range
Price
Time
Additional Fees (Recycling Fees, Labor when applicable, ect.)
SIP's

	Meets Expectations	Needs Improvement
Confidence
Energy
Tonality

	Product	Quantity	Description	Price
•
•

	Product	Quantity	Description	Price
•
•

	Product	Quantity	Description	Price
•
•
•
•
•
•

	Yes	No
Confirm Customer by Last Name
Confirm 2 Hour Promise Window
Find Customer's Desired Outcome / Value Keys
FMJ
Confirm Address
ETA Range
Confirm Parking
Wow Factor