RSM Field Accompaniment

• Consultants Name

• Managers Name

• Date of Field Accompaniment

  Date

• Customer Name

• Customer Address
  Address

Step 1: Pre-Call

• Dressed in business attire

• Appear neat and clean

• ADT ID Badge shown

• Shoes off offered

• Hand shake

Step 2: Rapport

• Notes on Rapport

Step 3: Agenda

• Standard agenda followed: Questions, Walk through, Why ADT, Agreement, 45-60 minutes

• Agenda Tie Down: Anything I say that you find confidential...

• Transition to needs analysis

• Notes on Agenda

Step 4: Needs Analysis

• Needs analysis tie down: Anything else we need to add...

• Transition to 4 Objectives: How we meet customers needs...

• Notes on Needs Analysis

Step 5: 4 Objectives

• Benefits of each objective

• Tie down each objective

• Notes on 4 Objectives

Step 6: Monitoring

• Two types of response discussed: Police - Keyholder

• Each type of response explained to customer

• Tie down on each type perferred

• Notes on Monitoring

Step 7: 3 Levels

• Level 1: Exit/Entry area discussed

• Level 2: Spot protection

• Level 3: Bespoke system

• Tie down on which level

• Transition to Walk through: If I start to get close to the agreed level budget, I will let you know

• Notes on 3 Levels

Step 8: Walk Through

• Confirmed position with each device

• Tie down each room before moving on to the next room

• Transition to Why ADT

• Notes on Walk Through

Step 9: Why ADT

• Tie down on benefits to customer

• Why ADT overall tie down: Is that the company your looking for.....

• Notes on Why ADT

Step 10: Summary and Close

• Summary of protection agreed

• Compare back to level, gave overall order value and AMR

• Asked for business using either/or question

• Notes on Summary and Close

Step 11: Referrals

• Explained about our referral scheme-£50 vouchers

• Asked for referrals

• Notes on Referrals

Managers Comments

• Discussed CCTV

• Completed signal test

• Smoke buy in

• Handled objections

• Use of presentation media: leaflet, iPad or marketing video

• Managers Comments on MSC

Performance Comments

• Employee Strength

• Performance area of improvement

• Plan of action for improvement

Signatures

• Seller

  Sign

• Manager

  Sign