Fire Safety Works

1. What is the primary mindset for an ethical salesperson at Fire Safety Works?

• To sell the platform to as many people as possible.
• To act as an expert consultant who identifies problems and offers valuable solutions.
• To create urgency by highlighting what competitors are doing.

2. What is the main goal of your role as an appointment setter in the sales funnel?

• To close the deal and get a contract signed (L5).
• To identify raw contacts for the list (L1).
• To qualify a lead and book a demo, moving them from L1 to L3 (SQL).

3. A prospect who has started searching for "fire inspection software" is in which stage of the funnel?

• Awareness
• Consideration
• Decision

1. What is the "Golden Rule" of pre-call research?

• Spend at least 30 minutes researching every prospect.
• Never make a cold call feel cold by finding a specific reason to call.
• Only research the company's LinkedIn page.

2. You check a company's website and see they are hiring technicians. What is this an example of?

• A sign that they don't have enough budget for software.
• A trigger event indicating they are growing and likely feeling operational strain.
• Irrelevant information for a sales call.

3. When researching a small, 5-person fire safety company, their primary business pain is most likely related to:

• Managing complex, multi-state compliance issues.
• A lack of time and personal bandwidth, as the owner does everything.
• Ensuring brand consistency across 50 different branches.

1. What is the most important goal regarding your accent when speaking with US prospects?

• To sound exactly like an American.
• To speak as quickly as possible to respect their time.
• To be clear and easily understood by slowing down and enunciating.

2. Instead of saying "Kindly do the needful," what is a more appropriate phrase in a US business context?

• "You know what to do."
• "Could you please send the calendar invitation?"
• "Please perform the required action."

3. Which of the following best describes a key aspect of US business culture?

• Conversations are often indirect to avoid causing offense.
• It is customary to use formal titles like "Mr. Smith" throughout the call.
• Being direct and getting to the point quickly is valued and seen as respectful of their time.

1. What is the primary goal of your first 8-15 seconds on a prospecting call?

• To explain every feature of the Fire Safety Works platform.
• To interrupt their pattern, state your purpose, and earn permission to continue.
• To ask if now is a good time to talk.

2. Which of the following is a key principle to AVOID during a call?

• Talking for more than 30 seconds without asking a question.
• Asking open-ended questions about their business challenges.
• Trying to book the demo instead of selling the product.

3. The single, most important outcome of a successful prospecting call is:

• Making the prospect feel like they need to buy right now.
• Booking a qualified demo with the right decision-maker.
• Getting the prospect's email address to send them a brochure.

1. A prospect tells you, "We're happy with our current provider." What is the best first step using the Three A's framework?

• Immediately tell them why FSW is better (Advance).
• Acknowledge their satisfaction and ask a follow-up question to understand their process (Acknowledge & Align).
• End the call because they are not a good fit.

2. The primary goal of your very first live calls is to:

• Book at least three meetings.
• Get through the script and have a real conversation, with a meeting being a bonus.
• Avoid getting any rejections.

3. If a prospect asks a highly technical question you don't know the answer to, what should you do?

• Give your best guess based on the product cheat sheet.
• Tell them the question isn't relevant and pivot back to your script.
• Acknowledge it's a great question and offer to set up a call with a product specialist to ensure they get an accurate answer.