Opening Question Pattern
4 Discovery Categories
The Vision Agreements
Open Ended
Grab Bag
100
When you use Permission to Question and the Motivation Question, you: A. Learn more about your customer than your competitors do B. Build trust with your customer C. Build rapport with your customer D. All of the Above
What is D. All of the Above
100
Is the following question a Relationship/Rapport Question or a Motivation Question: “So you’re out shopping for a home. What got you thinking that it might be time to move?” A. Relationship/Rapport Question B. Motivation Question
What is B. Motivation Question
100
The most important objective of the “Vision Agreements” is to create a sense of ____________________ with your customer.
What is "Mutual Purpose"
100
It’s a restatement of the bad things the customer will continue to experience if they remain in their current situation.
What is The Summary Dissatisfaction Question
100
Do you ask “Permission to Question” before or after establishing rapport and making a good first impression with a customer?
What is after.
200
A good example of the Permission to Question technique is: "I'm going to ask you a few questions to get us started, okay?" A. True B. False
What is B. False
200
The following is an effective example of a Future Promise Question: A. “What has you in the market for a new home?” B. “So you’re out shopping for a home. How’s that going for you?” C. “What are some of the ‘must-haves’ on your list?” D. “What is it about your current situation that isn’t working for you?”
What is C. “What are some of the ‘must-haves’ on your list?”
200
The Summary Dissatisfaction Question focuses on: A. What’s wrong right now B. The future
What is A. What's wrong now
200
It’s a confirmation that you understand what the customer is looking for in order to change their life.
What is The Summary Solution Question
200
Jeff’s key message in Lesson 2 - "The 4 Discovery Categories", is that you should use a strategic questioning pattern to help you understand each customer’s mission on a deeper level. A. True B. False
What is A. True
300
Permission to question sounds like this: “May I ask you a few quick questions so that I can point you in the right direction?” What message does the phrase “point you in the right direction…” communicate to the buyer? A. They are given control B. This won’t take long C. This is in your best interest
What is C. This is in your best interest
300
A customer shares with you that the reason they are looking for a new home is that their current home is just too small for them now. Which of these questions would be an effective follow-up question to ask that customer? A. “I completely understand. How many bedrooms are you looking for?” B. “Excellent. And do you have a timeframe for moving?” C. “Tell me more about that…” D. “Well, I can definitely point you in the right direction. Do you have a sense of the square footage you’re looking for?”
What is C. Tell me more about that
300
The Summary Solution Question focuses on: A. What’s wrong right now B. The future
What is B. The future
300
An example of a Motivation Question. (answers may vary)
What is "What has you looking for a new home?"
300
Complete the following phrase: “Every customer is on a mission to…”
What is "...improve their lives".
400
Permission to question sounds like this: “May I ask you a few quick questions so that I can point you in the right direction?” What message does the phrase “a few quick questions…” communicate to the buyer? A. They are given control B. This won’t take long C. This is in your best interest
What is B. This won't take long
400
The following is an effective example of a Current Dissatisfaction Question: A. “So you’re out shopping for a home. How’s that going for you?” B. “What has you in the market for a new home?” C. “What are some of the ‘must-haves’ on your list?” D. “What is it about your current situation that isn’t working for you?”
What is D. “What is it about your current situation that isn’t working for you?”
400
Is the following question a Summary Dissatisfaction Question or a Summary Solution question? “So you’re telling me that if you stay where you’re at, you’ll be staying in a home that is clearly not functional because your family is growing in size, is that right?” A. Summary Dissatisfaction Question B. Summary Solution Question
What is A. Summary Dissatisfaction Question
400
An example of Permission to Question. (answers may vary)
What is "Can I ask you a few quick questions so that I can point you in the right direction?"
400
Permission to question sounds like this: “May I ask you a few quick questions so that I can point you in the right direction?” What message does the phrase “May I…” communicate to the buyer? A. They are given control B. This won’t take long C. This is in your best interest
What is A. They are given control
500
A good example of the Motivation Question is: "Why are you thinking about moving in the first place?" A. True B. False
What is A. True
500
The following is an effective example of a Relationship/Rapport Question: A. “So you’re out shopping for a home. How’s that going for you?” B. “What are some of the ‘must-haves’ on your list?” C. “What is it about your current situation that isn’t working for you?” D. “What has you in the market for a new home?”
What is A. “So you’re out shopping for a home. How’s that going for you?”
500
“So I need to be able to show you something that offers…” This sentence structure is a lead-in for the: A. Summary Dissatisfaction Question B. Summary Solution Question
What is B. Summary Solution Question
500
An example of a Relationship Building Question. (answers may vary)
What is "So you're out looking for a new home. How's that going, are you having fun?"
500
Is the following sentence a Correct or an Incorrect example of the Summary Dissatisfaction Question: “So you’re telling me that if you stay where you’re at you’ll not have a home that gives you the yard space you want, and you won’t get our great loan program, and you’ll miss out on homesite 22, correct?” A. Incorrect because it talks about their Future Promise instead of their Current Dissatisfaction B. Correct because it talks about their Future Promise instead of their Current Dissatisfaction C. Correct because it talks about their Current Dissatisfaction instead of their Future Promise D. Incorrect because it talks about their Current Dissatisfaction instead of their Future Promise
What is A. Incorrect because it talks about their Future Promise instead of their Current Dissatisfaction
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