Rapport
Topics you do not bring up in the introduction. Need 2 out of 3 to get the points.
Weather, politics, religion
True or false: An agenda is not always neccessary in a role play
FALSEEEEE
What is an example of a high level question to ask?
What are your goals?
What are you doing to reach the goals?
In our last meeting we covered what? I am looking for 2 main things
Setting yourself up for post grad sucess.
AMA dues
IU sales competition.
What does APS stand for?
Academy of Professional Selling
How long should the pause be in seconds between your first and last name when introducing yourself ?
1 second
What do you do if the customer asks a question up-front that you are not ready for?
Acknowledge they have a question and ensure them you will include it in todays meeting.
True or False:
When asking a client questions you should always be sure to ask closed ended questions so you have time to get as much information as you can
False
It is best to make friends with this person rather than go around them.
Gatekeeper
Drew had an internship this summer where was it at?
Funeral Home
How long in a 15 min role play should you spend on rapport?
1-3 Minutes
What needs to be included in the agenda portion of the role play? * Looking for at least 3 things*
Agenda , time of meeting, purpose, anything they want to make sure to cover in the meeting
Give an Example of an Implication Question
If someone has their arms crossed and / or leaning back in their chair in the role play what does this indicate?
The are possibly angry / disengaged
Lian brought a dog in last week what was its name?
KITA
What is the purpose of rapport?
To build a more personal and trusting relationship with the customer.
What is an important quesition that needs to be included after rapport and before you start needs identification? Hint: This is seperate from the agenda
Is there anyone else that is involved in the decision making process?
What is a common phrase we use when digging for more information in the Needs Identification section of the rubric?
Peeling back the onion
What is the method you should use while interviewing?
STAR method
Situation, Task, Action, Result
Question about your CO-Presidents:
This weekend Alex lost what item(s).
His Car keys, credit card , ID, or all of the above.
Debit card
Show the group a proper way to build rapport in a role play.
You are from Gartner.
......
Show the group how to go through your agenda and transition into Needs Identification.
It is a 15 minute role play
.....
What is an example of a trial close?
Do you see how this adds value ?
What does SPIN stand for?
Situation, Problem, Implication, Needs Payoff
Question about your CO-Presidents
How do you spell Paige's last name?
Bachner