Discovery Zones
The 5 Discovery Zones.
What is Urgency, Income, Needs/Wants, Authority, and Experience
This buyer's motivation is centered around a feeling of inward achievement.
What is prestige?
"Why have you decided to move?" is an example of an ___ question.
What is explanatory?
There are ___ components of a successful appointment handoff.
What is 7?
You will need to equip Guiding Principle # __ to determine what matters the most to the customer.
What is 2?
This customer will go to great lengths to create a personal retreat.
What is privacy?
"What do you think of...?" is an example of a ___ question.
What is leading?
The 4th component of a successful appointment handoff.
What is "assuming the appointment"?
"Has your customer given you any pieces of information that imply who the driving force is?" is an example of a question to ask yourself to determine _____.
What is authority?
The customer cares more about what they can get in return for the money that they are spending.
What is investment?
"Ms. Clark, once you move to this community, which school would you enroll your daughter in?" is an example of a ___ question.
What is hypothetical?
In every post-appointment support scenario, the OSC should offer to ____.
What is reach out to/follow up with the customer?