Relevant Decisions
Name the decision that focuses on what the prospect is unhappy about in their current situation.
What is Unsatisfied?
The H in the HOVStrong Hello stands for ________.
What is Hi / Healthy Sandwich?
The true just looking prospect the name of a Category ____ prospect.
What is Category 1?
success = strategy - ________
What is limiting beliefs
We handle objections vs. ____________.
Name the decision that included, shopping, restaurants, golf courses, gyms and major highways.
What is the Area Decision?
Asking questions around Have, Seen and Want is what part of the HOVStrong Hello
What is Explore (Have, seen want)?
What is the name for a Category 2 prospect?
What is overwhelmed?
What is closed ended question?
We should welcome and ________objections.
What is extract?
This decision includes, amenities, dog park, green space, and parking space.
What is Community?
Listen to summarize is the part of the Hello where we summarize ________.
What is what they told us?
Whis is your purpose with a Category 3 prospect?
What is lead the compromise?
Name the question type used to determine the strength of a prospect's feelings or interest in something.
What is an scaling question?
State the first step in the handling objections process.
What is Acknowledge the objection?
This decision includes resales and other builders.
What is competition?
State the Learn the Cateory question (2nd L)
What is Have you definitely decided to move?
Name the two selling messages for Category 1 prospect?
What is why leave what your have and why buy now?
Name the three words, when using a three level question type to uncover the "why" behind the "what."
What is "tell me more"?
"Tell me more" is best used during which step of the handling objections process.
What is Understand the objection?
Name the 5(five) Relevant Decisions for a Category 2 Prosect?
What is Area, Brand, Community, Home, Homesite (ABCHoho)?
State an outcome based agenda for a Category 1 prospect.
What is So based on (what they want and why) here's what we're going to do (go through the home and compare it to what you want, seem and have and by the time your done, well see if it makes sense for your to get into the market?
The reason we categorizing the prospect is to ensure _________________.
What is alignment and have the right selling message.
State the results pyramid
What is our experiences create our beliefs that cause our actions that give us our results?
"Does this make sense, can we move on" is an example of what step.
What is achieve resolution?