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100
Words represent this percentage of what actually influences human behavior.
What is 7%?
100
Rapport is a between people.
What is total responsiveness?
100
Rapport is created by a feeling of this.
What is Commonality?
100
People form up to ___% of their opinion about you in the first four minutes of meeting you.
What is 90%?
100
A transition is moving into discovery with this type of question.
What is an open-ended question?
200
Tell others you empathize with how they ______ and that others have ______ the same way. Then explain the solutions they ________.
What is Feel, Felt, Found?
200
According to two independent survey’s (over 100,000 people participated). What are the three WORST questions you can ask in the first 30 seconds of a new Discovery call?
What is.. 1. Do you have TIME to talk? 2. How ARE DOING today? 3. What QUESTIONS do you have?
200
The four most powerful Open-Ended questions you can ask begin with:
1. WHY? 2. TELL ME MORE…. 3. HOW? 4. IN WHAT WAY?
200
This establishes the purpose of your call along with possibility of starting the “application” process if it’s a good fit
What is the Agenda?
200
This represents 55% of what actually influences people when you communicate.
What is body language?
300
The compliance statement you must give anytime you discuss Financial Aid with the student.
What is “Financial aid is available to those who apply and qualify”?
300
Asking the student, “Are you near a computer” is an example of this.
What is assuming the application?
300
According to the Learning House Infographic these are the top graduate programs.
What are Business Administration, Nursing, Computer Science and engineering, and Information Technology?
300
These qualities represent 38% of what influences another human being.
What are Voice Qualities?
300
These would be examples of a Temp Check.
What is? • How does that sound? • What do you think about the program? • Do those sound like classes you would enjoy taking?
400
According to the Learning House Infographic the most appealing marketing message was this.
What is Affordable Tuition?
400
According to the LRM Info Poster from Harvard Business Review you have a 90% chance of making contact after this number of attempts.
What is 6 call attempts?
400
According to the LRM Info Poster from Harvard Business Review these were the best times to make contact.
What is between 4-5pm and 8-9am?
400
According to the LRM Info Poster from Harvard Business Review the best time to respond is within...
What is 5 minutes?
400
According to The Science of Sales, in order to bypass the thinking, skeptical brain, we need communication strategies that dive straight into the heart of the connection. There are five key elements that have been proven to make significant impact on the decision centers. Your communication must do this.
What is elicit an emotional response, be visual, creatively compare and contrast, be experiential, and be egocentric?
500
According to The Science of Sales, the characteristics that make up connection are...
What is Humility, Authenticity, Honesty and appropriate Vulnerability?
500
According to The Science of Sales, this is about your ability to create respect by demonstrating you and your company's credibility. That credibility is made up of Knowledge, Skills and Capability.
What is Professional Trust?
500
According to Sales Skills Fundamentals, if you do this repeat business should follow.
What is Focus on resolving customer needs?
500
According to the Science of Persuasion People want more of those things there are less of.
What is Scarcity?
500
Our primary purpose as Enrollment Advisors is to...
What is graduate students?
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