ENGAGE
What are the 'Golden Rules' of ENGAGE
No Need = No Sale
No Scripts
Enhance Your Style
Staff Are As Important As Members
We Are All In Retail!
What does 'PAINT' stand for?
Purpose
Agenda
Input
Needed Time
Transition
Who is our CEO?
Aaron Newman
What product has a $6 monthly account keeping fee?
All Access
How many States and Territories in Australia?
8
QLD, NT, WA, SA, NSW, VIC, TAS, ACT
What is the difference between an 'Order Maker' & an 'Order Taker'?
Order Maker - looks for opportunities and is focused on actual needs instead of what they're asking for, having deep consultations to discuss and find an appropriate solution, inspire their customers to take positive action. Take a pro-active approach.
Order Taker - not comfortable challenging the customer, waits for deals to happen, are controlled by the customer.
What are 3 reasons members visit the branch?
- Transaction or Claim
- Enquiry
- Pre-arranged meeting
Name one of our branches beginning with B
- Brisbane
- Brassall
- Booval
- Bowen
- Beaudesert
Name 3 features of the Credit Card
In what city would you find the Colosseum?
Rome
What is the 'Moment of Truth'?
The Moment of Truth is one or many opportunities for people to form an impression about us. Either negative or positive.
What do open questions start with? Name 3.
What; Why; How; Which; Where; Who; Tell me
Mount Isa
Name our Hospital products and Extras products
Hospital: Better Hospital; Vita Hospital; Budget Hospital
Extras: Premium; Essential; Select; Young
What comes next in this sequence...
A million, a billion, a trillion.....
A Quadrillion
What are the stages of Personalised Benefit Selling?
Feature; Linking Words; Personalised Benefit; Agreement Question
or
Tell; Sell; Check In
1. Introduce yourself
2. Ask their name
3. Ask something about them
How many branches do we have in total?
28
Name our 4 x Foreign services we offer.
HINT: What 2 services do we provide from Western Union.... then name another 2 services
- Money In Minutes
- Global Pay
- Travelex
- Cash Passport
"Murder" is the collective noun for a group of which bird?
Crows
Name 5 things we discussed about how to structure and remember about having a discovery conversation.
- members buy using logic and emotion, its important we relate to both
- its our job to make it a pleasant experience
- 8 stages to the buyer motivation piece
- what makes a good or bad sales person
- using open and closed questioning like a funnel
- starting with current situation questions and leading into desired state situation questions
- ensure your listening, checking in and summarising
- not using the discovery sheet like a checklist, ensure the conversation is relatable to the initial reason for visit and flows well
Name and explain the 8 stages of the buyer motivation model.
Interest Aroused
Need Appreciated
Product Knowledge
Suitability
Desire to Buy
Consideration of Price
Value Appreciated
Sale
We opened our doors in 1971. What was our name back then?
Isa Mine Employees Credit Union
Name ALL of our personal loan products ...
- New Car Loan
- Secured Personal Loan
- Reno Loan
- Unsecured Personal Loan
How many layers are there in the Sun?
6