In this year, the engineering offices of Dr. Ing. h. c. F. Porsche opened for business on Kronenstrasse 24 in Stuttgart.
What is 1931?
100
This is what you'd be doing if you opened a story with a "fun fact" or a surprising statistic.
What is anecdotal selling?
100
According to experts in the science of body language, this is the most expressive part of the body.
What are the feet?
100
In Dr. Stephen Covey's "Time Management Matrix," this is the quadrant highly effective people spend most of their time and energy managing.
What is Quadrant 2?
100
The letter "M" stands for this important aspect of setting a "S.M.A.R.T." goal.
What is a "Measurable?"
200
This specifies a long-term growth strategy, a unique customer ownership experience, safeguarded price premiums and profits and North America's most professional importation organization.
What is Strategy 2018?
200
These can't be answered with a simple "yes" or "no."
What is an open-ended question?
200
These two DiSC behavioral profiles tend to be task-(vs. people-) focused.
What are "Dominant" and "Conscientious?"
200
This is a good way to introduce a newcomer to a conversation at a cocktail party or other gathering.
What is, finding a point of common reference that the newcomer shares with someone else in the group?
200
This tool helps you "warm up" guests to the questioning process you will use to assess their wants and needs.
What is "Overview-Benefit-Permission?"
300
Here you can find a family name, the German national colors and symbols from the state of Baden-Wurttemberg and the city of Stuttgart.
What is the Porsche Crest?
300
When communicating with another person, this is how much of your message is conveyed through your words (as opposed to your tone/inflection or body language).
What is 7%?
300
This tool helps you get at the emotional reasons a client might be objecting to the vehicle, feature or service? (It can be used during the “needs assessment” as well.)
What is "What-What-Why?"
300
This customer objection tool is best used when the client questions the value you provide versus a competitor, or sees Porsche as being similar to the competitor.
What is "RACE? (Respect, Align, Contrast, Elevate)?
300
According to Google Analytics, today's car shopper visits, on average, 24 websites before buying a car. Following that research, they visit this many dealerships.
What is 1.2?
400
A Porsche retailer has this long to reply to a prospect's email with a personalized response.
What is four business hours?
400
This kind of question helps to remove ambiguity and ensure you understand what is being said.
What is a clarifying question?
400
According to Luxury Institute President Milton Pedraza, high end clients expect these three things from their sales people and service providers.
What are expertise, trust and likeability?
400
It's NOT about time...the number one reason to do this is, the Porsche client expects it!
What is time management (or, planning your day)?
400
You'd be practicing this if you were focusing on the other party's interests rather than their needs during a negotiation?
What is The Harvard Concept of negotiating?
500
This "hexagonal" model is flexible; it's dimensions can come in any order...however, all of them must be addressed at some point or another in the guest's purchasing process.
What is the "6D" model?
500
You'd be doing this if you used perception-checking, clarifying and paraphrasing when somebody spoke to you.
What is active listening?
500
This objection-handling tool is useful in cases where your vehicle or service does not compare favorably "on paper" with a competitor.
What is "All Things Considered" (or, "ATC")?
500
This objection-handling tool helps you define the real concern when the guest voices an objection that isn't very specific.
What is "Clarify-Paraphrase-Respond" (or, "CPR")?
500
If you use these in your showroom, you are making the vehicles the "stars of the show" (and you're CI-compliant!).
What are dark matte-finish floor tiles and selective lighting?