3C's
What are the 3 components of Sprint Selling
Prepare, Engage, Advance
This enables you to assess the customer’s level of commitment and take needed action to ensure you and the customer are aligned
Validation Communication
THIS IS THE BIGGEST DIFFERENCE BETWEEN DIIO AND SRS ANALYZER
DOT information included in Diio
Indicative Market Value
A 6-month rolling average of the Half-Life Market Value for an aircraft of that vintage based on the Ascend baseline specifications for the aircraft value series (i.e., not spec-adjusted). Historical indicative values are not available via Fleets Analyzer.
Consultancy and UI tools are a part of this product Brand
What is Ascend
The 3 components of the "Prepare" Model
Know your customer, know your value, plan to engage
These are the 3 parts of the Advance model
Reflect, Follow up & Score, Follow Through
ASIDE FROM FM TRAFFIC, THESE ARE THE 3 REMAINING ADD-ONS TO DIIO OR SRS ANALYZER
Fair Share, Scenario Planner, Share Gap
Half-Life
Appraisal term to indicate that no value adjustment has been made for the maintenance status of the aircraft. It thus enables a comparison to be made between values of aircraft of different types and ages using a common denominator.
Who wrote the most recent ThoughtCloud article from January 18th?
Jez
These are the criteria for pain
Personal, Measurable, Negatively Stated
The 4P's of questioning
Phrasing, Prefacing, Pursuing, Pacing
THE CARRIER WHOSE AIRCRAFT IS BEING USED TO FLY A FLIGHT
Operating Airline
Current Market Value
This value represents that which the aircraft could best achieve under the market conditions existing at the given point in time
An opportunity missing from a forecast is a result of what? (could be multiple answers)
No product configuration
A customer has these four priority areas of focus throughout the buying journey
Needs, price, solution, and risk.
Acknowledge, Question, Position, Check are a part of this model
Resolve Objections Model
This allows users to define their own custom reports
What is Dynamic Table
Base Value
The underlying economic value of an aircraft in an open, unrestricted, stable market environment with a reasonable balance of supply and demand, and assumes full consideration of its “highest and best use”
These three products are under Cirium Sky
Sky, APIs and Schedules/Connections files
Relating, Questioning, Listening, Positioning, Checking, Presence
Pivot to the Close, Commit to Action and Wrap Up are the parts of which model?
Commit Model
What is the QSI (quality service index)
THIS METHODOLOGY IS USED TO DETERMINE FAIR SHARE, SHARE GAP AND TO FORECAST NEW ROUTES/FLIGHTS
Forecast values are also known as this
Future or Residual Values
Cirium Blu encompasses these products
What are fleets centric services, Workbooks, Tracked Utilization and Values-centric services (VTS)