Tailored Solution
What step comes before the tailor solution step in the sales process?
Discovery
This step helps you show up as the best version of yourself before a meeting.
What is pre-call planning?
This statement helps reduce resistance and increase receptivity at the start of a meeting.
What is the Agenda Statement
This step involves asking questions to understand the broker’s past, current, and desired situations.
What is Discovery
This step opens the door to satisfied customers and referrals.
What is closing
What are the 3x3 steps?
1.) Overview of key points
2.) Explain your key points
3.) Review your key points
One reason people skip pre-call planning is because they don’t do this.
What is schedule time to do it?
What does T-P-O-IN-T stand for?
T - Thank
P - Purpose
O - Outline
IN - Input
T- Transition
The wider this is, the more likely a positive decision will be made.
The Influence Gap
One reason we don’t get commitment is because we fail to do this.
What is ask for it?
What is the goal of a Tailored Solution?
Providing a consultative approach to solving the problem.
This checklist item helps ensure team members are organized and prepared.
What is defining roles and responsibilities?
The goal of a Credibility statement
The Credibility Statement is a way to let the other person know you understand their situation is
unique, and that you are have had experience solving their problem before.
Name 2 of the types of questions asked during the discovery process
- Past Situation Questions
- Current Situation Questions
- Desired Situation Questions
- Product Specific Questions
This action helps move the conversation forward after addressing concerns.
What is giving a task or call to action?
This method helps brokers easily remember and retransmit your message.
What is the Why Rohrer 3x3?
This is one long-term consequence of showing up unprepared to a broker meeting.
What is losing trust and future business?
These three statements help reduce resistance in the first few minutes of a meeting.
What are Preliminary Pleasantries, Agenda Statement, and Credibility Statement?
This summary confirms your understanding of the broker’s situation and transitions to next steps.
What is the Discovery Summary?
What are 2 of the steps for addressing concerns?
STEP 1: CLARIFY & LISTEN
STEP 2: RESTATE AND CUSHION
STEP 3: DRAW OUT HIDDEN CONCERNS
STEP 4: ISOLATE THE PRIMARY CONCERN
What are 2 of the best practices for a 3x3?
BEST PRACTICES
+ Be simple and focus.
+ Make your message easy to retransmit.
+ Clearly align with the Broker’s objectives.
+ Deliver your 3x3 with confidence and conviction.
What step comes after the Pre-Call Plan step?
Building Rapport
This is the result of likability, competence, and preparedness.
What is rapport?
These types of questions help uncover what the broker expects from their current BGA.
What are Expectations Questions?
What is an example of a "Cushion" when addressing concerns?
• I understand
• That is a valid concern
• I see your point
• I hear what you’re saying
• I get that