Opening
What is the purpose of the opening statement?
To explain that you help fans attend more games while saving money before learning about them.
How many qualification questions are in the roadmap?
5
What is the purpose of the arena tour?
To show exclusive areas and discuss flexible ticket options.
I'm not interested.
What are you not interested in?
What question(s) begins the rapport-building process?
How did you fall in love with the penguins or hockey in general?
Name 3 qualification questions.
How do we disarm someone after we've explained we will talk about ticket options on the tour?
I don't know for certain there will be a fit for you down here - worst case you'll have a go to contact with the team moving forward.
I'm not a hockey fan.
That’s totally ok, a lot of fans I work with don’t necessarily love the game of hockey, most of them come out to spend time with loved ones, enjoy the atmosphere, or find value in their business practices. So, when you have come out what’s been your favorite part?
True or False:
You should begin explaining ticket packages right away after introducing yourself.
False
Which qualifcation question helps identify obstacles?
What is the biggest thing preventing you from attending more games?
How many meeting times should you offer?
2
Too expensive.
I understand how you feel there, other fans I talked to have said the same thing. What they have found is that we actually have flexible options down here that fit anyone’s budget. So, *open ended question*?
What is an I/My statement?
A statement you respond with explaining something about yourself related to what the prospect has expressed.
Why do we ask open-ended questions?
To understand that fans motivations instead of making assumptions.
What if they say they aren't able to make it for a tour? (2 different options)
Can you just send me info/pricing?
While I’d love to send something over to you, we have so many options I wouldn’t even know what to send you. That’s why I love to bring fans down in person so we can have a more in-depth conversation. So how does *date & time* sound?
Why is rapport important before we get into discovery?
Because it helps uncover what is most important to the prospect before asking qualified questions.
What info gathered during discovery should be referenced during the tour invite?
The items that are most important to the prospect.
Explain the pieces of the actual tour invite? (6 total)
1. Perfect time for us to be having this conversation
2. Based on what you told me...
3. Invite you down for an exclusive tour
4. Afterwards can discuss options
5. Disarm
6. Meeting time
I need to check with my spouse/friend first before coming down for the tour.
Completely understandable. However, my schedule is getting booked up quickly here, so let’s do this – I can pencil you down for that timeslot and then if you need to reschedule, I’m very flexible and will work on moving that time for you. How does that sound?