Mind Your Ps
The first P of PPP
Purpose
"Who are you currently insured with? How long have you been with them? and What has you looking for new insurance?"
When asked at the beginning of the quote are considered what type of questions?
Preliminary, Probing or Discovery questions
Fulfillment prevents the fourth "No" of the buying cycle and is a song by The Rolling Stones
Satisfaction
This is a type of Discovery Question and is also an item carried by Harry Potter/wizards/fairies.
Magic Wand
A portion of demonstrating credibility
PROfessionalism
Asking for & gaining this from your customer allows you to proceed with the call & helps them feel empowered.
Permission
The three types of listening styles
Responsive, Empathic, and Focused
A direct appeal to a personal reason and the song by Aretha Franklin
Respect
An unanswered question or concern from the customer we try to overcome, or a term used in court on the show Law and Order
Objection
A step of handling objections
PROblem Solve
The way you see things based on your point of view
Perceptions or Perspective
This is the internal conversation that everyone has that is either positive or negative
Self-Talk
Question type that allows you to find out more information and a common chorus line from the Grease song Summer Nights
Tell Me More
This is accomplished by providing clear expectations on fulfillment, especially post-sale, and is the term for actors who aren't the main stars in a movie
Supporting
Bundling is based off the effectiveness of these offers
Additional PROtection or PROgressive Home and PROperty
The third P of PPP
Payoff
We value rapport-building & establishing credibility with our customers because people buy from those they...
Trust
The selling balance is represented by what illustration and is also in the title of a song by Queen
Bicycle
A question type that allows the customer to add any missed information and is the goal of all Pokémon Trainers
Catch-All
Question type that allows you to discover more around an unclear situation
PRObing
A verbal communication tool used to demonstrate empathic, active listening
Paraphrasing
An effective call has the right balance of ____ tension & relationship tension.
Task
The counselor approach eliminates this for the Sales Consultant and is also a song by Nelly and Kelly Rowland
Dilemma
Someone you meet with weekly to review calls & questions; also the name of a sitcom from 1989!
The second P of PPP
PROcess