Transitioning
Three totally awesome tools used to transition from a cue to begin questioning is...
What is...
Trading
Prefacing
Permission Benefit Question
In order to have an effective GUIDE conversation we rely on these.
6 CRITICAL SKILLS!
When we ask additional questions about an objection, the goal is to...
Probe broad objections
Identify the underlying need
This is the heart of the GUIDE model where questioning is the strongest.
What is Understand
These dogs know how to winterize and accessorize. Two breeds, two coats: cardigans and Pembrokes have a double coat of hair, enabling them to have winter protection and also a lose layer in the warmer seasons.
Corgi!!!!
"We have helped many of our members plan for retirement..."
This is an example of...
What is Trading!
Listening takes place in these parts of the GUIDE model
The two main steps in the Objection Resolution Model are …
What are Acknowledge and Question (follow-up question)
These begin with what, why, when, where, and how to gain more information and insight.
What are BROAD or OPEN ENDED Questions
This breed of dog comes in several different colors including: sable, merle, tri-colored, red, black, brindle, and fawn with white markings.
Corgi!!!!!!!!!!!
"You mentioned you are hoping to save to buy a jet ski this summer..."
This is an example of...
What is Prefacing!
The skill of tailoring your response to your member's needs/concerns
Positioning
How would you acknowledge this objection from a member:
Refinancing is a hassle
GREAT JOB!!!
Give an example of a question you would use to explore a members level of satisfaction?
What are you currently...
How are you currently....
YAY!!
If this breed was stolen, under ancient Welsh law, the thief would be fined.
Corgi!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!
"I would love to see if we can earn you more money! Do you mind if I ask you a few questions to see what might work best for you?"
This is an example of...
What is A Permission Benefit Question!
Building rapport is done by using this skill
Relating
What follow up question would you ask, after you have acknowledged this member objection
I need to check with my spouse before making any decisions
You go girl!!
What is the questioning funnel?
Queen Elizabeth II, perhaps the most famous owner of this breed, has had more than 30 in her lifetime.
CORGI!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!
What is an example of a transition statement you could use to connect the cue to the beginning of questioning?
Fish and Chips! Now we're cookin!!!
This is the art of asking for feedback to determine how well your solution fits the member's need.
Checking!
One benefit from "checking" with your member after overcoming their objection is...
What is ask for feedback to determine how well your response satisfied the objection.
What is keeping the dialogue interactive.
True or False: We are the experts and should give our member's a solution right away.
FALSE
This breed of dog are energetic, assertive, great trackers, and are the favorite of David Snodgrass.
Beagle!