Break The Preoccupation
Your job is to help the prospect transition from their preoccupation on rate or product to a focus on this.
What is Value?
It's the last question before the presentation. It's designed to see if anything else needs to be addressed or has been omitted.
What is the Sweeper Question?
The best positioning questions begin with this word.
What is "How"?
These questions occur third in the sales process.
What are Needs Questions?
These questions uncover personal situations and are relevant to their banking.
What are Situational Questions?
You ask the Break the Preoccupation Question at this point in the conversation with your customer.
What is either first or before quoting a rate or any other questions?
It is not OK to repeat the closing question.
True or False?
What is False?
You cannot know what matters to the prospect about your relationship until this takes place.
What is "You ask them."?
"We're having a special this month. Would you like to try that?" is a good needs question.
True or False
What is False?
Situational questions get asked after this Question in the Sales Process.
What are Break The Preoccupation Questions?
“If you start the sales process with quoting rates, you're sending the message that the _____ is what matters."
What is "Rate"?
A correct response to the customer if they have a question after the closing question.
What is: "Do you have any further questions or would you like to get started?
"How would you like us to communicate with you?" is a relationship question.
True or False
What is True?
Needs questions are how we get to the _____ of the matter.
What is "heart"?
People don't buy from people that make them feel like they are this.
What is stupid or dumb?
Break the Preoccupation Questions are always the same formula: A question with rate or preoccupation before value, followed by a...
What is: "Reason to Believe"?
The type of question that follows this formula: "You mentioned _____, to address this I would recommend ____."
What is a Presentation Question?
The relationship question on steroids.
What is "How can we take such good care of you that you'll bring all your business, all your friends, and all your family to FAB&T?"?
Emotional reasons are what dominate the buying decision.
True or False?
What is True?
"What kind of mortgage do you want?" is this type of problematic question.
What is an ineffective question or What is a question you should not ask?
A reply to a customer asking for a rate quote on a Certificate of Deposit.
What is "Are you looking for the best rate or the best value? because they are usually not the same. There are many different configurations causing the best rate to sometimes end up costing you more"
The alternative closing question you have learned about.
What is "There are no other appropriate questions."?
Questions that help describe your uniqueness and make it clear they should come to you and not your competitor.
What are Positioning Questions?
Rationalization most commonly occurs at this point in the buying decision.
What is after?
Using jargon can make the customer feel like you are the expert.
True or False?
What is False?
It actually makes the customer feel confused or indecisive!