Transitioning
Prefacing and _________ are the two strongest ways to help transition through a GUIDE conversation
What is Trading
Using acknowledgement, rapport and empathy to connect with a member
What is RELATING
"I understand..."
"I get that..."
"I can see.."
are examples of what type of language?
What is trite language...
During which part of the GUIDE model do we use Questioning most often?
What is Understand
How many cats does Rebecca have?
What is ONE
Bonus points: what is her name?
Trading can be defined as GIVE to ______
What is GET
What is Point Person an example of?
What is Presence
Please describe the two main steps in the Objection Resolution Model, in the order you would use them
What are Acknowledge and Question (follow-up question)
What are the best types of QUESTIONS to ask our members?
What are BROAD or OPEN ENDED Questiosn
When Rebecca sings along to the radio in her car, does she sing on-key?
What is NEVER
Give an example of how to begin a prefacing question
I KNEW YOU COULD DO IT!!!
The ability to leverage member needs to be persuasive
What is 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?
YAS!!!!!!!
Name a concert that Rebecca has been to in her lifetime?
What is.....
Why do we need to use transitions such as trading and prefacing in our conversations with members?
What is-it helps our conversation to feel natural and lessen the chance that our member will be caught off guard by where we are taking the conversation.
Showing confidence, interest and voice are an example of which critical skill?
What is Presence
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!!
Trading can be defined as GIVE to ______
What is GET
The way to Rebecca's heart is with which sugary treat...
What is CHOCOLATE
What is trading?
What is a way we can transition by sharing personal experiences we have been through or sharing ways we have helped other members.
What are the best types of QUESTIONS to ask our members?
What are Open Ended Questions
Using the Objection Resolution Model can reduce member ________
True or False: Starting with a Current Situation question is a strong way to begin to understand your members needs.
TRUE
What color are Rebecca's eyes?
What is HAZEL