Transitioning
Three totally awesome tools used to transition from a cue to begin questioning is...
What is...
Trading
Prefacing
Permission Benefit Question
Using acknowledgement, rapport and empathy to connect with a member
What is Relating!
When we ask additional questions about an objection, the goal is to...
Probe broad objections
Identify the underlying need
During this part of the GUIDE model, we use Questioning most often
What is Understand
What is the proper response when someone yells "O-H" in Columbus Ohio?
I-O!!!
"We have helped many of our members plan for retirement..."
This is an example of...
What is Trading!
The ability to project confidence in body language and voice
What is Presence!
The two main steps in the Objection Resolution Model are …
What are Acknowledge and Question (follow-up question)
These are the best types of QUESTIONS to ask our members
What are BROAD or OPEN ENDED Questions
In the year 2013, what were 3 football teams that beat the University of Michigan in their regular season?
Ohio State!!!
Michigan State!!!
Nebraska!!!
"You mentioned you are hoping to save to buy a jet ski this summer..."
This is an example of...
What is Prefacing!
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?
YAAAAAAS!!!!!!!
Which quick witted TV character is know for the phrase, "It's going to be Legen - wait for it... Dary!"
Who is Barney Stinson!!!
"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!
The ability to elicit feedback
What is Checking
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?
That's the way... uh huh. uh huh. I like it. uh huh. uh huh!!!
What are the names of the three Simpson's children from the hit animated TV series The Simpsons?
Who is Bart, Lisa, and Maggie
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!!!
The best types of QUESTIONS to ask our members
What is Open Ended Questions!
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: Starting with a Current Situation question is a strong way to begin to understand your members needs.
TRUE
Gerald Ford is famously known for being the 38th president of the United States and his ties to Michigan. He grew up in Grand Rapids and attended the University of Michigan, but was born on July 14th, 1913 in this City.
What is Omaha, Nebraska