Script anatomy
AAA
AAA 2.0
Misc
Gatekeepers
100
Find out if you are talking to the correct person
What is open/intro
100
Remains control of conversation
What is Ask
100
Info dumping is when you...
What is share too much info, get into details or feature of DF, give a mini demo, do all the talking
100
The discovery is where we spend a majority of your Kwon Do training. Why?
What is This is where you find pain and how the business is run
100
Which are the best type of gatekeepers
What is none
200
Pique their interest, establish credibility, transition call
What is the hook
200
Guides conversion
What is Answer
200
What type of question should you ask when you hear " Can you send me some info?"
What is discovery question
200
List the 3 benefits that are important to any small business owner?
What is money, time, and new opp.
200
What are the 3 type of gatekeepers?
What is disengaged, engaged, and dominant
300
Uncover pain point
What is the discovery
300
Slows down conversation
What is Acknowledge
300
What type of question should you ask when you hear "I'm not interested?"
What is qualifying question
300
Why do we send businesses a PPF/SPF
What is more info from the business, puts the prospect in a buying mindset, increases show/close ratio
300
What is a way you get past a disengaged gatekeeper?
What is use an authoritative tone, the term "real quick" helps to keep the gatekeeper focused
400
Make sure you are setting up closable opportunity
What is qualify
400
When is a brush off most often given?
What is First half of the call
400
What type of question should you ask when you hear "I'm too busy to talk"
What is discovery question
400
What part of the script anatomy is this: Establish exclusivity and gauge interest
What is none
400
What is a way you get past a engaged gatekeeper?
What is make them feel important, work with them to find out more about the business
500
Flush out objection
What is the takeaway
500
How long should an effective AAA only take?
What is 10-15 seconds
500
Complete this sentence: The person who is asking questions is:
What is controls the conversation
500
Jon Tuckers favorite NBA team?
What is Los Angeles Lakers
500
What is a way you get past a dominant gatekeeper?
What is match their tone, vet out their decision making process before engaging in discovery questions
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