Relevant Decisions
Name the decision that focuses on what the prospect is unhappy about in their current situation.
What is Unsatisfied?
The "true just looking" prospect the name of a Category ____ prospect.
What is Category 1?
success = strategy - ________
What is limiting beliefs
How many types of questions are we discusing?
What is Five (5)
How many ALDP candidates are in today's class?
What is 15?
Name the decision that included, shopping, restaurants, golf courses, gyms and major highways.
What is the Area?
What is the name for a Category 2 prospect?
What is overwhelmed?
"What you accept as truth" is the definition of _______.
What is Belief?
Name the question type used when you need a decision from a prospect.
What is closed ended question?
Sholeh is Legal Counsel for what Division?
What is Houston?
This decision includes, amenities, dog park, green space, and parking space.
What is Community?
Whis is your purpose with a Category 3 prospect?
What is lead the compromise?
"ALL the prospects walking through my door have NO urgency" is a example of a _______ _______.
What is Limiting Belief?
Name the question type used to determine the strength of a prospect's feelings or interest in something.
What is an scaling question?
Kelly's current role in SEC Division is ___, ________ _________.
What is VP, Finance & Administration?
This decision includes resale homes and other builders.
What is competition?
Name the two selling messages for Category 1 prospect?
What is why why buy now and why leave what you have?
What is... "People like good salespeople"
"People don't like bad salespeople"
"I'm here to make this process easier for the customer's walking through our doors"
"SUP" is an example of a ______ ______question
What is a 3-level question
Kade has a BS from what university?
What is Florida State University?
Name the 5(five) Relevant Decisions for a Category 2 Prosect?
What is Area, Brand, Community, Home, Homesite (ABCHoho)?
Name the reason we categorize our prospects.
What is to "determine the selling message"
From bottom up, state the results pyramid
What are Experiences -> Beliefs -> Actions -> Results
Name the three words, when using a 3-level question type to uncover the "why" behind the "what."
What is "tell me more"?
Name the 3 current Sales Leaders & the Division they support.
Who are Amanda in Houston West, Jason in Delaware, and Meredith in Dallas?