To Ask, Or Not To Ask...?
Fear of _______ may prevent a CSD from asking for the commitment.
What is rejection
When positioning your closing summary, it's important to remember to avoid introducing any _________.
What is new information or details
The Big C and the Little C are both types of ____.
What is Commitment
Sending a written _____ is a solid best practice when following-up with a prospect.
What is note and/or summary
One of the best ways to build _____ is to promise to do something, and then do it.
What is credibility
_____ and _____ are two roadblocks that can prevent us from active listening.
What are beliefs/biases and environmental distractions
*Also acceptable:
assumptions, experiences, expectations, attitudes, interests, emotions, needs, motives, intentions
Value Statements are used to _______.
What is Position the Closing Summary
On average, we should be asking for the deposit ____ many times.
What is three
When asking for commitment, be sure to use a ______ question.
What is closed-ended.
A benefit of taking action is to maintain _______ .
What is Momentum
The CSD's level of comfort will increase when the close is treated as a ___________.
What is process
This 3 part statement is used to position how Brightview can help with a prospect’s needs:
What is Issue-Action-Value
If you don’t ask for ____, you won’t get it!
What is The deposit
____ and ____ are two ways in which you can deliver a positive last impression:
What is show gratitude and continue to build rapport
Additional answers:
State your personal commitment
Show confidence and positive energy
Personalize that close!
After every PV, be sure to send a thoughtful and meaningful ________.
What is a WOW gift
Asking for the deposit will gain _____.
What is commitment
Add ___ to the value statement to show your own commitment to your product:
What is passion
The objective of conducting _____ is to get a deposit.
What is the First PV
When asking for commitment, whether Big C or Little C, it's crucial that we are _______ with the next steps.
What is specific
Having solid, timely follow-up will set us apart from ______.
What is the competition
Each call or visit should end with ____.
What are next steps; BIG C or little c
_____ is defined as asking an open-ended question to gain feedback.
What is checking
If a prospect objects to the deposit, use these 4 steps of the objection resolution model:
What is Acknowledge – Question – Position - Check
Gaining commitment begins in the ________ phase.
What is prepare
One way to get better with each call/visit is to ______ internally.
What is self reflect