Outreach
The three pieces of a Value Statement
What is Issue, Action, Value?
Actively understanding content and emotional messages in order to show interest, connect, learn and build trust falls under this Critical Skill
What is Listening?
It is best practice to ask a closed ended question during this Element
What is Commit?
Adele’s favorite closed ended question in the Checking skill
What is "how does that sound?"
In this step, it is not your turn to talk
What is The Prospect's Story?
The first step in the Appointment Model?
What is Prepare? Bonus: Why is it important?
When building rapport, acknowledgement and empathy is part of which Critical Skill?
What is Relating?
Know your customer, know your fit and know your strategy falls under this Framework
What is Prepare?
“The Size of the apartment is important” – is an example of this step in the Resolve Objections Model
What is Acknowledge?
Phone calls, note cards, home visits, invitations, and overnight packages are examples that fall under this step
What is Follow Up?
Using a hinge helps you do this in the Appointment Planner
What is Connect?
Avoid the use of open ended questions when you are using this Critical Skill
What is Checking?
Setting the agenda is part of this Framework
What is Connect?
This is when you can expect an objection to come up during the Framework
What is anytime?
Providing a brief overview of your product, program and services and amenities is an example of this step
What is The Community's Story?
Asking for an incremental action step to advance the opportunity for partnership falls within this Element
What is Commit?
Eye Contact is an example of this Critical Skill
What is Presence?
SMART objectives fall under this Framework
What is Prepare? Bonus: what does SMART stand for?
During this Critical Skill you are tailoring your response to the customer's needs
What is Positioning?
Setting your next step falls under this step in the sale
What is The Close?
Networking, developing a referral list and making it reciprocal are examples of this
What is outreach tips/best practices?
The 4 P’s of Questioning
What are Prefacing, Pursing, Pacing & Phrasing?
Important verbal statements used when positioning information to engage the prospect and help them to focus, follow along and remember
What is Sign Posting? Bonus: What element does this fall under?
The four steps in the Resolve Objections Model
What is Acknowledge, Question, Position, Check?
The Five Steps of the Sale
What is The Prospect's Story, The Community's Story, The Show, The Close, The Follow Up?