Create
The number of layers to our work outfits
What is 3?
These are questions with limited answers (yes/no, black/white, etc.)
What are close-ended questions?
This simply states a fact about something (hint: FBA),
What is a Feature?
The first step in LACE
What is Listen?
Value > Price =
What is Sale?
Add a pop of color your outfit with these
What are shoes?
Use this questioning technique to "drill down" and help understand a customer's motivations and needs
What is the Question Funnel?
This is what the feature offers everyone.
What is Benefit?
In this step of LACE, you express understanding and empathy for the concern/objection
What is Acknowledge?
Acronym for capturing leads
What is GONE?
Establishing ________ with customers gives your customers something to connect with. A shared value, experience, or even choice can make you relatable and instill trust.
What is commonality?
These types of questions are great for conversation starters because they allow a wide range of responses
What are open-ended questions?
This is connecting the Feature and its Benefit to the guest specifically
What is Application?
In this step of LACE, you restate the customer's objection/concern
What is Confirm?
The acronym GONE stands for this
What is Goals, Objection, Next Steps, Emotional Trigger?