Value Articulation
This component of CCC provides value by automating operations through integrated solutions and innovative AI AND simplifies a company's unique processes through a unified system, configured for carriers by carriers.
What is technology?
True or False: If a customer says our prices are too high, our response should be to explore ways to help them secure a discounted rate.
False: We can acknowledge their sentiment about price, but after learning more, should help them understand the value of our solution.
The "O" in the ROCK framework stands for this.
What is Offer?
The Offer phase includes provision of a product demo, any customized offerings and positioning of price as an investment.
This is the number of top 20 carriers that trust CCC.
What is 19?
This product gives adjusters an early understanding of impact severity using an AI Based methodology.
What is Impact Dynamics?
This component of CCC is dedicated to client success, is experienced and talented with deep industry knowledge and is passionate about generating ROI for clients.
What is CCC's Team?
Your response to a given objection should contain these two things.
What are an Understanding Question and a Selling Argument?
This acronym helps us remember how to position powerful impact.
What is VALUES?
Increase:
Value
Affordability
Logic
Uniqueness
Empathy
Security
This is the number of total loss claims that CCC values annually.
What is 4 million.
This product is a new mobile channel for capturing first party claim information.
What is CCC's first party claim portal?
CCC's Network provides value to customers in 3 ways:
Connects- to a high performing network of partners
Expands- operations through the largest set of industry partners
The third way is this:
What is "guides partners to perform consistently with network tools"
What is "Feel, Felt, Found?"
This is the number of selling techniques listed in the flashcards.
DAILY DOUBLE: NAME HALF
15
Show Value, Uncover Need, Employ Price Anchor, Employ Deal Effect, Use Smart Price References, Use Logic, Develop Commitments, Show Competitive Advantages, Use Higher Authority, Show Willingness to Walk Away, Be Likeable, Build Partnership, Show Social Proof, Show Honesty, Show Expertise
This is the average number of days that a carrier's cycle time decreases by obtaining photos directly from customers.
What is 3?
This product provides on-demand nurse review of third-party medical bills to assess medical necessity, relatedness, and causation.
What is a Reviewer?
Proof points deliver precise, consistent and these type of results.
What are defensible?
This 5 step process tells us how to handle customer objections.
What is PAUSE (Prepare, Acknowledge, Understand, Sell Arguments, Embrace Patience)
This technique limits the feasible room for concessions and is difficult for a customer to challenge.
What is using a Higher Authority?
Effective higher authorities include:
Fairness
Legality
Committees/Teams
Company Policy
This number is CCC's Net Promoter Score.
What is 82?
This product allows adjusters to create their own general damages evaluations within IES.
What is BIEW?
Bodily Injury Evaluation Worksheet
These are 3 ways CCC drives higher accuracy for clients.
What are:
-Proven methodology leading to precise, consistent and defensible results.
-Data driven decisions, leading to higher quality outcomes
-Better oversight cost
This is a question you might ask if a customer expresses concern about a solution achieve a stated ROI.
Can you help me understand what factors go into determining the ROI from your perspective?
OR
With these types of decisions, what type of ROI are you traditionally looking to achieve?
OR
How do you plan to implement this solution to reach your expected ROI?
The deal effect encourages you to display your ROI. This is the formula for ROI.
What is Net Return/Cost of Investment.
This tool automates over 80% of estimating lines for the adjuster, ensuring fewer errors.
What is Intelligent Estimating?
This product provides biomechanical analysis to determine how closely the accident data correlates to the claimed injuries.
What is Injury Causation Analysis?