Build Relationships/Open the Conversation
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MIRROR AND ____________
MATCH
Mirroring and matching are based on the powerful concept that people typically like people who are like them. It has a subconscious effect on the interaction.
Areas you can Mirror and Match: Body Language, Voice(Pace), & Authenticity.
WHAT ARE THE 3 TYPES OF QUESTIONS WE ASK
NEED,CONTEXT AND IMPACT QUESTIONS
WHAT DOES A.C.A.C. STAND FOR?
1)ACKNOWLEDGE
2)CLARIFY
3)ADDRESS OBJECTION
4)CONFIRM
HOW MANY MONTHS OF THE YEAR HAVE 28 DAYS?
ALL OF THEM
THIS DEFINITION PERTAINS TO WHAT ?
"a word, phrase, or sentence that connects one idea to another, creating a bridge between paragraphs, sections of a text, or a shift in conversation.
TRANSITION STATEMENT
WHAT KIND OF QUESTIONS HELP THE MEMBER UNCOVER THE RESULT OF LEAVING THE NEED OR CHALLENGE UNADDRESSED?
IMPACT QUESTIONS
WHAT ARE THE 4 CLOSING TECHNIQUES YOU CAN USE WHEN GAINING COMMITMENT ?
1)DIRECT
2)ASSUMPTIVE
3)CHOICE
4)URGENT
HOW LONG DOES A MEMBERSHIP HAVE TO BE OPEN TO QUALIFY FOR THE HOLIDAY LOAN?
6 MONTHS (180 DAYS)
WHAT IS THE ONLY FOOD THAT NEVER SPOILS?
HONEY
1) BIRTHDAYS
2) YEARS OF MEMBERSHIP
3) MEMBERSHIP ANNIVERSARY
WHAT IS MISSING ?
IDENTIFY A SOLUTION> DESCRIBE THE FEATURES>________________> CONFIRM THE MEMBERS INTEREST
TALK ABOUT THE BENEFITS
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MEMBER FEEDBACK REFLECTS WHAT THE MEMBER _______, _________, OR _________ ABOUT YOUR RECOMMENDATION
1)THINKS
2)FEELS
3)BELIEVES
WHICH COUNTRY WON THE FIRST-EVER SOCCER WORLD CUP?
URUGUAY
ACCORDING TO C.C.
WHAT ARE THE 3 STEPS THAT PERTAIN TO OPENING THE CONVERSATION?
1) OBSERVE - PICK UP ON THE MEMBERS CUES
2) EXPLORE - CONSIDER OPPORTUNITIES THE CUES MAY PROMPT
3) TRANSITION - ACKNOWLEDGE THE CUE BY SHOWING CURIOSITY
BEFORE CONSULTATIVE CONVERSATION
WHAT WERE/ARE THE 5 BENEFITS OF THE BENEFIT STATEMENT ?
1) SAVE MONEY
2)MAKE MONEY
3)SAVE TIME
4)PIECE OF MIND
5)CONVENIENCE
ACCORDING TO C.C.
WHAT ARE THE 3 REASONS MOST PEOPLE OBJECT WHEN PRESENTED WITH A RECOMMENDED SOLUTION?
1) NOT ENOUGH VALUE
2)FEAR OR RELUCTANCE TO CHANGE
3)UNFILLED NEEDS
WHY DID THE SCARECROW WIN AN AWARD?
BECAUSE HE WAS OUTSTANDING IN HIS FIELD
ACCORDING TO C.C.
WHAT ARE THE 3 WAYS YOU CAN ESTABLISH A STRONG PROFESSIONAL RELATIONSHIP WITH A MEMBER?
1) DEVELOPING RAPPORT
2) BUILDING TRUST
3)DEMONSTRATING EXPERTISE
THERE ARE 3 CATEGORIES OF "VALUE-ADDED BENEFITS" WHEN YOU RECOMMEND A SOLUTION.
WHAT ARE THOSE CATEGORIES?
CLUE:"EXTRAS" ABOVE THOSE OFFERED BY THE BASIC PRODUCT OR SERVICE
1)EDUCATION
2)FINANCIAL CONSULTING
3)PERSONALIZED SERVICE
ACCORDING TO C.C.
WHAT ARE 3 TECHNIQUES FOR GAUGING A MEMBERS REACTION TO YOUR RECOMMENDATION?
1)MAKE A STATEMENT, PAUSE, AND USE SILENCE
2)OBSERVE BODY LANGUAGE AND TONE
3)ASK OPEN AND CLOSE-ENDED QUESTIONS.
WHAT FRUIT WAS ONCE SO RARE IN EUROPE THAT PEOPLE WOULD RENT IT TO SHOW OFF AT PARTIES?
A PINEAPPLE