Move off of the Solution
In move off the solution, our objective is to avoid this ____.
What is Data Dumping/Guessing?
The four must haves when starting your call.
What are Name, Address, Zip Code and Phone Number?
Three steps to handling objections.
What is to acknowledge, understand and resolve?
High impact solutions should highlight this ____, that was uncovered during structure the conversation.
What is evidence/impact?
What is Summarize?
The three steps to move off the solution.
What are Soften, Clarify and Move?
Three components of an opening statement.
What are Agenda, End In Mind and Hand Back?
Along with reframe and change, this is one way to attempt overcoming an objection.
What is show?
Typical way to end a High Impact Solution.
What is hand back/call to action?
Step 1 of Structure the Conversation.
What is get a quick list of all the issues?
Step where commonly heard example is "I hear you".
What is Softening?
Part of the opening statement which sets up the next decision your want the customer to make.
What is the End in Mind?
Step which may be removed from objection handling to address a yellow light.
What is understand?
Three components to the solution you present.
What are Term, RMR and OOP?
This is a dance term used to remember how to structure the conversation?
What is the Guardian Haka?
Two types of move off the solution questions.
What are Problems and Results?
Three of the five aspects of an End in Mind.
What are Singular and Concise, Requires a Decision, Makes No an OK answer, Logical/realistic/appropriate, and/or client centric?
Step of handling an objection, also known as slow down.
What is Acknowledge?
The part of your opening statement which can be repeated in your high impact solution.
What is the End in Mind?
Step 3 of Structure the Conversation.
What is find out which issue is most important?
"What are you looking to accomplish with cameras?" is an example of this kind of move off the solution question.
What is Results?
"How does that sound?" is an example of this part of the opening statement.
What is Hand Back?
Term or phrase used to describe bringing up a concern you have to the customer.
What is Proactive Yellow Light?
Two items required for receiving standard discounts and promotions.
What are minimum 36-month term and credit check?
One of two questions commonly used in step 5 of structure the conversation.
What is "Did I get it right?" or "Did I leave anything out?"?