Name that question
The following is an example of this question:
Tell me about how you and your family use the internet.
What is a perception question?
Name step 6 in the change cycle.
What is the buying decision?
True or false:
You can skip step in the change cycle?
What is false?
This is step 1 in the change cycle.
What is teh comfort zone?
The following is an example of this question:
What would you do if there were a way to resolve this issue?
What is a need question?
Provide an example of a perception question.
What is most important to you regarding your HSD service?
What is Tell me how you use the internet?
True or false:
You cannot ask too many perception questions?
What is false?
If you ask too many, it could sound like an interrogation.
This is step 2 in the change cycle.
What is Missing out?
The following is an example of this question:
How does this problem effect your family?
What is an impact question?
Provide an example of an awareness question.
What is How else would you like to use your services?
What are some of the biggest challenges you face with your services?
True or false:
Awareness questions are designed to help identify what is important to the customer.
What is true?
This is step 4 in the change cycle.
What is the need to make a change?
The following is an example of this question:
What would you say is your biggest issue with your current provider?
What is an awareness question?
Provide an example of an impact question.
How often does this occur?
What have you done about it?
True or false:
Asking the customer what issues they are having is enough to get them in touch with PAIN.
What is false?
The customer has to see how the pain points impact their lives.
This is step 3 in the change cycle.
What is matter enough?
The following is an example of this question:
If you could change one thing about your existing provider, what would it be?
What is an awareness question?
Provide an example of a needs question.
What do you think it would take to fix this issue?
If there were a way to fix this issue, what would you do?
True or false:
After you go through the entire pain process , the next step is to position us as the solution.
What is true?
This is step 5 in the change cycle.
What is Solution?