QBQ
Explain the Diet Coke Story at the beginning of the book and the importance
Waiter sent manager to go get the customer a diet coke from a convenience store because they did not serve it in the restaurant.... (Importance is To make Bowen do all our dirty work).....To go above and beyond with each unique need of our clients
Explain 3 Traits found in D and 3 ways to adapt to that personality
Guess Each DC DISC
- Direct: Straightforward, to the point,Decisive: Quick in making decisions Competitive: Likes to win and achieve goals Assertive: Strong-willed, confident Results-oriented: Focused on getting things done Independent: Self-reliant, takes charge
Be direct and to the point: Avoid small talk and get straight to the purpose.Focus on results: Emphasize goals, outcomes, and benefits. Provide options: Allow them to make decisions and have control. Be confident: Show assertiveness and assurance in your communication. Respect their time: Be efficient and avoid wasting time.
What are the 5 Ground rules
The understanding,the why, the how, the involvement, the value
What are the 7 healthy sales mindsets
opportunistic, confident, hungry, problem solver, positive attitude, infinitely curious, genuinely interested
Can ride a unicycle! Does it is his free time to get away from the world and collect his thoughts
Bowen Powell
His Dad caused his little league team to forfeit a game because he jumped the fence to argue with the ump...thankfully he only does that when mit messes something up after he lands a job
Gonzalo Herrera
What are the 3 W questions you dont ask?
Why? ex. Why is this happening to me?
When? ex.When are we going to get this right?
Who? ex.Who messed up what I had accomplished?
Explain 3 Traits found in I and 3 ways to adapt to that personality
Outgoing: Sociable, enjoys being around others
Enthusiastic: Energetic, positive attitude
Persuasive: Skilled in influencing others
Optimistic: Positive outlook on situations
Talkative: Enjoys conversation and expressing ideas
Emotional: Openly shares feelings
Be enthusiastic and positive: Match their energy and show excitement.
Engage in conversation: Allow for social interaction and express interest in their ideas.
Acknowledge their contributions: Give recognition and praise for their efforts.
Use visuals and stories: Capture their attention with engaging presentations.
Be open and approachable: Create a friendly and relaxed atmosphere.
What is the goal of each ground rule?
Seek customers perspective, align the customers perspective, agree on customers involvement, connect market commitment to the customers value(GREES)
What are 3 profit killing beliefs?
we are two expensive
I will land this job on follow up
This was a bad opportunity
Been stung by a stingray 6 times... at this point I think he just does it for fun
Tyler Domene
Is a BIG self proclaimed cat guy....weird
Chip Burks
What is the one letter all QBQs should contain?
I- Ex. How can I positively impact this situation?
Explain 3 Traits found in S and 3 ways to adapt to that personality
Patient: Calm, not easily agitated
Supportive: Helpful, cooperative
Stable: Consistent, reliable
Good listener: Attentive, empathetic
Team player: Values group harmony and collaboration
Loyal: Committed, dependable
Be patient and calm: Approach them with a steady and gentle demeanor.
Show appreciation: Value their loyalty and support.
Listen actively: Give them time to express themselves fully without interruption.
Provide reassurance: Offer stability and security in your interactions.
Encourage teamwork: Foster a collaborative environment where they can thrive.
What is the definition of Ground rules?
Principals of conduct that are established up front between you and the customer that set expectations for how you manage the conversation.
What does GREES stand for?
Guarantee, reputation, education, experience, systems
Has 2 fake front teeth... which explains exactly where he is from
Riley Herold
Did a 100 mile race without any training for kids with autism... despite popular opinion he was not one of the kids with autism
John McDaid
What is the Ultimate goals of QBQs?
The ultimate goals of QBQs is action
Explain 3 Traits found in C and 3 ways to adapt to that personality
Conscientiousness (C)
Analytical: Focuses on details, systematic
Precise: Attention to accuracy and exactness
Disciplined: Self-controlled, follows rules
Cautious: Careful, risk-averse
Objective: Bases decisions on facts and data
Perfectionist: Strives for high standards
Be detailed and accurate: Provide clear, precise, and thorough information.
Respect their need for order: Follow procedures and be organized.
Be logical and factual: Base discussions on data and evidence.
Allow time for analysis: Give them time to consider and evaluate information.
Avoid being overly emotional: Keep interactions professional and objective.
What two grids do you think through when qualifying a solution
The Grid is clear categories you use to make valid recommendations.
Scope Grid:
IICRC protocols for mitigation based on the category of water.
Payment Grid:
Prospect’s willingness to invest (out of pocket, financing, Insurance)
Policy coverage
Cost VS. deductible
When do you set Ground Rules for the GC sales process, and how do you do it?
After you sign paperwork for ES. "now that we have a plan for the ES, let's shift gears and discuss what options you have for reconstruction."
Is a classically trained chef...yet never cooks for the team
Patrick Macdougall
Has the same tattoo as Justin Bieber... also tries to sound like him when he's singing Justin Bieber songs in the shower
Karson Povio
What is Ownership?
A commitment of the head, heart and hands to fix the problem and never again affix the blame
What are the two types DISC behaviors?
Natural vs. Adaptive DISC
Natural: Natural behaviors are those behaviors that occur the majority of the time in a person’s natural element.
Adaptive: The adapted behavior is how a person may intentionally alter behavior to better fit into a certain situation, such as a workplace, or to achieve a specific outcome.
What does Qualifying your solution mean?
Leading the customer to discovery and giving the customer your decision-making "Grid".
Explain Camp A and Camp B
Camp A: DIYER, Desires to profit off of claim, Wants to manage the project themselves
Camp B: Values exceptional speed and quality, values having an experienced PM, Committed to the process with one contractor.
Broke a record for eating so much sushi at a restaurant that they gave him free dessert
Daniel Castano
Both his sons have different versions of his name...also confused the whits out of an old man when he went on a call with someone with the same name as him
Daniel Dalton Devries