Term
| The definition of a factual question |
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Definition
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Term
| The definition of a explanatory question |
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Definition
| Helps you get additional information or broaden the discussion. |
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Term
| The definition of a clarifying question |
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Definition
| gets proof, also helps you challenge prospects ideas |
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Term
| The definition of a factual Alternative Choice question |
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Definition
| Tries to gain agreement or a decision. Come up with new solutions |
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Term
| Dominant motivation questions |
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Definition
Why are you moving?
Where have you visited?
What have you seen that you liked? |
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Term
| What's the difference between discovery and qualifying? |
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Definition
| Qualifying is part of the discovery stage. |
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Term
| 4 types of verbal engaged listening |
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Definition
Clarifying
Paraphrase
Restating
Summarize |
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Term
| Define a clarifying question |
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Definition
| encourage elaboration, ensure accurate “hearing”, clear up confusion |
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Term
| Define a paraphrased question |
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Definition
| Rephrasing what your customer says in your own words to make sure we accurately interpret what a customer said. |
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Term
| Define a restated question |
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Definition
| Restating is simply that. Repeating back what a customer just said. Equivalent to a verbal "nod" indicating you are listening. |
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Term
| Define a sumarized question |
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Definition
| Summarization is condensing what the customer has said overall to two or more pharaphrases. |
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Term
| Give three examples of non verbal behavior? (any three on the answer card will work) |
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Definition
Power hints
• Fingertip touching
• Hands behind head
• Piercing eye contact
• Standing while other sit
Insecurity Hints
• Hand-wringing
• Fidgeting
• Bowed head
• Minimal eye contact
• Throat clearing
• Twitching
Disagreement hints
• Anger
• Disagreement
• Skepticism
• Extreme angle positive away
• Face tense
• Arms crossed
Boredom hints
• Ceiling watching
• Fiddling
• Shuffling papers
• Picking at clothing
• Foot tapping
• Blank stare
• Looking out window
Evaluation hints
• Glasses in mouth
• Hand on chin
• Nodding
• Index finger to mouth
• Good eye contact
Indecision hints
• Pencil in mouth
• Head scratching
• Head down
• Cleaning of glasses |
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Term
| Give the inverted builder pyramid |
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Definition
• General Area
• Builder
• Community
• Neighborhood
• Lifestyle
• Floor plan
• Features
• Home site |
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Term
| What are five major discovery zones? |
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Definition
• Experience
• Timeframe
• Needs & wants
• Financial Resources
• Authority |
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Term
| Which obstacles to selling are insurmountable? |
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Definition
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Term
| Define an open ended question |
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Definition
| A question that cannot be answered with a simple yes or no question to gather more information. |
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Term
| Three techniques to allow you to demonstrate |
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Definition
• Assumption
• At least the model first
• Catch up
• Standard features vs. options
• Assistant to buyer |
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Term
| Who is the coolest sales person EVER for thinking this up? |
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Definition
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