-
What are the phases of the roadmap?
- Engage
- Assess
- Connect
- Reveal
- Win
- Mentor
-
How many phases are in the roadmap?
6
-
The recruiting roadmap is ____ of valor.
What?
-
The PSVP is the ____ of valor.
Why?
-
What is the How of Valor?
Skills
-
What are the prospect engagement skills?
- Discovery
- Alignment
- Positioning
- Distinction
- Collaboration
-
What prospect engagement skill do we use throughout the roadmap?
Collaboration
-
How many phases are their in the PSVP?
- 7
- Pressure
- Plans
- Problems
- Navy Opp
- Navy Adv
- Reference
- Navy Unique Value
-
During what phase of the roadmap are you most likely going to encounter an obstacle?
Opportunities and Unique value
-
What steps of the PSVP are you most likely going to encounter doubt?
Opportunity
-
What part of the prospect engagement skills is opportunity and advantages?
Positioning
-
What are the sales starters? 3 w's
- Why are we talking
- What are we talking about
- What's in it for me
-
What does the PSVP focus on?
Prospect Pressures, plans, and problems
-
How many objections are there and what are they?
- 4
- Apathy
- Doubt
- Confusion
- Obstacle
-
What are the trigger words for Apathy?
I don't care
-
What are the trigger words for Confusion?
I don't understand
-
What are the trigger words for doubt?
I don't believe
-
What are the trigger words for obstacle?
I don't like
-
What are the 5 R's? CLASI
- Recognize
- Relate
- Realize
- Respond
- Reinforce
-
Which R would you uncover the prospects issues or concerns?
Realize
-
How many types of discovery questions are there and what are they?
- 4
- Open ended
- Closed ended
- Thought Provoking
- Value focused
-
Opportunities solve what issue that the prospect is having?
Problems
-
When do we introduce the Navy to the prospect during the whiteboard?
at the bottom half
-
What does PSVP stand for?
Prospects specific value positioning
-
During what phase of the roadmap do we most like deal with influencers?
During the win phase
-
What's the definition of a need?
Have to have it
-
The whiteboard is the ____ of valor?
Who
-
What does VALOR stand for?
Value oriented recruiting
-
What step of the PSVP answers the question why navy?
Unique Value
-
Building a genuine relationship with the prospect is what skill?
Alignment
-
Skills are the ____ of valor?
How
-
When do we collaborate?
Throughout the entire roadmap
-
What steps in the PSVP do we position ourselves against the competition?
Advantages
-
What is the definition of the prospects plans?
What the prospect is doing to try to change his/her's circumstances
-
What is a value focus question?
Open ended question discovers what the prospect values
-
What is the purpose of the references of the PSVP?
To highlight navy success stories and reduce the prospect feeling of risk
-
Engage phase
Identify a prospect and understand their circumstances
-
Assess Phase
Discover prospects pressures, plans, and problems
-
Connect phase
Validate prospects pressures, plans, and problems throughout ongoing collaboration
-
Reveal Phase
Create a clear vision by aligning navy advantages with prospect's pressures, plans, and problems
-
Win Phase
Schedule meeting with influencers as needed
-
Mentor Phase
Collaborate with future sailor throughout DEP
-
Discovery Skill
Understanding the prospects wants, need, and decision criteria
-
Alignment skill
building a genuine relationship by connecting the navy's opportunity with the prospects problems
-
Positioning skill
Creating a positive perception of the Navy's Opportunities by helping the prospect recognize the navy's advantages
-
Distinction skill
Developing a prospects preference for the navy by distinguishing the navy's unique value for them
-
Collaboration skill
working together with your prospect throughout the recruiting roadmap
-
pressures
circumstances causing the prospect to consider the navy
-
plans
what the prospect is doing to try to change his/her circumstances
-
problems
Challenges the prospect is encountering when trying to make his/her plans a reality
-
Navy's opportunities
How the navy enables the prospect to solve his/her problems and achieve his/her plans
-
Navy's advantages
How specific navy opp exceed options the prospect is considering
-
Navy's references
other individuals with similar pressures, plans, and problems the navy has enables for success
-
Unique Value
Prospects emotional realization that the navy will enable them to achieve their plans and relieve their pressures
-
-
-
Confusion
I don't understand
-
What is the goal of the Engage Phase?
Arrange a face-to-face meeting
-
What is the goal of the Mentor phase?
Uncover circumstances
-
What is the goal of the reveal phase?
Why navy?
-
What is the goal of the connect phase?
Align with the prospect
-
What is the goal of the assess phase?
Build a great relationship based on creditability
-
|
|
