A truly professional recruiter thinks of his prospects?
answer
First, Last, and Always
question
Goal of Operational Stress Control is to get back to which color?
answer
Green
question
In order to become a good listener, you must develop your __________.
answer
Self-Discipline
question
What does the acronym ACT stand for?
answer
Ask, Care, Treat
question
The ability to perceive what other people are feeling and to relate to them in their frame of reference is?
answer
Empathy
question
What color is Reacting in Operational Stress Control?
answer
Yellow
question
What color is Injured in Operational Stress Control?
answer
Orange
question
What color is Ill in Operational Stress Control?
answer
Red
question
What are the 6 categories of Navy's Opportunities?
answer
Brand & Reputation, Benefits, Experience, Training, Resources, and Relationships (BBETRR)
question
What is the definition of Navy Opportunities?
answer
How the Navy enables the prospect to solve his/her PRESSURES and achieve his/her PLANS.
question
What is the purpose of identifying the Navy's Opportunities?
answer
To collaborate with the prospect on how best to solve his/her problems and achieve his/her plans.
question
What is the definition of the Navy's Advantages?
answer
How specific the Navy's Opportunities exceed options the prospect is considering.
question
What does the Acronym VALOR stand for?
answer
Value-Oriented Recruiting
question
What are the 4 Steps of VALOR?
answer
Engage, Assess, Reveal, Win
question
What are the 4 R's?
answer
Recognize, Relate, Realize, Respond
question
What is the overall goal of the Sales Starter?
answer
To have a conversation and not sound scripted.
question
How long does it take to make a first impression?
answer
7 Seconds
question
What are the three W's for Sales Starter?
answer
Why, What, Whats In It For Me(WIIFM)
question
What is the Sales Starter Statement?
answer
"What i would like to do today is talk with you about your plans for success and show you how the Navy can help you achieve those plans. That way, you'll be aware of options that you may never have considered before."
question
What is Discovery?
answer
Discovery is a natural process that Recruiters use when they meet people and want to know more about them.
What is the method you should use to get a prospect to express a pressure or plan?
answer
Utilize FORM
question
Which type of discovery question requires a specific or limited response?
answer
Closed-Ended
question
Which type of discovery question causes the prospect to reflect and think?
answer
Thought-Provoking
question
Discovery question emphasize understanding the prospects what?
answer
Wants, Needs, Decision criteria
question
What is the Apathy Statement?
answer
"I can Appreciate........, Since you're already here, do you mind if i ask you a couple of questions? That Way, If i can't help you now, maybe i can help you in the future."
question
What are the four types of objections?
answer
Apathy, Doubt, Confusion, Obstacle
question
Apathy is what type of prospects objection?
answer
I don't care
question
Doubt is what type of prospects objection?
answer
I don't believe
question
Confusion is what type of prospects objection?
answer
I don't understand
question
Obstacle is what type of prospects objection?
answer
I don't like
question
What is the desired outcome of handling apathy objection?
answer
To gain commitment to move forward
question
Doubt usually occurs during the VALOR step of?
answer
Reveal
question
Why should you ask discovery questions during realize step?
answer
To discover the source of the issue.
question
During which of the 4 R's objection handling would your recruiter discover the source of the issue?
answer
Realize
question
__________ are circumstances causing the prospect to consider joining the Navy?
answer
Pressures
question
What section of the VALOR interview overlay does blueprinting information go to?
answer
Notes
question
What are the four parts of the VALOR interview overlay?
answer
Notes, Pressures and Plans, Unique Value, Opportunities and Advantages.
question
What part of the sale describes how specific Navy opportunities exceed other options that prospect is considering?
answer
Advantages
question
After you discover a prospects plans and pressures. What must a recruiter do prior to discussing Navy opportunities?
answer
Validate
question
Before confirming the prospects commitment to joining the Navy, the recruiter must?
answer
Recap
question
T or F. A recruiter should always ask open-ended value focused questions to prospect?
answer
True
question
T or F. When handling a prospects objection, an obstacle is something that can't be fixed or solved by offering new opportunities and advantages?
answer
True
question
What are you supposed to do with an Obstacle?
answer
Outweigh
question
What is the response when dealing with doubt?
answer
Show relevant proof
question
What is the purpose of engaging with a prospect?
answer
Build rapport and confirm the prospect's willingness to learn more about Navy opportunities.
question
How do you effectively assess a prospect?
answer
Use discovery questions to uncover the prospect's pressures and plans, and then validate the prospect's pressures and plans to ensure accuracy.
question
What is the max wet bulb temp?
answer
80 degrees
question
Which category of Navy opportunity provides a rich tradition?
answer
Brand and Reputation
question
What are current sales trends focus on?
answer
Building genuine relationships and creating value.
question
When you need a snack it should be a _________
answer
Healthy Snack
question
What are the three key words in VALOR?
answer
What, When, How
question
What is the frame work to handle Objections?
answer
4 Rs, Recognize, Relate, Realize, Respond
question
What best describes what the prospect is doing to try to change a circumstances?
answer
Plans
question
What section is the Lower Right of the VALOR Interview Overlay?
answer
Opportunities and Advantages(NOs and NAs)
question
what does the acronym SWIBITY stand for?
answer
"So Would It Be Important For You"
question
Describe Benefits
answer
How the Navy provides benefits and services during and after his/her service.
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