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CIR-BDR > CIR-BDR > Flashcards

CIR-BDR Flashcards

1
Q

What is the Company Mission

A

To deliver an aviation experience to our customers that is the pinnacle of innovation, quality, and safety.

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2
Q

What is the Company Vision Statement

A

To lead the global aviation industry by shaping the future of aviation, maintaining operational strength, and being recognized as an employer of choice.

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3
Q

What are the Company Values

A

Vision, Integrity, Passion, Trust, Innovation, Safety

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4
Q

What are the 10 Service Essentials

A

Three Steps of Service
Smile
Empowerment
Timeliness
Ownership
Passion, Care, Integrity
Professionalism
Trust
Safety, Security, Privacy
Innovate

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5
Q

Describe the Three Steps of Service

A

A warm Welcome, Anticipation and fulfillment of needs, and a fond farewell

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6
Q

Describe the Smile Service Essential

A

Recognize individuals by name, be authentic, and offer your name in return. Positivity is contagious.

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7
Q

Describe the Empowerment Service Essential

A

Build strong relationships, create fond memories, and Cirrus fans for life

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8
Q

Describe the Timeliness Service Essential

A

The key to great customer service. “Turn and Burn!”

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9
Q

Describe the Ownership Service Essential

A

Never lose a customer. Immediately resolve problems

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10
Q

Describe the Passion, Care, Integrity Service Essential

A

Treat everyone like rock stars!

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11
Q

Describe the Professionalism Service Essential

A

You represent Cirrus

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12
Q

Describe the Trust Service Essential

A

Service is a team sport

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13
Q

Describe the Safety, Security, Privacy Service Essential

A

Customers, each other, and Cirrus Aircraft

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14
Q

Describe the Innovate Service Essential

A

Be an expert. Seek opportunities to improve the Cirrus Experience

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15
Q

Where do you find the Org. Chart?

A

UKG/Ultipro > My Company / Org. Chart

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16
Q

Who is CEO

A

Zean Nielsen

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17
Q

What is Todd Simmons Title

A

President - Customer Experience

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18
Q

Who are the Senior Vice Presidents under Todd?

A

Ben Kowalski
Ravi Dharnidharka
Stephen Deucker

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19
Q

What is Ben Kowalski’s Title

A

Senior Vice President - Sales and Marketing

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20
Q

What is Ravi Dharnidharka’s title

A

Senior Vice President - Cirrus Services

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21
Q

What is Stephen Deucker’s Title

A

Owner Experience, General Manager

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22
Q

What is Boni Caldeira’s Title

A

Vice President - Sales

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23
Q

Who is the Executive Director of Fleet and Special Missions

A

Jerry Pharr

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24
Q

Who is the Executive Director of the SR Product Line

A

Ivy McIver

25
Q

Who is the Executive Director of the Vision Jet Product Line

A

Matt Bergwall

26
Q

Who Oversees International SR Sales

A

Jon Dauplaise

27
Q

Who Oversees International SF Sales

A

Boni Caldeira

28
Q

Which Sales Executive Director Oversees the West Coast Region?

A

Mike Matthews

29
Q

Which Sales Executive Director Oversees the Southeast Region?

A

Carroll Leboeuf

30
Q

Which Sales Executive Director oversees the East and North East Region?

A

Evans Hood

31
Q

Who is on the Cirrus Certified Preowned Team

A

Edo Santema - Director
Travis Wellik - Sales Director
Chris Johnson - Sales Support

32
Q

Who do you get a Knoxville Airport Badge From?

A

Mike McDivett

33
Q

Describe the difference between Lead, Contact, Account, and Opportunity.

A

Lead becomes Contact / Account.
Opportunities fall under accounts

34
Q

What is the proper naming format for an Opportunity

A

FIRST NAME LAST NAME - 20XX GX CPO

35
Q

What is the Proposal Workflow

A

From the Opportunity > Create Proposal > Fill out > Generate > Download as DOCX > Edit > re-upload as PDF/DOCX > Send to Customer

When it comes back > “Submit for approval” from Quote/Proposal

36
Q

What is the Change Request Workflow?

A

From the Opportunity > Create Proposal > Fill out > Generate

37
Q

For Customizable Options what is important to understand

A

never use the first box

38
Q

Where is the cancellation link?

A

Salesforce Home > right side customer links > Cancellation form

39
Q

What do you do after submitting a cancellation request?

A

put the email or text from the customer in the Box Folder

40
Q

how do you submit for a Cirrus Experience

A

Create Quote/Proposal > Dropdown to “Turbine - Cirrus Experience” / Set PDF into Box .. FROM OPPORTUNITY Send for Approval

41
Q

What are the Steps of the Sales Funnel

A

Leads > Qualified Demos > Orders

42
Q

What is the ratio of Leads to Demos to Orders

A

10 Leads
4 Demos
1 Order

43
Q

What are the Highest Success Lead Sources?

A

Other Sales People
CSIPS
CTC

44
Q

What is the main structure of qualification?

A

Means
Mission
Motivation

45
Q

what is the rookie mistake of qualificaiton

A

everyone is qualified

46
Q

When can appearance be deceptive

A

Confidence can be deceiving

if they know what to ask, they may not be qualified

47
Q

what questions hint toward qualification

A

Maintenance, Insurance, Hangar, Specific Missions, Financing

48
Q

what are some needs vs wants?

A

Needs a partner/Leaseback - Not good. if they cannot get in line, they probably cant afford the plane

Want’s a partner/leaseback - maybe okay. Figure out their motivation for this

49
Q

what is the importance of understanding business vs personal

A

Helps identify the timeline
could unlock tax benefits

50
Q

is ULTRA qualified good?

A

it depends. they could flake at the opportunity for something else

51
Q

how do you determine their mission?

A

ASK!
a little personal is fine

52
Q

what percentage of their mission should the plane cover for satisfaction

A

80%

53
Q

How can you look ahead to their predict their mission?

A

think about their family, route, runway, passengers, weather

54
Q

how can you uncover their motivation?

A

Ask questions about everything and build rapport.

55
Q

what are some reasons for “Now”

A

Selling Business, retiring, business growth, health scare, quality time with family

56
Q

How can you use their WHY NOW reasons?

A

help them envision themselves doing those missions

57
Q

what are some red flags at a demo

A

showing up for a demo asking questions like they have not done any homework

58
Q

What are are the steps to the sales funnel

A

Leads
Qualified Demos
Signed Orders

59
Q

Wh

A

CIR-BDR (1 decks)

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