Mod 2

Question 1

PHASES OF THE ROADMAP?

Answer 1

ENGAGE, ASCESS, CONNECT, REVEAL, WIN, AND Mentor.

Question 2

HOW MANY PHASES ARE IN A ROADMAP?

Answer 2

6

Question 3

THE RECRUITING ROADMAP IS THE?

Answer 3

WHAT OF VALOR

Question 4

THE PSVP IS THE WHAT OF VALOR?

Answer 4

WHY

Question 5

WHAT IS THE HOW OF VALOR?

Answer 5

THE SKILLLS

Question 6

WHAT ARE THE PROSPECT ENGAGEMENT SKILLS?

Answer 6

DAPDC (DISCOVER ALIGNMENT, POSITIONING, DISCTINCTION, COLLABORTATION)

Question 7

WHAT IS THE DEFINITION OF A WANT?

Answer 7

SOMETHING YOU would LIKE TO HAVE.

Question 8

WHAT PROSPECT ENGAGEMENT SKILL DO WE USE THROUGH THE ENTIRE ROADMAP?

Answer 8

COLLABORATION.

Question 9

HOW MANY PHASES ARE THEY IN THE PSVP?

Answer 9

7 STEPS (PRESSURE, PLANS, PROBLEMS, ADVANTAGES, OPPORTUNITES, REFRENCES, UNIQUE VALUE.)

Question 10

DURING WHICH STEP OF THE PSVP ARE YOU MOST LIKELY GOING TO ENCOUNTER AN OBSTACLE?

Answer 10

OPPORTUNITIES AND UNIQUE VALUE STEPS 4-7.

Question 11

WHAT STEP OF THE PSVP ARE YOU MOST LIKELY TO ENCOUNTER DOUBT?

Answer 11

OPPORTUNITY

Question 12

WHAT PART OF THE PROSPECT ENGAGEMENT SKILLS IS OPPOURTUNITY AND ADVANTAGES?

Answer 12

POSITIONING

Question 13

WHAT ARE THE SALES STARTERS?

Answer 13

3 W’S (WHY ARE WE TALKING, WHAT ARE WE TALKING ABOUT, WHAT’S IN IT FOR ME)

Question 14

.THE PSVP FOCUSES ON THE PROSPECTS WHAT?

Answer 14

3 P’S (PRESSURE, PLANS, PROBLEMS)

Question 15

WHEN YOUR GOING THROUGH THE ROADMAP WHAT SHOULD YOU DO IF THE APPLICANT ISN’T GIVING YOU THE SIGNAL NOT TO MOVE ON THE NEXT MILESTONE?

Answer 15

STAYS ON THAT PHASE DO NOT CONTINUE. FIGURE OUT WHY.

Question 16

HOW MANY OBJECTIONS ARE THERE? 4 OBJECTIONS

Answer 16

APATHY, DOUBT, CONFUSION, OBSTACLE

Question 17

WHAT ARE THE TRIGGER WORDS FOR APATHY?

Answer 17

I DON’T’ CARE

Question 18

WHAT ARE THE TRIGGER WORDS FOR CONFUSION?

Answer 18

I DON’T UNDERSTAND

Question 19

WHAT ARE THE TRIGGER WORDS FOR DOUBT?

Answer 19

I DON’T BELIEVE

Question 20

WHAT ARE THE TRIGGER WORDS FOR OBSTACLE?

Answer 20

I DO NOT LIKE.

Question 21

WHAT ARE THE 5 R’S?

Answer 21

RECOGNIZE, RELATE, REALIZE, RESPOND, REINFORCE

Question 22

WHICH R WOULD YOU UNCOVER THE PROSPECTS ISSUES OR CONCERNS?

Answer 22

REALIZE

Question 23

WHICH R WOULD YOU UNCOVER THE PROSPECTS ISSUES OR CONCERNS?

Answer 23

REALIZE

Question 24

HOW MANY TYPES OF DISCOVERY QUESTIONS DO WE HAVE?

Answer 24

OPENDED, CLOSE ENDED, THOUGHT PROVOKING, AND VALUE FOCUS.

Question 25

WHAT ARE THE SIX CATEGORIES OF NAY OPPURTUNITIES?

Answer 25

BRAND AND REPUTATION, BENEFITS, EXPERIENCE, TRAINING, RESOURCES, RELATIONSHIPS (BBETR)

Question 26

OPPOURTINITIES SOLVE WHAT ISSUE THAT THE PROSPECT HAS?

Answer 26

PROBLEMS

Question 27

WHAT ARE THE APPLICATIONS OF THE PSPV CAN BE USED FOR?

Answer 27

NORMAL PRESENTATIONS, INTERNAL NAVY TEAM COMMUNICATION, WHITE BOARD VALUE CONVERSATION, EXECUTION OF THE RECRUITING ROADMAP)

Question 28

WHEN DO WE INTRODUCE THE NAVY TO THE PROSPECT?

Answer 28

LOWER HALF OF THE WHITEBOARD.

Question 29

WHAT DOES PSVP STAND FOR?

Answer 29

PROSPECT SPECIFIC VALUE PROPOSTION

Question 30

DURING WHAT PHASE OF THE ROADMAP WOULD WE LIKELY DEAL WITH INFLUENCERS?

Answer 30

DURING THE WIN PHASE

Question 31

.WHATS THE DEFINITION OF A NEED?

Answer 31

HAVE TO HAVE IT

Question 32

.THE WHITEBOARD IS THE ____ OF VALOR

Answer 32

THE WHITEBOARD Who

Question 33

WHAT DOES VALOR STAND FOR?

Answer 33

VALUE ORIENTED RECRUITER

Question 34

WHAT STEP OF THE PSVP ANSWERS THE QUESTION WHY NAVY?

Answer 34

UNIQUE VALUE.

Question 35

BUILDING A GENUINE RELATIONSHIP BY CONNECTING THE PROPSECTS 3, P’S IS WHAT PROSPECT ENGAGEMENT SKILL?

Answer 35

ALIGNMENT –BUILDING A GENUINE RELATIONSHIP BY CONNECTING THE NAVY’S OPPORTUNITIES WITH THE PROSPECTS PROBLEMS.

Question 36

THE RECRUITING ROADMAP IS THE ___ OF VALOR

Answer 36

How

Question 37

WHEN DO WE COLLBORATE?

Answer 37

THROUGHOUT THE ENTIRE ROADMAP.

Question 38

WHAT STEP IN PSVP DO WE POSITION OURSELVES AGAINST THE COMPETION?

Answer 38

STEP 5 ADVANTAGES.

Question 39

.WHAT THE DEFINITION OF THE PROSPECTS PLANS?

Answer 39

WHAT THE PROSPECT IS DOING TO TRY TO CHANGE HIS OR HER’S CIRCUMSTANCES.

Question 40

WHAT A VALUE FOCUS QUESTION?

Answer 40

OPEN ENDED QUESTION DISCOVERS WHAT THE PROSPECT VALUES.

Question 41

.WHATS THE PURPOSE OF REFRENCES ON THE PSVP?

Answer 41

TO HIGHLIGHT NAVY SUCCESS STORIES AND REDUCE THE PROSPECTS FEELING OF RISK.

Question 42

3W’S

Answer 42

WHY ARE WE TALKING WHAT ARE WE TALKING ABOUT WHAT’S IN IT FOR ME

Question 43

PSVP

Answer 43

PROSPECT SPECIFIC VALUE PROPOSITIONS