VALOR 1 Flashcards
0
Q
4 Parts of Coaching
A
Engage & Focus
Clarify & Validate
Assess & Connect
Action & Follow-Up
1
Q
What does POINTS stand for?
A
Purpose Outcomes Intelligence Needs Teams Strategy
2
Q
6 Navy Opportunities
A
Benefits Brand & Reputation Experience Training Resources Relationships
3
Q
8 “Main Things” of VALOR
A
PES PSVP POINTS Coaching Discovery Questions Handling Objections Roadmap Whiteboard
4
Q
How to Handle Objections
A
Recognize Relate Realize Respond Reinforce
5
Q
5 Prospect Engagement Skills
A
Discovery Alignment Positioning Distinction Collaboration
6
Q
4 Types of Discovery Questions
A
Open-Ended
Closed-Ended
Thought-Provoking
Value-Focused
7
Q
6 Phases of Recruiting Roadmap
A
Engage Assess Connect Reveal Win Mentor
8
Q
“Engage a…”
A
Prospect
9
Q
“Assess the…”
A
Potential
10
Q
“Connect the…”
A
Opportunities
11
Q
“Reveal the…”
A
Value
12
Q
“Win the…”
A
Commitment
13
Q
4 types of objections
A
Apathy
Doubt
Confusion
Obstacle
14
Q
3 Sales Starter Questions
A
Why are we talking?
What are we going to talk about?
What’s in it for me?
15
Q
The “WHAT” of VALOR
A
Roadmap
16
Q
The”WHO” of VALOR
A
Whiteboard
17
Q
The “HOW” of VALOR
A
Prospect Engagement Skills
18
Q
The “WHY” of VALOR
A
PSVP
19
Q
The “WHEN” of VALOR
A
POINTS
