Term
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Definition
1) propose the agenda
2) state the value to the customer
3) check for acceptance
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Term
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Definition
1) Acknowledge the customer's point of view
2) request permission to probe
3) probe the current situation
4) probe "how's it working for you?"
5) probe "effect/impact/or feeling?"
6) confirm the need |
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Term
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Definition
1) acknowledge the need
2) describe relevant features and benefits
2 Features, 2 HIWs, and 4 Benefits
3) check for acceptance |
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Term
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Definition
1) present cards to have applicant pick another need
2) need is expressed
3) what specifically about the need
4) what preventing you?
5) why is it important?
6) confirm the need |
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Term
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Definition
1) acknowledge the need
2) describe relevant features and benefits
2 features, 2 HIWs, 4 Benefits
3) check for acceptance |
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Term
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Definition
1) probe to understand the concern
2) acknowledge the concern
3) offer relevant proof
4) check for acceptance |
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Term
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Definition
1) probe to understand the need
2) confirm the need behind the concern
3) acknowledge the need
4) describe relevant features and benefits
5) check for acceptance |
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Term
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Definition
1) probe to understand the concern
2) acknowledge the concern
3) refocus on the bigger picture
4) outweigh with previously accepted benefits
5) check for acceptance |
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Term
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Definition
1) Review previously accepted benefits
2) propose next steps for you and the customer (must contain join the Navy)
3) Check for acceptance |
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