Reading...
Play button
Play button
Use LEFT and RIGHT arrow keys to navigate between flashcards;
Use UP and DOWN arrow keys to flip the card;
H to show hint;
A reads text to speech;
15 Cards in this Set
- Front
- Back
|
Definition of Opening
|
exchanging information about what will be covered or accomplished during the interview
|
|
|
Definition of Probing
|
gathering information about a prospect's needs
|
|
|
Definition of Supporting
|
providing information about how you can satisfy a prospect's needs
|
|
|
Definition of Closing
|
exchanging information about the next steps for working together
|
|
|
Why is it important to recognize needs?
|
avoid unwarranted assumptions about what a prospect is looking for and waste time talking about things he or she isn't interested in.
|
|
|
How do you know a prospect has a need?
|
hen he or she uses the language of needs-words and phrases that express desire.
|
|
|
Successful recruiting interviews is
|
you and your prospect make an informed, mutually beneficial decision.
|
|
|
How to reach mutually beneficial decisions?
|
through an open exchange of information that focuses on the prospect's needs.
|
|
|
Why propose an agenda?
|
to set a clear direction for our conversation and establish a focus on the prospect.
|
|
|
Why state the value to the prospect?
|
to inform how the meeting will be useful to the prospect and further established our focus on the prospect.
|
|
|
Why check for acceptance?
|
to gain the information needed to use our time productively and ensure that we move forward together.
|
|
|
Why probing?
|
to make an informed, mutually beneficial decision, the two of you must share an understanding of the prospect's needs.
|
|
|
Why is a clear, complete, mutual understanding of prospect's needs important?
|
to ensure that the recommendations you make to address those needs contribute to the prospect's success in the most effective way possible.
|
|
|
What is circumstance?
|
facts, conditions, and events, as well as the feelings and opinions; career goals, educational goals, financial situation, life style requirements and objectives.
|
|
|
What is the need behind the need?
|
usually a larger goal the prospect wants to accomplish and is often related to finance, image, life performance and quality, or personal productivity.
|
