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16 Cards in this Set
- Front
- Back
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Why are people indifferent?
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satisfied with a competitive option, don't realize that it's possible to improve their current circumstances, don't see the importance of making an improvement in their current circumstances
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How to overcome prospect indifference?
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acknowledge the prospect's point of view, request permission to probe, probe to create prospect awareness of needs
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When to overcome indifference?
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when a prospect expresses satisfaction with his or her current circumstances
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Why acknowledge during resolving indifference?
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to reassure a prospect, not try to sell something not needed or apply pressure
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What is the purpose of acknowledge and request permission to probe when resolving indifference?
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to have the prospect willing to exchange information
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How to request a permission when resolving indifference?
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making an opening statement with a limited agenda
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The agenda in opening in case of indifference is limited to?
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scope (fewer questions) and time (few minutes)
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What is the purpose of probing indifference?
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create prospect awareness of needs
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How to probe indifference?
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explore the prospect's circumstances for opportunities and effects; confirm the existence of a need
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Definition of opportunity
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the potential of the US Navy to improve or accomplish something
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What are you looking for in the circumstances in case of indifference?
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opportunities and effects
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What is effects?
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feelings or opinions regarding the consequences, impact, results, or lack of results caused by the condition or problem you've identified
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Why probe effects?
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give you a sense of the importance of problem in the prospect's eyes and heightens the prospect's awareness of the consequences of leaving circumstances unchanged
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Why confirm the existence of a need in case of indifference?
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be sure the prospect has a need
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How to confirm the need in case of indifference?
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use a closed probe that includes the language of needs
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What is power when it comes to indifference?
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knowledge
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