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24 Cards in this Set
- Front
- Back
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Military Personnel
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1000
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Telecommunications
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2000
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Operations and Readness
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3000
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Logistics
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4000
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General Administration and Management
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5000
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Medicine and Dentistry
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6000
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Financial Management
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7000
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Ordnance Material
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8000
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Ships Design and Material
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9000
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General Material
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10000
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Facilities and Activities Ashore
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11000
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Civilian Personnel
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12000
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Aeronautical and Astronautical Material
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13000
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Coast Guard Mission
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16000
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What is the goal of Probing?
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To build a clear, complete, mutual inderstanding of a prospect's needs
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Clear understanding means that,
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for each prospect need you discuss, you know
-specifically what the prospect wants -Why it's important |
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A complete understanding means that
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for the particular buying decision the prospect is making, you know
-all of the prospect's needs -the priority of the needs |
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A mutual understanding means that
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you and the prospect share the same understanding-that the clear, complete picture you have of the prospect's needs is the same picture the prospect has.
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When do you probe?
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You probe when you want to elicit information from a prospect.
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Where does the signal to probe come from
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It comes from you whenever you feel you need more information to achieve a clear, complete, mutual understanding of a prospect's needs.
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How do you probe?
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You use OPEN and CLOSED probes to explore the prospect's
-CIRCUMSTANCES -NEEDS |
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A prospect's circumstances include what?
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Facts, conditions, and events in his or her environment, as well as the feelings and opinions the prospect has about them.
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The circumstances for most prospects have several layers, which are:
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-Career goals
-Educational goals -Financial situation -Lifestyle requirements and objectives |
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What is the Need behind the Need?
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This is usually a larger goal the prospect wants to accomplish
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