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29 Cards in this Set
- Front
- Back
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What are you doing the engage stage of VALOR? |
Build rapport and confirm the prospect's willingness to learn about Navy opportunities. |
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When do you enter the engage stage of VALOR? |
When the recruiter and the prospect are ready to discuss Navy |
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How do you engage a prospect? |
Utilize FORM and the sales Starter. Blueprint for M/P/M qualification State WIIFM Request permission to explore their situation Resolve objections |
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What are you doing in the assess phase of VALOR? |
Build a genuine relationship based on trust and credibility by uncovering the prospects pressures and plans |
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When do you enter assess phase of VALOR? |
When you want to gain information about the prospect. |
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How do you assess a prospect? |
Use discovery questions to uncover prospect's pressures and plans. Validate their plans and pressures. Resolve objections. |
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What are you doing in the Reveal stage of VALOR? |
Reveal that the Navy is the best choice for the prospect and answer the question, why navy? |
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When do you enter the Reveal phase of VALOR? |
When the recruiter clearly understands the prospect plans and pressures. |
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How do you Reveal? |
Reveal Navy Opportunities (BBETRR) Align unique advantage to prospects P&P. Confirm prospect's acceptance of the opportunities and advantages Resolve objections |
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What are you doing in the Win phase of VALOR? |
Securing the prospects commitment to the Navy |
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When do you enter the win phase of VALOR? |
When the prospect clearly understands how the Navys opportunities and unique advantages solve their P&Ps |
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How do you win? |
Utilize closing statement Summarize accepted Navy Advantages Advise prospect on the appropriate next steps Confirm prospect's commitment to the Navy Resove objections |
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What do you bring to a DPR? |
Everything you touch. |
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What are the discovery questions? |
Open ended Close ended Value focused Thought provoking |
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What is the sales Starter? |
What I would like to do today is talk with you about your plans for success and show you how the Navy can help you achieve those plans. That way, you'll be aware of options that you may never have considered before. How does that sound? that sound? |
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What is the apathy statement? |
I can appreciate.... Since you're already here, do you mind if I ask you a couple of questions? That way, if I can't help you now, maybe I can help you in the future. |
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What is the 4 R's? |
Recognize, Relate, Realize, Respond |
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What is the time line of a future Sailor? |
Welcome aboard 72 hr indoc IMC DEP Meeting Monthly Mentorship contact 90 executive 60 executive 30 executive 30 day 7 day 24 hr |
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What is recruiter impropriety? |
acts or omissions in violation of law or regulation with the intent to enlist a person not qualified for enlistment or whom the recruiter believes is unqualified for enlistment. |
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What is the DLAB? |
Defense language Aptitude and Battery |
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What is the NAPT? |
Navy Advance Programs Test |
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What is the CSORT |
Computerized Special Operations Resiliency Test |
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What is the PST? |
Physical Standards Test |
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What color is the NRS on the Territory Map? |
Red |
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What color is a highschool on the Territory Map? |
Blue |
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What color is a 2 year college on the Territory Map? |
Green. |
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What color is a 4 year college on the Territory Map? |
Gold |
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What color is a vocational/technical school on the territory map? |
Silver |
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What does smart stand for? |
Station Market Analysis and Review Technique |
