PSS Questions for RQS Flash Cards

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Title: PSS Questions for RQS
Description: A study guide for RQS from YN2 Martin, Navy Recruiter, 1Navy.com.
Number of Cards: 18
Save Count: 0
Author: Patrick Warthen
Created: 2010-03-04
Tags: pss
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    • Question
    • Answer
    • Side 3
    • WHAT IS THE FOUR STEP SELLING PROCESS IN NEED SATISFACTION SELLING?
    • OPENING, PROBING, SUPPORTING, CLOSING
    • WHAT IS THE DEFINITION OF A NEED?
    • A DESIRE TO IMPROVE OR ACCOMPLISH SOMETHING
    • WHAT IS THE DIFFERENCE BETWEEN A FEATURE AND A BENEFIT?
    • A FEATURE IS SOMETHING OFFERED BY YOUR ORGANIZATION. A BENEFIT IS THE VALUE IT BRINGS TO THE APPLICANT.
    • WHAT ARE THE TWO TYPES OF PROBES THAT ARE USED?
    • OPEN AND CLOSED
    • WHAT IS A BENEFIT OF AN OPEN PROBE?
    • IT ENCOURAGES A FREE RESPONSE.
    • WHAT DOES "THE LANGUAGE OF NEEDS" MEAN?
    • IT IS WHAT THE APPLICANT SAYS WHEN REVEALING A NEED. (I WANT... I NEED... IT IS IMPORTANT TO ME... I'D LIKE TO...)
    • WHAT TYPE OF PROBE SHOULD YOU USE TO CONFIRM A NEED EXPRESSED BY AN APPLICANT?
    • CLOSED PROBE
    • WHAT IS THE GOAL OF PROBING?
    • TO AGREE ON WHAT WILL BE COVERED OR ACCOMPLISHED.
    • WHAT IS THE GOAL OF THE NEED SATISFACTION SELLING PROCESS?
    • TO MAKE INFORMED, MUTUALLY BENEFICIAL DECISIONS.
    • WHEN DO YOU OPEN A SALES CALL?
    • WHEN YOU AND YOUR APPLICANT ARE READY TO CONDUCT BUSINESS.
    • HOW DO YOU OPEN A SALES CALL?
    • 1. PROPOSE AN AGENDA
      2. STATE THE VALUE TO THE CUSTOMER
      3. CHECK FOR ACCEPTANCE
    • WHAT ARE THE THREE TYPES OF CONCERNS AN APPLICANT CAN EXPRESS?
    • 1. SKEPTICISM
      2. MISUNDERSTANDING
      3. DRAWBACK
    • WHAT TYPE OF CUSTOMER DO YOU HAVE WHEN THEY EXPRESS SATISFACTION WITH THEIR CURRENT CIRCUMSTANCES?
    • AN INDIFFERENT CUSTOMER
    • WHAT IS THE GOAL OF CLOSING?
    • TO AGREE ON THE APPROPRIATE NEXT STEP
    • WHEN DO YOU CLOSE?
    • WHEN THE APPLICANT SIGNALS A READINESS TO MOVE AHEAD OR WHEN THE APPLICANT HAS ACCEPTED THE BEFEFITS YOU'VE DESCRIBED.
    • HOW DO YOU CLOSE?
    • 1. REVIEW PREVIOUSLY ACCEPTED BENEFITS.
      2. PROPOSE NEXT STEPS FOR YOU AND THE APPLICANT
      3. CHECK FOR ACCEPTANCE
    • WHEN PROBING, WHAT ARE YOU EXPLORING FOR USING OPEN AND CLOSED PROBES?
    • THE APPLICANTS CIRCUMSTANCES AND NEEDS.
    • ONCE A NEED HAS BEEN EXPRESSED, YOU UNDERSTAND IT CLEARLY AND YOU KNOW HOW TO SATISFY THAT NEED, HOW DO YOU SUPPORT THAT NEED?
    • 1. ACKNOWLEDGE THE NEED
      2. DESCRIBE RELEVENT FEATURES AND BENEFITS
      3. CHECK FOR ACCEPTANCE