VALOR

Question 1

What does Valor stand for?

Answer 1

Value Oriented Recruiting

Question 2

What is considered the “WHAT” in VALOR?

Answer 2

The “Recruiting Roadmap”

Question 3

What are the Sales Phases of the Recruiting Roadmap?

Answer 3

• Engage
• Assess
• Connect
• Reveal
• Win
• Mentor

Question 4

What does Engage mean?

Answer 4

Identify a Prospect and understand there unique life situation.

Question 5

What does Assess mean?

Answer 5

Discover the Prospects pressures, plans, and problems.

Question 6

What does Connect mean?

Answer 6

Validate the Prospects pressures, plans and problems through ongoing collaboration.

Question 7

What does Reveal mean?

Answer 7

Create a clear vision aligning the Navy’s advantages with the prospect’s pressures, plans and problems.

Question 8

What does Win mean?

Answer 8

Schedule a meeting with the influencers as needed.

Question 9

What does Mentor mean?

Answer 9

Collaborate with the Future Sailor/Collegiate throughout DEP.

Question 10

What does the ENGAGE Phase of the Recruiting Roadmap focus on?

Answer 10

Focuses on prospecting.

Question 11

What are the Prospect Engagement Skills involved with the Recruiting Roadmap?

Answer 11

• Discovery
• Alignment
• Positioning
• Distinction
• Collaboration

Question 12

What are the Sales Assets associated with Valor? (Five T’s)

Answer 12

• Time
• Team
• Talent
• Territory
• Tools and Technology

Question 13

What is considered the “WHO” in VALOR?

Answer 13

Prospect Specific Value Propositions

Question 14

What is the definition of a Prospects life pressures?

Answer 14

What is happening or not happening in the life of the individual that is causing them to consider the Navy.

Question 15

What is the definition of a Prospects Plans and Objectives?

Answer 15

This is what the Prospect is doing to try to change there life style.

Question 16

What is the definition of a Prospects Problems and Challenges?

Answer 16

These are the types of problems or challenges they are encountering when they try to make their plans reality.

Question 17

What is considered an “Open-ended” question?

Answer 17

Requires more than a limited response and encourages discussion.

Question 18

What is considered a “Close-ended” question?

Answer 18

Requires a specific or limited response and discussion.

Question 19

What is considered a “Thought Provoking” question?

Answer 19

Causes the Prospect to reflect and think.

Question 20

What is considered a “Value Focused” question?

Answer 20

Discovers what the Proslect values.

Question 21

What are the types of Prospect’s objections?

Answer 21

• Apathy: “I don’t care”
• Doubt: “I don’t believe”
• Confusion: “I don’t understand”
• Obstacle: “I don’t like”

Question 22

What are the steps in handling Prospects objections? (5 R’s)

Answer 22

• Recognize
• Relate
• Realize
• Respond
• Reinforce

Question 23

What is Rocognize?

Answer 23

Actively listening to determine the type of objection.

Question 24

What is Relate?

Answer 24

Empathize and Restate what you heard for clarification.

Question 25

What is Realize?

Answer 25

Ask open and closed discovery questions.

Question 26

What is Respond?

Answer 26

Align relevant Navy opportunities with the issue.

Question 27

What is Reinforce?

Answer 27

Position the potential value for the Prospect.

Question 28

What are the categories of Navy Opportunity Value? (BBETRR)

Answer 28

``` Benefits Brand and Reputation Experience Training Relationships Resources ```

Question 29

What is considered the "WHO" in valor?

Answer 29

The "White Board"

Question 30

How many parts are there to the White Board and what are they?

Answer 30

7 - Pressures - Plans - Problems - Opportunities - Advantages - Reference - Navy's Unique Value

Question 31

What is considered the "WHEN" in VALOR?

Answer 31

The POINTS Meeting Plan

Question 32

What does POINTS stand for?

Answer 32

``` Purpose Outcomes Intelligence Needs Teams Strategy ```

Question 33

What does Purpose mean in POINTS?

Answer 33

Why are we meeting with this individual?

Question 34

What does Outcomes mean with POINTS?

Answer 34

What do we hope to accomplish in this meeting?

Question 35

What does Intelligence mean with POINTS?

Answer 35

How much do we know about this Individual?

Question 36

What does Needs mean with POINTS?

Answer 36

What does this Individual need from the Navy?

Question 37

What does Teams mean with POINTS?

Answer 37

Who is participating in this meeting?

Question 38

What does Strategy mean with POINTS?

Answer 38

What is our strategy to ensure a successful meeting?

Question 39

What is the definition of Sales Training?

Answer 39

A process for teaching and equipping salespeople to do things they either don't know how to do or need to do better.

Question 40

What is the definition of Sales Management?

Answer 40

A process for motivating and ensuring salespeople do the things they should know how to do.

Question 41

What is the definition of Sales Coaching?

Answer 41

A process for assessing salespeople and enabling them to optimize their skills and abilities.