Valor Flashcards
(42 cards)
4 Objections
Apathy
Doubt
Confusion
Obstacle
7 Steps of PSVP
Pressure Plans Problems Navy Opportunities Advantage Reference Unique Value
POINTS stand for?
Purpose Outcome Intelligence Needs Team Strategies
Which phase of PES does doubt happen?
Positioning
5 Prospect Engagement Skills
Discovery Alignment Positioning Distinction Collaboration
Which phase of PES does confusing happen?
Positioning
What phase of PES will you encounter Obstacles?
Positioning and Distinction
What are Navy Opportunities?
How the Navy enables the prospect to solve his or her problems and achieve his or her plan.
BBETRR
What are the Navy’s advantages?
A specific Navy opportunity that exceeds the options the prospect is considering
What are the prospects pressures
Circumstances causing the prospect to consider the Navy
What are the prospect plans
With the prospect is doing to try to change his or her circumstance
What are the prospect problems
Challenges the prospect is encountering when trying to make his or her plan a Reality
What are navy references
Other individuals with similar pressures plans and problems the Navy has enabled for success
What is Navy’s unique value?
The prospects emotional realization that Navy will enable him or her to achieve plans and relieve pressure’s
What are the four types of questions?
Open ended
Closed ended
Thought provoking
Value focused
How do you counter “apathy?”
Apathy Statement
How do you counter doubt?
Show applicant proof
How do you counter confusion?
New opportunity and advantage
How do you counter obstacle?
Outweigh the pros and cons
Navy opportunities
Brand &Reputation Benefits Experience Training Resources Relationships
The “Who” of valor
White board
The “how” of valor
Prospect engagement skills
The “Why” of valor
PSVP
The “when” of valor
POINTS
