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Why do we explain our Happiness Guarantees at the end of the Compare Phase?
During the Compare Phase, we help the guest identify/compare needs he may not even know he had
To truly compare our products/services as superior to our competitors, the guest must SEE this too
Blue
transition to the Comparison Center as an exclusive, easy, & quick way to find the right mattress
verbally explain the differences between the different colored mattresses in our store
Problem & Probing Questions
The guest is giving us the information we need to find a solution to their mattress needs
Every problem question should be followed w/ 2 probing questions when we listen actively
The first step in the Compare Phase of the FirmFive Buying Process is to:
During the Compare Phase, we help the guest identify/compare needs he may not even know he had
To truly compare our products/services as superior to our competitors, the guest must SEE this too
Blue
transition to the Comparison Center as an exclusive, easy, & quick way to find the right mattress
verbally explain the differences between the different colored mattresses in our store
Problem & Probing Questions
The guest is giving us the information we need to find a solution to their mattress needs
Every problem question should be followed w/ 2 probing questions when we listen actively
Why is active listening most important in the Compare Phase in the FirmFive Process?
During the Compare Phase, we help the guest identify/compare needs he may not even know he had
To truly compare our products/services as superior to our competitors, the guest must SEE this too
Blue
transition to the Comparison Center as an exclusive, easy, & quick way to find the right mattress
verbally explain the differences between the different colored mattresses in our store
Problem & Probing Questions
The guest is giving us the information we need to find a solution to their mattress needs
Every problem question should be followed w/ 2 probing questions when we listen actively
What type of qualifying questions are usually asked during the Compare Phase?
During the Compare Phase, we help the guest identify/compare needs he may not even know he had
To truly compare our products/services as superior to our competitors, the guest must SEE this too
Blue
transition to the Comparison Center as an exclusive, easy, & quick way to find the right mattress
verbally explain the differences between the different colored mattresses in our store
Problem & Probing Questions
The guest is giving us the information we need to find a solution to their mattress needs
Every problem question should be followed w/ 2 probing questions when we listen actively
Which color do we always have our guests try first (assuming the guest doesn't object)?
During the Compare Phase, we help the guest identify/compare needs he may not even know he had
To truly compare our products/services as superior to our competitors, the guest must SEE this too
Blue
transition to the Comparison Center as an exclusive, easy, & quick way to find the right mattress
verbally explain the differences between the different colored mattresses in our store
Problem & Probing Questions
The guest is giving us the information we need to find a solution to their mattress needs
Every problem question should be followed w/ 2 probing questions when we listen actively
After we've taken the guest to the Comparison Center, we:
During the Compare Phase, we help the guest identify/compare needs he may not even know he had
To truly compare our products/services as superior to our competitors, the guest must SEE this too
Blue
transition to the Comparison Center as an exclusive, easy, & quick way to find the right mattress
verbally explain the differences between the different colored mattresses in our store
Problem & Probing Questions
The guest is giving us the information we need to find a solution to their mattress needs
Every problem question should be followed w/ 2 probing questions when we listen actively
Why do we ask at least 3 questions about the guest's sleep needs during the Compare Phase?
During the Compare Phase, we help the guest identify/compare needs he may not even know he had
To truly compare our products/services as superior to our competitors, the guest must SEE this too
Blue
transition to the Comparison Center as an exclusive, easy, & quick way to find the right mattress
verbally explain the differences between the different colored mattresses in our store
Problem & Probing Questions
The guest is giving us the information we need to find a solution to their mattress needs
Every problem question should be followed w/ 2 probing questions when we listen actively
Why might careful attention to our F.I.Z. or POP Materials impact our success during the Compare Phase?
During the Compare Phase, we help the guest identify/compare needs he may not even know he had
To truly compare our products/services as superior to our competitors, the guest must SEE this too
Blue
transition to the Comparison Center as an exclusive, easy, & quick way to find the right mattress
verbally explain the differences between the different colored mattresses in our store
Problem & Probing Questions
The guest is giving us the information we need to find a solution to their mattress needs
Every problem question should be followed w/ 2 probing questions when we listen actively
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