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What is the primary reason for properly executing the Compare Phase of the FirmFive Buying Process?
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
Blue
To truly compare our products/services as superior to our competitors, the guest must SEE this too
Identify guests' needs & wants from a retailer, allowing the guest to compare our products/services
During the Compare Phase, we help the guest identify/compare needs he may not even know he had
It is exclusive!!! Exclusive products/services are what set us apart when compared to competitors!
Which color do we always have our guests try first (assuming the guest doesn't object)?
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
Blue
To truly compare our products/services as superior to our competitors, the guest must SEE this too
Identify guests' needs & wants from a retailer, allowing the guest to compare our products/services
During the Compare Phase, we help the guest identify/compare needs he may not even know he had
It is exclusive!!! Exclusive products/services are what set us apart when compared to competitors!
After we've taken the guest to the Comparison Center, we:
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
Blue
To truly compare our products/services as superior to our competitors, the guest must SEE this too
Identify guests' needs & wants from a retailer, allowing the guest to compare our products/services
During the Compare Phase, we help the guest identify/compare needs he may not even know he had
It is exclusive!!! Exclusive products/services are what set us apart when compared to competitors!
The first step in the Compare Phase of the FirmFive Buying Process is to:
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
Blue
To truly compare our products/services as superior to our competitors, the guest must SEE this too
Identify guests' needs & wants from a retailer, allowing the guest to compare our products/services
During the Compare Phase, we help the guest identify/compare needs he may not even know he had
It is exclusive!!! Exclusive products/services are what set us apart when compared to competitors!
Why might careful attention to our F.I.Z. or POP Materials impact our success during the Compare Phase?
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
Blue
To truly compare our products/services as superior to our competitors, the guest must SEE this too
Identify guests' needs & wants from a retailer, allowing the guest to compare our products/services
During the Compare Phase, we help the guest identify/compare needs he may not even know he had
It is exclusive!!! Exclusive products/services are what set us apart when compared to competitors!
Why should we make a BIG deal about the color coding in our stores?!!!
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
Blue
To truly compare our products/services as superior to our competitors, the guest must SEE this too
Identify guests' needs & wants from a retailer, allowing the guest to compare our products/services
During the Compare Phase, we help the guest identify/compare needs he may not even know he had
It is exclusive!!! Exclusive products/services are what set us apart when compared to competitors!
Why do we explain our Happiness Guarantees at the end of the Compare Phase?
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
Blue
To truly compare our products/services as superior to our competitors, the guest must SEE this too
Identify guests' needs & wants from a retailer, allowing the guest to compare our products/services
During the Compare Phase, we help the guest identify/compare needs he may not even know he had
It is exclusive!!! Exclusive products/services are what set us apart when compared to competitors!
What type of qualifying questions are usually asked during the Compare Phase?
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
Blue
To truly compare our products/services as superior to our competitors, the guest must SEE this too
Identify guests' needs & wants from a retailer, allowing the guest to compare our products/services
During the Compare Phase, we help the guest identify/compare needs he may not even know he had
It is exclusive!!! Exclusive products/services are what set us apart when compared to competitors!
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