NORU Exam Study Guide questions and their correct answers

What are the 6 categories of Navy opportunity BBETRR (Brand and Reputation, Benefits, Experiences, Training, Relationships, Resources Which Navy opportunity is defined as how the Navy provides benefits and services during and after your service Benefits What part of the sale describes specific navy Opportunities exceed options that the Prospect is considering Advantage What are the 4 phases of the Valor sales process Engage, Asses, Reveal, Win What are the 3 key words used to understand each sales phase What, Why, How What are the 4 types of discovery questions Open ended, close ended, value focused, thought provoking T or F: Valor sales process takes an applicant from a recruit to a sailor. TRUE What are current sale trends focused on Creating value and relationships How do we engage with a prospect FORM T or F: Blueprinting the prospect helps determine if they are mentally, physically, and morally qualified. TRUE T or F: The goal of the sales starter is to have a conversation and not sound scripted. TRUE T or F: Recruiter should not be aware of non-verbal cues at all times FALSE Discovery questions help uncover what 3 things Wants, needs, decision criteria What type of discovery questions require a specific or limited response and discussion Close ended What type of discovery questions discover what the prospect values most Open ended and thought provoking T or F: The best win for a 17yo applicant is to gain commitment to move forward and meet with parents. TRUE What are the 4 prospect objections Apathy, confusion, objection and doubt Which objection is "I don't understand" confusion Which objection is "I don't care" Apathy What is the process to handling objections The 4 R's (Recognize, Relate, Realize, Respond) During which part of the 4R's do you discover the source of the issue by asking open and closed discovery questions Realize During which phase of the valor sales process will doubt typically appear Reveal phase What is the response to an applicant's doubt Show them proof in black and white What is the definition of obstacles An objection that cannot be fixed What are the 4 parts of the valor interview overlay Notes, plans and pressures, Unique Value Plan, and NO's and NA's What is the Valor interview overlay a tool that recruiters can use to take notes and help them structure a sales call. What is the top left portion of the interview overlay Notes Another term for the Notes section can be Engage What is the prospect's pressure The pressure is what is preventing the prospect from achieving their plan/goal What is the prospect's plans What is important to the prospect Before moving from pressures and plans, the recruiter must what Validate what they think they heard the prospect's pressures and plans are. What is the acronym with use for validate SWIBITY (2,1,3) Which part of the Valor interview overlay is emotional realization that the prospect wants the Navy The unique value plan What is the goal of operational stress control Go to green