| Building Rapport/Setting the Agenda | Open-Ended Questions | Product Knowledge | Making a Recommendation | Overcoming Objections |
|---|---|---|---|---|
|
Because you are developing a relationship with the prospect; you must sell yourself before you can hope to sell your product; people love to buy from people they like.
Why is it important to build great rapport?
|
Who did you come to the games with?
Who would likely come out to the Plex with you? Who else went to the game with you?
Give 3 examples of open ended questions that can help determine the number of seats to recommend.
|
Ali Krieger
Ashlyn Harris Crystal Dunn Tori Huster (kinda)
Name the Spirit's U.S. internationals
|
You need to gather information from your patient, do a thorough evaluation and then prescribe a solution.
What does it mean to be the ticket doctor?
|
[open answer]
The Plex is far away
|
|
Throughout the call.
When is the best time to build rapport?
|
How many games did you make it out for this past season?
In an ideal world, how many games would you make it out to this year? If season tickets fell into your lap, how would you see yourself using them?
Give 3 examples of open ended questions that can help determine how many games to recommend.
|
Season ticket holders can trade in up to two games' worth of unused tickets to bring guests to a game. Pending inventory, the seats will be in the same section as their season tickets.
How does our exchange policy work?
|
[open answer]
Make a Recommendation:
I coach a U9 rec team with Stoddert I went to 2 Spirit games last year I am a fan of the U.S. National Team |
[open answer]
I don't think I could make 10 games
|
|
Make a clear, concise statement of why you're calling.
How does one set the agenda?
|
What brought you out to the Plex?
So, what was your favorite thing about coming to the games? How did you become a fan of women's soccer?
Give 3 examples of open-ended questions that can reveal the reason someone comes to games.
|
2013: Portland Thorns
2014: FC Kansas City
Name the 2013 and 2014 NWSL champions
|
[open answer]
Make a recommendation:
I live in DC I love the Spirit but it is a haul to get out to the Plex I like to bring friends when I do go I work retail and sometimes get weekend shifts |
[open answer]
You got rid of your top scorer and all the good players will be gone for the World Cup
|
|
Your prospect.
What must the main subject of your call always be?
|
Where do you live?
Who is your favorite player? What's the most memorable sporting event you've ever been to?
Give 3 examples of open ended questions that can help build rapport?
|
Get together a group of 30 total tickets
Marquee games: $25 GA, $30 Res. Regular games: $20 GA, $25 Res. A spot can be reserved with a 20% deposit, full payment due 14 days before the game
How does a team book a youth experience?
|
[open answer]
Make a Recommendation:
I live in Frederick I come to 2-3 Spirit games a year I work as an independent insurance agent I like being close to the action I go to games with my girlfriend |
[open answer]
I don't think I can afford season tickets
|
|
Mention an interest to learn about their experience, perhaps their connection to the game, and end with a chaser.
Give an example of a strong agenda statement for a single game previous buyer?
|
Where do you work/what do you do?
Who is the biggest soccer fan you know? What other groups are you involved with? What charitable organizations are you involved with?
List the "Fab 4" cross selling questions that you should ask on every call.
|
$1,120
What is the cost of 4 Premium Reserved season tickets?
|
[open answer]
Make a Recommendation:
I have been to 4 Spirit games total I come to games with my 6-year-old son I am a project director at Hughes I play in a 30+ league at the Rockville SportsPlex |
[open answer]
Your tickets are too expensive, I could see DC United for the same price.
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