Professional Documents
Culture Documents
Professional Inviter
Product Script
Me: Hi John! Do you take vitamin supplements?
John: No.
Me: What’s the #1 reason you don’t?
John: Yes.
Me: What’s the #1 reason you take them?
John: To fill the holes in my diet.
Me: Good reason for taking them.
Business Script
Me: Consumers spent X number of dollars last year on supplements.
Does network marketing work? Not for you, not for anyone you know, just does it as
an industry work?
What do you think it takes for it to work for an individual? From there, you must
guide them to training. This is where you facilitating handling their objection really
comes into play.
If you say it, it can be challenged. If they say it, it must be true.
If they’ve had a bad experience with MLM, the only way to get beyond this objection
is to guide them to see that their bad or lack of success experience was because of
insufficient training. Even if the company they were involved with went out of
business, the reason is still lack of training. In that case, it would have been poor
training on how to evaluate a company. If the prospect tells you that the products
they were promoting weren’t any good, obviously use that information. That’s what
their blaming their failure on and it should be validated.
ex. Well that’s very keen of you to recognise that the product needs to really help
people.
If no experience with MLM, follow the same procedures. Take each issue they bring
up and show them how training solves it. If they say it’s illegal then have them watch
the brilliant compensation.
Once they agree it’s training, explain to them the advantage that you have with your
unique training. Discuss what you’ve learned with Professional Inviter (very
different training and truly what they need)
You must get them to see how this time is different than the last time/s they were
involved in MLM.
Close to action with: “ I wanna sit down with you and show you how it’s different. I
want to show you the training tools that are now available to you. Are you open to
sitting down?”, “Everything you brought up here I totally understand and I can see
how it left a bad taste in your mouth. The video that I’d like to send you will really
help with this. It’s done by a marketing professor who teaches network marketing at
a university and someone very successful at it. The video is not from our company.
It’s just about the industry. It really explains everything very clearly without any
hype. Let me send this to you. You watch it and then we’ll talk about it."
Company went under or wouldn't allow them to return the products they ordered. “I
can understand how that was a bad experience for you and I’m sorry you had that
experience. But moving forward, it’s kind of like working as an employee for a bad
company. Doesn’t mean you never work again just because you had a bad
experience. Does that make sense to you? Or like eating a bad meal doesn’t mean
you stop eating because of a bad meal right?
If prospect is not interested, you have to be able to accept it. Your job is to help
people. If you’re trying to force someone, you’re not helping them.
Prospect has to have reviewed something and made a definitive decision not to
participate then you need to allow them that decision and you need to accept that
decision.
Have your prospect feel good about telling you that.
Not interested as mask for unexpressed objections. Look out for this.
“If you’re not interested I will completely accept that but I haven’t really said
anything about it yet. Did I catch you at a bad time?”
“ I enjoyed talking with you. I understand that you’re not interested based on…”
In some situations, you can ask to stay in touch with them. It really just depends on
the situation. Here’s what you say when you feel it is appropriate.
“In case your situation changes, can I stay in touch? Not bug you but maybe send you
an email in a month or so?”
"What is your email address? Let me repeat that back to you. Alright have a
wonderful evening. I look forward to working with you in the future if your situation
changes. Bye!”
If you feel you’ve upset your prospect, “I’m sorry I’ve upset you. That was not my
intent. In fact, it was just the opposite. I wanted to help. It’s probably best we drop
the discussion.” End the call or make small talk and end in an upbeat mood.
Close to Action
purpose: to conclude or complete what is currently being said or done and then put
it into existence (prospect’s needs, wants or don’t wants)
allocating responsibilities for who will do what to put this plan into action
hard part: getting prospect to agree to do his part ex. view some information, meet
at a specific place at a specific time
Conclude, verbalise the plan and get her agreement
Always plan the next time we will talk (complete date and time)
“I’m going to send you this online movie as soon as we hang up. You’re going to
watch it and then we’ll plan to talk again tomorrow. You good with all that?"
“Yes."
"Good so what’s a good time for us to talk tomorrow?"
"About the same time tomorrow."
"Good 7:30 works for me also. You’ll have had time to watch the video by then
right?”
“Yeah I’ll watch it as soon as we get off the phone."
"Excellent then I’ll talk to you at 7:30 tomorrow.”
"In constructing any type of compensation, a company has the opportunity to say
that we’re gonna pay salary plus commission. What we have found over time, if we
pay enough on the commission side of things then we naturally are going to attract
the most ambitious people. Those are going to be the people who are actually going
to do it. Where we bring somebody in salary plus commission, then there’s going to
be two or three months of evaluation time where we have paid out a salary and
we’ve evaluated this person and let’s suppose that we get somebody who doesn’t
sell anything for three months then we basically paid them a salary for three months
for us to test whether or not that person can produce and sell or not. What we prefer
to do is put somebody on straight commission and we just pay them a lot. If you can
do it then you’re gonna make a ton of money. If you can’t do it, you won’t like us at
all.”
Is the training in place? Yes it is. As detailed as one needs to be from very basic level
all the way on up. There would be human development and training involved in the
job description. When you get very well trained, it’s only fair somebody trains you
so we want you to be able to train other people as well.
3 Main Areas:
1. Close to action well and your follow ups will work out a lot better
2. Do follow up
3. It’s not you