TIM SALES – Communication and Inviting
If you can make someone’s life better = they will pay for it.
Communication – that is the Key
How product will make their life better
How business will make life better
Promotion – Responsibility to promote – you are making someone’s life better
To the degree you promote is the degree you have prospects
Locate and educate people
Everyone in sales in one way or another = we are all communicators
How we do it not what we do.
Communication is Exchange of thoughts so that
Send something you have seen thought or heard of to others so THEY can see
what you have seen, thought or heard of.
Communicate directly to the person you are with – Use the Color of Personalities
to ensure they can hear what you have said.
Communication is not just what you say but how you say it.
We will be making
1. Be enthusiastic but not fake
When you leave a Home Phone Message build curiosity
Get Contact Info as soon as possible – Give yours
2.Always be the one asking the questions
The more you say – the more you are required to say
3. Qualify person – find out what they want first so you know what they are willing to buy
At a hardware store – the person doesn’t need a drill bit – they need a hole.
How big a whole do you need?
What material are you drilling through?
How often do this kind of drilling?
Observe – Listen and look around. If there is a distraction at the house, ask about it – Is that your baby crying? Do you need to take care of that?
When they place a second order – ask them “ Do you know of anyone who would want the benefit you have received?”
Invite them to hear about business – talk about trends not specific – Baby boomers are growing
Know sequence of steps to get a prospect to presentation
1.Brilliant Compensation Program – handle network issue right away – Then they will know exactly what Network Marketing is
2. Then put them on the Business Presentation
3. Follow up and 3 way
Don’t go straight to the company – let them see the Brilliant Compensation so they understand what it is. It is a third party source that confirms the value of Network Marketing. People watch a Harvard professor explain why it is valuable.
THIS SYSTEM WORKS – increase your sign in rate.
Call me and I will let you know how to get it. Go to www.explorefreedom.com/4success to see what is possible.
FORMULA – Know this – This is the only skill you need to know to be successful
Close into action
Polite verbal expressions and body language to get prospect to talk openly to you
Spend time getting them to open up
Simple to in depth questions – be interested in prospect
How are you?
Live Call –
Name is ________________ . I am working on a project. Can I talk with you about it?
What are you doing now?
How long have you been doing that?
Oh so you have to be Irish to be good at cleaning? Laughter…. Opened her up
Old Friend – Good to hear from you. Are you still using using that wonderful voice?
Hook in to what you know about them.
Things in the environment – I haven’t been outside today. Is it cold?
I love those earrings – where did you get them
You cause the relationship to start the relationship to start – THEN you get them to open and talk freely
Don’t be too assertive – focus on the item vs the person at first. It is less assertive.
Intent when meeting – Greet. Get to know them. Find out to what they need and want.
Say Hi – Greet – and see if they are someone you want to have in your business.
People who have sent a resume – answered an ad:
Hello is ___________You responded to _________________. I have your resume in front of me. Do have time to talk?
So what does Bob really want to achieve in his life? What does he really want?
I see Sales, sales, sales and more sales. So you like it. Yes.
What do you like about it?
What have you sold in the past?
What does ______want to accomplish in her life?
Repeat back what they want.
Calling people back who left a message on your answering machine
What attracted _________to the advertisement? Is working from home something you are interested in or you are just curious
Did you fill out a form that said you wanted to have a home based business?
Do you know what you are looking for?
What kind of work have you done in the past?
LISTEN – when they open up and talk to you you have completed the greeeting.
QUALIFYING # Disc2 #Track 7
Find out what they need, want and doesn’t want. (Doesn’t want to work at the plant anymore)
You will merge your business with what they want.
Use relevant info with Prospect –
I want more money… What do you want to do with that money?
Build rapport. With knowing more you have a better chance to succeed in engaging the prospect
You will use this info gained – throughout your interaction
Find true need, want , don’t want. Go below the surface response.
Where would you like to your job to take you?
Do you enjoy the stress? Is there something you’d rather be doing?
My boss is a jerk? WOW what are you going to do?
Control the conversation-
Always be the one asking questions. Any time you are asked a questions, answer briefly and then ask a question.
Be interested in the prospect and finding out what he needs, wants and doesn’t want.
HI _____________ I am calling to talk business.
Met in a gym – Direct approach.
We met at the gym. We exchanged business cards. I have an idea that might be interesting to you or not. Do you have a minute?
Tell me about what do you now. (Interact re what is said) If you are totally happy with that, satisfied with what it brings you, then we we’ll leave it.
If not, would you be interested in hearing about something else?
GO BACK to what he is doing. What has stopped you from achieving that?
Survival resopurces while you get your business up and running, employees, brick and mortal costs – but with ____________you don’t have those
If you had this ______would it give you the dream that you have?
ONCE you get their BIG WHY – you can use it. “Leaving a legacy for your daughter, financial freedom.” This is what you help them get! You can be of service to someone, help someone get their dream.
Give just enough but not too much or they loose interest.
Curiosity is reaching for something – Desire to know something. What might that give them? The pursuit
rather than the
Send them the Brilliant Compensation
Don’t use too often… not as effective as the Greeting and creating Curosity
I have a business that is earning 10-15K per month. Does that interest you?
Don’t do that until you are doing it and only to high powered people.
THEN – find out about them and then use the Inviting Formula.
Survey Approach = Curiosity approach. Stand outside Whole Foods and ask
“What does an anti-oxidant do for you?” KNOW THE RIGHT ANSWER.
Tim Sales built an MLM business with an income of over $150,000 per month
with 2,400+ new distributors joining per month. He now shares his wealth of
knowledge and skills with network marketers around the globe. More free
training is available at www.FirstClassMLMTools.com.