| "Sell" is only a four letter word if you're doing it | | | | After you've done steps one and two, you'll |
| wrong. Here are four simple selling skills you can | | | | make some sort of product presentation to them |
| learn today and use tonight to do a better job | | | | and ask if they would like to know more about it |
| finding the right people for your products. Who | | | | or place an order. This can be anything from a |
| are the right people? The ones who need it and | | | | few sentences to a formal presentation in front |
| want it now. Your job is to find them and solve | | | | of a group. When it's done, you'll ask if they have |
| their problem. | | | | questions. If not, ask for an order. Then, you'll get |
| Step One - Ask a Good Prospecting Question | | | | either an order, or an objection. This is where the |
| You can either use your personal experience or | | | | Feel, Felt, Found technique comes in. Not sure |
| general product knowledge, but the point here is | | | | who invented this, but it's a staple in our business. |
| to be specific. So, instead of asking a shotgun | | | | In three steps you want to acknowledge the |
| style question like, "Do you know anyone who | | | | concern, acknowledge you or others shared it, |
| needs some extra income?" Or, "Do you know | | | | then share what turned out to be the case. For |
| anyone who likes to cook?" You ask a more | | | | example, "I know how you feel. I felt that way |
| pointed question like, "Do you know anyone who | | | | too. I found out that it didn't matter how many |
| wants to lose weight without going on some | | | | people came to my show. I only had five friends |
| crazy fake food?" "Do you know anyone who is | | | | there and I still got over $500 in product as a |
| homeschooling their child because of discipline | | | | hostess." |
| problems?" In other words, think with as much | | | | Step Four - Ask for the Order |
| detail as possible who NEEDS your products | | | | Once you've taken someone through steps one, |
| features the most, then ask for those people. It's | | | | two, and three you've established that they have |
| ideal if you had that need first, because your | | | | a need, and have a desire to solve that problem. |
| story can be very valuable to relate to them. If | | | | Now you need to ask them to go ahead and |
| you've never had a weight problem, and you're | | | | make that decision. "Are you ready to place an |
| selling weight loss, prepare for skepticism. | | | | order?" If they're not, then go back to step two |
| Step Two - Be Able to Qualify | | | | or three and work through it again. The point is, |
| Once you've identified that someone has an | | | | you're not "pushing" anything on them because if |
| interest in your product - then you need to get | | | | somewhere along the way you identified they |
| additional information about them. In particular you | | | | didn't need or want your product, you wouldn't still |
| need to know not just that they need the | | | | be talking to them, right? |
| product, but that they want to make the change | | | | But if they aren't grabbing the form from you to |
| to purchase it. For example, someone might | | | | buy, then they may be stuck in Step Two. That |
| express an interest in losing weight. You need to | | | | is, have the problem, not that interesting in solving |
| find out how serious they are. Use the following | | | | it. This is not a potential customer for you NOW. |
| question. "Please...tell me more about that." Then | | | | Let them go and follow up in three months. |
| listen to what they say, because it will give you a | | | | Selling isn't persuasion or aggressiveness. It's |
| great feel for their interest in acting on their need. | | | | finding a need and filling it for people ready to |
| Step Three - Be Able to Refocus/Overcome | | | | solve their problems. Your job is to find those |
| Objections | | | | people. |