SALES TRAINING 101

WELCOME !

NO EXCUSES ACCEPTED TODAY!

“NEAT”

•You Hold The Key To Your Success

•Unlock YOUR POTENTIAL Today!

Law of Averages is a Law!!Track Your Activity!

• How Many Approaches does it take YOU to get ONE person to a presentation?

• How many presentations does it take YOU to get a person to a meeting?

• How many people does it take YOU to get one person to partner with you?

• Do you KNOW your own Personal Law of Averages?

Goals•HIGH Monthly Goal

•Low Monthly Goal

•Written Goals are IMPERATIVE!

•Send Weekly Results to Sponsor and Review Goals Monthly.

Set Realistic Goals 

• RESULTS GOALS … MUST BE SUPPORTED BY REALISTIC GOALS!

For Example: APPROACH 30 PEOPLE A MONTH to be able to tell the R+F Story to 10 people. One should join you in business and two should become a customer.

Push Through Your SLUMP by Increasing Your Activity

•It’s still about helping people ~ Not about You!•Do you have “Satisfied-itis”? •Every NO leads you closer to a YES!•You WILL get stood up, lied to and hidden from so WHAT! Make it fun! •“I hate the price…I love the PRIZE!”

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“Cowards stay behind, the weak die along the way.”

• What is keeping you from being successful?

• Do you believe in yourself?

• The company?

• The opportunity?

• Do you believe you can help other people change their lives?

• Attitude determines the actions you will take or not take.

• What is your biggest Barrier?

• A stuttering voice gathers no sales!

• Leaders Memorize!

• Constant Improvement is Necessary

Master This Profession

Where are the Prospects?• Current or Former Clients

• Displaced Workers

• Junk Mail

• Look for Speaking Opportunities

• Volunteer/Community Service/Church

• Gym/Clubs

• Networking Groups: Chamber, etc.

Prospects are EVERYWHERE..

• Civic and Professional Groups

• Small Business Advisory Board

• Associations for Sales People and Entrepreneurs

• Trade Shows

• Social Networking: Facebook, Twitter, Linked-In

• Local Business Websites

Selling Cycle• Meet

• Approach

• Present

• Invite prospect to hear more (meeting, webinar, conference call)

• Lead prospect to a decision• Stay in control of the Selling Cycle!!

The Presentation• BEFORE you start explaining the product.• Establish Rapport - The Law of Reciprocity• Ask Need Based Questions - WIIFM• Question Examples:• How do you like your job? • How long have you worked there? • Do they have a good retirement program?

Will you be able to retire on it? Listen…

Transition Sentence The reason that I have been asking you all of these questions is

because that is exactly why I got involved with R+F. It’s not for everyone, but first let me tell you a little bit about me and what I do. (Make a “BRIEF” presentation about yourself…where I grew up, what I’ve done for the past x years….)

Share 3 R+F Slides printed and laminated (if face to face)

Slide 1. Rodan + Fields History

Slide 2. Independent Contractor – How it Works….

Slide 3. I represent these productsTHE NEXT STEP IS……..

Approach Script Hello _____, This is ____, I met you last

week at ________. The reason I’m calling is to invite you to get a cup of coffee sometime this week. I’d like to find out more about what you do and I’d like to tell you more about my business. Would sometime on Wednesday, Say 9 or 11 work? (An alternative of choice close)

Objection? Then Harmonize

________, I can appreciate that. As I mentioned, I’d like to learn more about what YOU do and tell you more about what I do. I’d love to grab coffee on Wednesday or Thursday, do either of those days work for you? (Alternative of choice CLOSE)

Inviting Script to Friend Hi ____! This is _______. How are you?

The reason I’m calling is to see if you are free Thursday night at 5:30? I’m getting together with some of my friends and business partners at _____ and I’d like for you to join me. I’m working with this awesome company and I want you to know about it too. Why don’t I pick you up?

Additional Comments on “Friend Call”

• I can swing by and get you!

• I’m working with this awesome company!

• Can you join me? (Obligating ?)

• Don’t give too much information

• Be upbeat & Enthusiastic!

• Smile when you are on the phone.

• Use great words: “AWESOME! FANTASTIC! WONDERFUL!”

• Master the Script

• Practice

• Be Accountable to your Mentor

THE END