Resolving Concerns and Closing By Rachel and Chad Mano

1. Resolving Concerns and Closing By Rachel and Chad Mano

2. Overview • Resolving Concerns • Types of Concerns • Resources for You • Being Prepared!!! • Closing • Invite/Give Opportunity • Be Positive

3. Resolving Concerns • Types of Concerns • Sources • Customers • Hostesses • Prospective Consultants • Current Consultants • Content • Solvable • Not Solvable

4. Customer Concerns • Pricing • Nutrition • Shipping • Shelf life • How to use • Food processing Customer concerns are usually just questions!!!

5. Resolving Customer Concerns • Solvable • Example: Food storage is so gross. • Answers are available somewhere • Not Solvable • Example: I want to add ammunition to my Q. • It’s okay to say, “We don’t do that.” • You can’t go to a sock store and expect to buy a hat. • We’re constantly growing/evolving, but don’t spend your time on concerns that don’t have a solution.

6. Hostess Concerns • No time • Who to invite • I don’t need food storage • My house is too small • My friends don’t have money Hostess concerns need skills to resolve, but they can be resolved!!!

7. Resolving Hostess Concerns • Solvable • Example: I don’t know many people. • Answers are available somewhere. • Learn skills to resolve (more in a minute) • Not Solvable • Example: My closest friends have a restraining order against me. • Tip: you don’t want to go to their house either.

8. Prospective Consultant Concerns • No time • No money • Not a salesperson • Can’t book parties • Afraid to talk to groups • Is this a pyramid? • Is this a regional business? Prospective consultant concerns need skills to resolve, but they can be resolved!!!

9. Resolving Prospective Consultant Concerns • Solvable • Example: I don’t have the money. • Answers are available somewhere. • Keep using those skills. • Not Solvable • Example: I’m on house arrest. • Where are you finding these people anyway?

10. Current Consultant Concerns • Can’t book a party • Already too many consultants • Nobody has time or money • It’s too confusing • I can’t answer questions • Can I really make money? Current consultant concerns need skills to resolve!!! Resolve them, and instill confidence so they can run their own business.

11. Resolving Current Consultant Concerns • Solvable • Example: Nobody will host a party. • Answers are available somewhere. • Keep using those skills and teach the skills too. • Not Solvable • Example: I don’t have a phone. • Tip: Manage your time. Do all you can to get your consultants up and running, but make sure they’re doing their part.

12. Resources For You • Consultant Training Manual • New DVD • Weekly training calls • Back office “Consultant Material” • Shelf Reliance University • Your efforts/experience • Your upline sponsor • Books on sales techniques

13. #1 Thing to Learn Today • Need to study and learn • Learn • Company history/direction • Thrive products • Food processing • Emergency preparedness products • Order processing/fulfillment • Consulting in’s and out’s • Commission plan • LOTS MORE!!!

14. If You Haven’t Already… • Take the time to learn all you can • Knowledge is essential to resolve concerns • Sales skills without knowledge is just lying while sounding good. • Develop skills

15. Be Prepared • Develop skills • Listening • Restating concerns • Answer question/concern directly • Give positive answers (even if the answer is “no”) • Lead the concerned person to self-resolution • Practice • Know what you’ll say before you have to say it

16. Next Step • There is no point in resolving concerns if… • YOU DON’T CLOSE • So we need to • Make the sale • Book the party • Enroll the consultant • Get your consultant started on the right path

17. Closing • Expect success • Prepare for close • Restate solution if necessary • Invitation to act/give opportunity • Assume positive action

18. Invitation to Act/Give Opportunity • Make it clear what the next step is • Make a list of products to buy • Set a date for a party • Create a party invite list • Plan for how to save money to enroll • Start enrollment process • Make a list of potential party hosts • Get commitment to act • Make the next step crystal clear to remove confusion

19. We’ve all Seen Bad Closes • Shoe Store • Me: Do you have this in size 6? • Associate: Yes, we also have sizes 5 and 7. We even have it in blue and red. Let me know if you have any more questions. • Problem • Associate never invited to buy/gave the next step • “Yes, it’s right here. That color looks great with what you’re wearing. Would you like a blue pair as well to go with another outfit? I can ring you up here.”

20. Assuming Positive Closes • Assume something good is going to happen • Good: “How many strawberries would you like?” • Bad: “Do you want strawberries?” • Worse: “You don’t want strawberries, do you?” • Don’t assume the fun is over • Good: “Do you like blueberries too? Great, how many should we add to your order?” • Bad: “So with the strawberries it looks like you’re all set with fruit.” • Worse: “Wow, you’ve already spent a lot. Are you sure your husband is going to be okay with this?”

21. Assume Positive Closes • Assume the party will be scheduled • Good: “Should we schedule your party for the 20th or 23rd?” • Bad: “When can you do a party?” • Worse: “Are you sure you have time for this?” • Assume your consultant is going to succeed • Good: “Save this list so when you make Executive you can look back and see how you got started.” • Bad: “I hope you can get some parties out of this.” • Worse: “Wow, you really don’t know many people.”

22. Summary • Need to study to resolve concerns • Use resources!!! • Prepare yourself/improve your skills • Always close!!! • Invite/give opportunity to act • Assume positive result