Prerequisites: Clarity i.e. Know your Why, Posture i.e. Have confidence in what your doing and Why your doing it… focus on Service and Helping others, Preparation i.e. Think it through in advance i.e. Who are you looking for and How will I “know” when I found the right person or the wrong person.
Not Sales… then what is it? Business owners allow customers to buy, but that does not mean they “sell”. Business Owners provide services and products and the public buys from them.
Business owners look to build long term relationships with customers, Sales people sometimes are just working for a paycheck or commission. Temporary Income!
The difference is in the long-term view which you have as a business owner, and all good businesses focus on providing more Value to the customer the price the customer pays.
(Concept)
We are just the “Tour Guides”! (not Salespeople) Walking people through the landscape of the “exhibit” - our Markets and Opportunity, our business model, timing and leveraged compensation, when we get to the end of the tour they either exit to the “Parking Lot” through the “Gift Shop” (become a customer) or they say “tell me more about getting started in the Business.” (Become a rep)
We are looking for people who “Recognize” our opportunity; they do not need to be convinced. They may need additional information and will verify the facts before deciding to participate. But they quickly “see” our market position and decide to learn more and then join the team, follow the “system” and succeed.
Agreement #1 Yes, I am open to new business ideas…
Agreement # 2 Yes, I would take action now, when/if I find/found the right project!
Agreement # 3 Can we agree that the –Anti-Aging and Wellness Market is large and growing fast? Expected to grow by over One trillion …
Agreement #4 Breakthrough Technology – What if I had an innovative technology or advantage, which would allow me to make the competition irrelevant in the market place and therefore gain significant market share in this fast moving market
Agreement # 5 Economic Opportunity – Doesn’t it make sense that if we could dominate that market, there would be considerable financial rewards?
Agreement: #6 Will you Commit to do your due diligence? Make a decision Yes or No! Either way, no hard feeling… Fair enough?
Great! Let’s discuss more of the details.
Next Move Strategy: Another Set of Agreements
What is your best email address and I will agree to get you additional information today… When will you be able to review that information so we can discuss this project in greater detail?
Great, if you review it tonight like you agreed to do, I will call you tomorrow at 9:00am to answer any questions and discuss the next step, fair enough?
Great. I may have my business partner on the phone with me when I call you tomorrow at 9:00am if that is OK with you? Great talk with you tomorrow.
Follow up call:
Call at the scheduled and appointed time ask if they have review the materials, answer question and clarify or explain details, then ask if they would like to know how to get started. Explain the “How To Get Started” and invite them to start their account…
Note: Be careful when you are telling the story… If you lead with the Product the prospect will think either Dan wants me to “Buy” something or “Sell” something! That is the focus of teh conversation. If you really want them to understand and then join you in building a business then make sure you speak directly to that goal. Do not assume they will always connect all the dots...
If you lead with the “Market” of the Baby Boomers and the Anti-aging Industry or Market you raise up the opportunity to a Business Idea or Project! When they understand the BIG picture they will understand the power and value of the product innovations in light of the bigger market penetrating opportunity.
