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.
Tuesday, March 31, 2009
Wednesday, March 25, 2009
Monologue Vs. Dialogue
Monologue Vs. Dialogue
monologue a long speech by one actor in a play or movie, or as part of a theatrical or broadcast program.
• the form or style of such speeches : the play oscillates between third-person narration and monologue.
• a long and typically tedious speech by one person during a conversation : Fred carried on with his monologue as if I hadn't spoken.
dialogue a discussion between two or more people or groups, esp. one directed toward exploration of a particular subject or resolution of a problem
• a discussion between two or more people or groups, esp. one directed toward exploration of a particular subject or resolution of a problem
take part in a conversation or discussion to resolve a problem
Here are my notes form Monday Evening Training Call.
Conversational Marketing
Respect, Golden Rule, treat people the way you want to be treated.
They are watching you and asking themselves do I want to do what he/she is doing?
Relaxed Focus = Calm, Excited, Informed, prepared
Be interested not interesting! Focus on the attributes the other posses and the goals, want and desire of the prospect. Help people get what they want, and you can have anything you Want.
Speak Clearly, Ask for what you want! Here is who I am looking for … does that sound like you?
Be prepared 30 second commercials for all areas of the business
When you are prepared you can then invest more of your time and energy on the other person.
Conversational Marketing
Story telling … Your story, the Company Story, the Market Story, The Specific Product Story, the Timing Story, The Growth Story…etc.
What do we need to discover through our conversation with prospects?!
What is the Buying criterion of the Prospect in front of you?
What is the Threshold of information you need to meet for them to join?
Is your prospect just being Polite or are they really interested? Agreeing with you does not mean they are interested in taking action.
Questions drive understanding. Questions allow the other to provide answers and They also invite the other to speak and for you to LISTEN
Seek Agreements and Confirm Agreements
1. Are you open to new business and income producing ideas?
2. Are you willing to work IF you found the right situation?
3. Are you able to do your due diligence on this project i.e. Learn more?
Can you make a decision, no hard feeling OK?
How do you know if someone understands you?? Ask!
John, If the right business project came along is the timing right for you?
How do you know if someone agrees with you??
How do you know if someone wants to join your team??
How do you know if you? Understand someone them?
If I heard you correctly you said….. is that right?
Dialog starters – Before a one-on-one …
Tune-In
What kind of work are you doing now?
What do you like most about what you current do?
What do you like least about what you current do?
What would you change if you could? What would make it even better?
What is it that you would most like to see change in your world right now?
If you didn’t have to work for money what would you like to be doing?
During the Presentation 1-on-1’s should be short!
Can you see how this market is the place to be right now?
Can you see that this product innovation we have just discussed is going to reach a lot of people and create a strong and profitable business?
Does it make sense to you that the “Timing” is on your side as we bring this to the market?
What have I said so far that makes the most sense to you?
Based on what we have discussed so far what stands out the most to you?
Do you understand that this company is build for the long term?
Do you get a feel for the innovative Corporate Culture that has evolved with NSE?
Closing Question
What is your level of interest on a scale of 1-10… 1 you have no interest in the business , and 10 you are ready to come on board with us?
“I’m a 6”
What do we need to show you to get you to a 9 or 10?
Recap and Invite to Enroll
You really seem to understand the BIG Picture, are you ready to take the next step and learn how to get started?
Reflective listening
What I heard you say was….
If I understand you, you are looking for…
Moving it Forward
What is it that I mentioned so far, that holds your interest right now?
What do you like most about what I have shared with you so far?
Would you be interested in just using the product or are you also interested in learning more about the business side of things too?
If you were to get started, when would you like to start making additional income?
If you found something that was a good fit when would you like to get started?
If I could show you how to build a $3,000 to $5,000 a month income would that be of interest to you?
Are you just being polite or are you really interest?
What is it that interests you most right now?
How soon would you like to start making the changes we’ve discussed?
How soon would you like to start making more money?
How soon would you like to build a business, so you could fire your boss?
monologue a long speech by one actor in a play or movie, or as part of a theatrical or broadcast program.
• the form or style of such speeches : the play oscillates between third-person narration and monologue.
• a long and typically tedious speech by one person during a conversation : Fred carried on with his monologue as if I hadn't spoken.
dialogue a discussion between two or more people or groups, esp. one directed toward exploration of a particular subject or resolution of a problem
• a discussion between two or more people or groups, esp. one directed toward exploration of a particular subject or resolution of a problem
take part in a conversation or discussion to resolve a problem
Here are my notes form Monday Evening Training Call.
Conversational Marketing
Respect, Golden Rule, treat people the way you want to be treated.
They are watching you and asking themselves do I want to do what he/she is doing?
Relaxed Focus = Calm, Excited, Informed, prepared
Be interested not interesting! Focus on the attributes the other posses and the goals, want and desire of the prospect. Help people get what they want, and you can have anything you Want.
Speak Clearly, Ask for what you want! Here is who I am looking for … does that sound like you?
Be prepared 30 second commercials for all areas of the business
When you are prepared you can then invest more of your time and energy on the other person.
Conversational Marketing
Story telling … Your story, the Company Story, the Market Story, The Specific Product Story, the Timing Story, The Growth Story…etc.
What do we need to discover through our conversation with prospects?!
What is the Buying criterion of the Prospect in front of you?
What is the Threshold of information you need to meet for them to join?
Is your prospect just being Polite or are they really interested? Agreeing with you does not mean they are interested in taking action.
Questions drive understanding. Questions allow the other to provide answers and They also invite the other to speak and for you to LISTEN
Seek Agreements and Confirm Agreements
1. Are you open to new business and income producing ideas?
2. Are you willing to work IF you found the right situation?
3. Are you able to do your due diligence on this project i.e. Learn more?
Can you make a decision, no hard feeling OK?
How do you know if someone understands you?? Ask!
John, If the right business project came along is the timing right for you?
How do you know if someone agrees with you??
How do you know if someone wants to join your team??
How do you know if you? Understand someone them?
If I heard you correctly you said….. is that right?
Dialog starters – Before a one-on-one …
Tune-In
What kind of work are you doing now?
What do you like most about what you current do?
What do you like least about what you current do?
What would you change if you could? What would make it even better?
What is it that you would most like to see change in your world right now?
If you didn’t have to work for money what would you like to be doing?
During the Presentation 1-on-1’s should be short!
Can you see how this market is the place to be right now?
Can you see that this product innovation we have just discussed is going to reach a lot of people and create a strong and profitable business?
Does it make sense to you that the “Timing” is on your side as we bring this to the market?
What have I said so far that makes the most sense to you?
Based on what we have discussed so far what stands out the most to you?
Do you understand that this company is build for the long term?
Do you get a feel for the innovative Corporate Culture that has evolved with NSE?
Closing Question
What is your level of interest on a scale of 1-10… 1 you have no interest in the business , and 10 you are ready to come on board with us?
“I’m a 6”
What do we need to show you to get you to a 9 or 10?
Recap and Invite to Enroll
You really seem to understand the BIG Picture, are you ready to take the next step and learn how to get started?
Reflective listening
What I heard you say was….
If I understand you, you are looking for…
Moving it Forward
What is it that I mentioned so far, that holds your interest right now?
What do you like most about what I have shared with you so far?
Would you be interested in just using the product or are you also interested in learning more about the business side of things too?
If you were to get started, when would you like to start making additional income?
If you found something that was a good fit when would you like to get started?
If I could show you how to build a $3,000 to $5,000 a month income would that be of interest to you?
Are you just being polite or are you really interest?
What is it that interests you most right now?
How soon would you like to start making the changes we’ve discussed?
How soon would you like to start making more money?
How soon would you like to build a business, so you could fire your boss?
Monday, March 2, 2009
Is a Lifestyle Adjustment Required?
Most people choose a educational career path when they are in their late teens and early twenties. Then go on to get jobs and try and use their education to get ahead. The problem often is that we are barely conscious at that age, and the jobs we get take us in a directions that lead to nowhere. Stuck in a job that is less than satisfying, but we have kids, a mortgage etc..... So we feel we have to keep on going endlessly... Well it doesn't have to be that way. You can get off that path and onto living the life of your dreams... You still dream don't you?
Are you tired of working 40-60 hours per week working for someone else?
Do you want more financial Security? Do you want your “work” to become more satisfying and personally rewarding, an adventure rather that a task?
Why starting your own Business may be the right thing to do NOW!
The Facts:
1. Did you know that 74% of all the personal wealth in our country is created, by individuals who own their own businesses (According the experts: Insurance Statistics and the U.S. Dept of Health and Human services).
2. The Tax Benefits: There is another tax code for business owners that you cannot access if you are not a business owner. Start a part-time business and you get the same tax benefits of a big business. The tax benefits alone could help you realize significant benefits.
3. Become profitable right away: We can show you how to start a profitable business on a shoestring and start generating more income Fast!
4. Enjoy the Lifestyle of the self-employed. Being the owner has its perks: Time flexibility, need time off, just ask the new boss, You. Profits are better than wages, begin earning what you are really worth. No commuting required. Focus on results not hours on the clock,
The Right Attitude
Not everyone is cut out to run his or her own business. Some people are “natural followers”. Others are leaders who have already made the decision to be in charge of their destiny. In between, there are those that currently work for someone else at a job or in a career, but who would rather be working form themselves.
Chances are, you are one of the those people looking for just the “Right Time” or “Right Situation” to cross the line and make the leap to a better life! But there it is, the most important step, make the decision, to muster the ambition and courage to step into the Market Place and Make it Happen! 85% of your Success or Failure, in any new business venture, is dependant more on your Attitude and the depth of your Commitment to change than any other factor. The other 15% of the success formula are the specific product and industry knowledge, which are more easily learned. Start a business with an attitude of let’s see if we can get lucky and you are doomed from the start.
The Right Market
Finding the right market is the first step to success. Look around; you’ll see it everywhere, advertising and news coverage regarding a generally agreed upon need in the market not yet solved. A market where the growing demand is strong, where you can easily see future growth and ongoing revenue increases year after year. When a Market goes from “Small to BIG!” you are there with the Better Solution.
The Right Product
The product should be a proven performer with unique and innovative characteristics. The Ideal product is Unique, Patented, Innovative and consumable. A product, or product line that provided an elegant Solution to a common problem. A Product Solution that is used up quickly and must be repurchased over and over again through you!
The Right Coaching and System
Receiving the right kind of personalized coaching and training (that other 15%) is essential to success. It is important to get started right, putting first things, first. Profitability, efficient use of time and simple straightforward systems are key. Knowing what to do, is what experience is all about. Having a “Coach” and following a proven system, helps you get off to a great start. We have developed the step-by-step, proven system to launch and build a successful business. With more than 20 years of experience helping people succeed, we can help you too. We know the terrain, we anticipate the challenges, and we know the principles and habits that become the surest foundation for success. There are no shortcuts.
When you apply these time test principles and business strategies through our system, you will meet with unprecedented personal and financial success. You will Succeed where others struggle, grow faster and develop profitability, while others are trying to get started. Following a proven system will empower you and more quickly realize the Goals you want to achieve!
John Nesbit in his best selling book “Megatrends” stated “We are shifting form a managerial to and Entrepreneurial society.” If you are not already making this shift it is not to late, but it is imperative that you begin. If you desire more independence, financial security and control over your lifestyle, your ability to do and have and be all that you want NOW, then action is required.
So, if you can convince yourself that you could have it all, live the life of your dreams, and we provided the system, coaching and support you needed, would you get started now?
Are you tired of working 40-60 hours per week working for someone else?
Do you want more financial Security? Do you want your “work” to become more satisfying and personally rewarding, an adventure rather that a task?
Why starting your own Business may be the right thing to do NOW!
The Facts:
1. Did you know that 74% of all the personal wealth in our country is created, by individuals who own their own businesses (According the experts: Insurance Statistics and the U.S. Dept of Health and Human services).
2. The Tax Benefits: There is another tax code for business owners that you cannot access if you are not a business owner. Start a part-time business and you get the same tax benefits of a big business. The tax benefits alone could help you realize significant benefits.
3. Become profitable right away: We can show you how to start a profitable business on a shoestring and start generating more income Fast!
4. Enjoy the Lifestyle of the self-employed. Being the owner has its perks: Time flexibility, need time off, just ask the new boss, You. Profits are better than wages, begin earning what you are really worth. No commuting required. Focus on results not hours on the clock,
The Right Attitude
Not everyone is cut out to run his or her own business. Some people are “natural followers”. Others are leaders who have already made the decision to be in charge of their destiny. In between, there are those that currently work for someone else at a job or in a career, but who would rather be working form themselves.
Chances are, you are one of the those people looking for just the “Right Time” or “Right Situation” to cross the line and make the leap to a better life! But there it is, the most important step, make the decision, to muster the ambition and courage to step into the Market Place and Make it Happen! 85% of your Success or Failure, in any new business venture, is dependant more on your Attitude and the depth of your Commitment to change than any other factor. The other 15% of the success formula are the specific product and industry knowledge, which are more easily learned. Start a business with an attitude of let’s see if we can get lucky and you are doomed from the start.
The Right Market
Finding the right market is the first step to success. Look around; you’ll see it everywhere, advertising and news coverage regarding a generally agreed upon need in the market not yet solved. A market where the growing demand is strong, where you can easily see future growth and ongoing revenue increases year after year. When a Market goes from “Small to BIG!” you are there with the Better Solution.
The Right Product
The product should be a proven performer with unique and innovative characteristics. The Ideal product is Unique, Patented, Innovative and consumable. A product, or product line that provided an elegant Solution to a common problem. A Product Solution that is used up quickly and must be repurchased over and over again through you!
The Right Coaching and System
Receiving the right kind of personalized coaching and training (that other 15%) is essential to success. It is important to get started right, putting first things, first. Profitability, efficient use of time and simple straightforward systems are key. Knowing what to do, is what experience is all about. Having a “Coach” and following a proven system, helps you get off to a great start. We have developed the step-by-step, proven system to launch and build a successful business. With more than 20 years of experience helping people succeed, we can help you too. We know the terrain, we anticipate the challenges, and we know the principles and habits that become the surest foundation for success. There are no shortcuts.
When you apply these time test principles and business strategies through our system, you will meet with unprecedented personal and financial success. You will Succeed where others struggle, grow faster and develop profitability, while others are trying to get started. Following a proven system will empower you and more quickly realize the Goals you want to achieve!
John Nesbit in his best selling book “Megatrends” stated “We are shifting form a managerial to and Entrepreneurial society.” If you are not already making this shift it is not to late, but it is imperative that you begin. If you desire more independence, financial security and control over your lifestyle, your ability to do and have and be all that you want NOW, then action is required.
So, if you can convince yourself that you could have it all, live the life of your dreams, and we provided the system, coaching and support you needed, would you get started now?
Subscribe to:
Posts (Atom)
