新人的误区新人的误区Mistakes a New Distributor Mistakes a New Distributor

makesmakes1)1) 着急卖产品着急卖产品 , eager to sell products, eager to sell products

2)2) 着急找两个合作伙伴着急找两个合作伙伴 , eager to find 2 , eager to find 2 partnerspartners

3)3) 没有注重这个生意的基本知识没有注重这个生意的基本知识 , , 比如比如说说 , , 什么是美安什么是美安 , 2, 2 分钟广告分钟广告 ,, 美安的美安的四大基石四大基石 , , 如何邀约如何邀约 , , 如何回答异议如何回答异议 ,,等等 . Not enough basic knowledge:. Not enough basic knowledge:

起步指南 起步指南 Getting Started Getting Started GuideGuide

10 Steps first 4 steps:10 Steps first 4 steps:

1)1)名单 名单 namelistnamelist

2)2)回答‘什么是美安回答‘什么是美安’’？ ？ Answer to What is it?Answer to What is it?

3)3)邀约方法 邀约方法 , develop approaches, develop approaches

4)4) Sell the appointment, not the planSell the appointment, not the plan

Sharing- 邀约方法： Approaches

1.1.直接 直接 directdirect2.2.評估 評估 eveluationeveluation3.3.轉介 轉介 referralreferral

4.4.產品 產品 productproduct5.5.工具 工具 audio/video/books/magazinesaudio/video/books/magazines

Sharing- 邀约方法： Approaches

1.1.直接 直接 directdirect2.2.評估 評估 eveluationeveluation3.3.轉介 轉介 referralreferral

4.4.產品 產品 productproduct5.5.工具 工具 audio/video/books/magazinesaudio/video/books/magazines

Product Approaches Product Approaches 产品邀约产品邀约

1)1) 列名单和分析名单 列名单和分析名单 write down & analyze name write down & analyze name listlist

2)2) 邀约技巧和邀约技巧和 handle objectionhandle objection 邀约方法邀约方法3)3) 三不做：不讲三不做：不讲 MA,MA, 不讲不讲 OPC,OPC, 不推荐产品不推荐产品 , 3 , 3

don’ts: don’t talk about MA, or OPC, don’t don’ts: don’t talk about MA, or OPC, don’t recommend productsrecommend products

4)4) 三要做：问诊，健康理念，讲自己三要做：问诊，健康理念，讲自己 // 别人的故事 别人的故事 3 do’s:gather health issues, talk about health 3 do’s:gather health issues, talk about health concepts, tell stories concepts, tell stories

5)5) Sell the appointment, not the productSell the appointment, not the product

产品邀约三部曲 产品邀约三部曲 3 Steps to 3 Steps to appointmentsappointments

1.1. 问诊问诊 gather health issues via gather health issues via conversationconversation

把别人的问题问出来把别人的问题问出来 , ask questions, ask questions 不可以直接问“你有什么问题？”不可以直接问“你有什么问题？” cannot ask directly: cannot ask directly:

”what are your issues?””what are your issues?” 讲自己，自己的家人，及周围朋友的故事，引导他们说讲自己，自己的家人，及周围朋友的故事，引导他们说

出自己的故事出自己的故事 ,tell stories, testimonials,tell stories, testimonials

2.2. 讲故事讲故事 : tell stories: tell stories 笔记本记见证笔记本记见证 , notebook for testimonials, notebook for testimonials 讲自己，家人，及周围朋友的故事讲自己，家人，及周围朋友的故事 , stories around you, stories around you

3.3. Make an appointmentMake an appointment

产品邀约三部曲 产品邀约三部曲 3 Steps to a 3 Steps to a product appointmentproduct appointment

约约 AppointmentAppointment 我认识一个朋友，对营养学很有研究，他用营养保健品帮我认识一个朋友，对营养学很有研究，他用营养保健品帮

助了很多人，相信他一定会帮到你。你要不要跟他聊一聊。助了很多人，相信他一定会帮到你。你要不要跟他聊一聊。One of my friends is very knowledgeable on nutritional One of my friends is very knowledgeable on nutritional products, he helped a lot of people. He’ll help you. Do you products, he helped a lot of people. He’ll help you. Do you like to talk with him?like to talk with him?

注意事项：注意事项： Note:Note: 三不做三不做：不讲：不讲 MA,MA, 不讲不讲 OPC,OPC, 不推荐产品 不推荐产品 3 don’ts: 3 don’ts:

don’t talk about MA & OPC, don’t recommend productsdon’t talk about MA & OPC, don’t recommend products 三要做三要做：问诊，健康理念，讲自己：问诊，健康理念，讲自己 // 别人的故事别人的故事 , 3 , 3

do’s: gather their issues, talk about health concepts, do’s: gather their issues, talk about health concepts, tell storiestell stories

Case 1 Case 1 新经销商直接推荐产品（１）新经销商直接推荐产品（１）ND Directly recommend products (1)ND Directly recommend products (1)

新经销商见钢琴老师有过敏，直接问：你吃了新经销商见钢琴老师有过敏，直接问：你吃了 OPCOPC 吗？吗？A ND notices the piano teacher has allergy, directly A ND notices the piano teacher has allergy, directly ask:”have you taken OPC3?”ask:”have you taken OPC3?”

两种结果：两种结果： 2 results:2 results: 我吃过，没有效果我吃过，没有效果 , yes, no result, yes, no result 什么是什么是 OPC? What is OPC?OPC? What is OPC? 新经销商不能回他这些问题 新经销商不能回他这些问题 the ND not able to answer the ND not able to answer

the question/rejectionthe question/rejection 新经销商不是不能亲自推荐产品，而是没有新经销商不是不能亲自推荐产品，而是没有 readyready 直接推直接推

荐产品 荐产品 It is not that ND recommend products, it is It is not that ND recommend products, it is because ND is not readybecause ND is not ready

Case 1 Case 1 新经销商直接推荐产品新经销商直接推荐产品（２）（２）

新人首先要学会用方法推荐产品新人首先要学会用方法推荐产品 NDs first NDs first need to use different ways to recommend need to use different ways to recommend productsproducts

新人要加速学习产品知识 新人要加速学习产品知识 NDs need to NDs need to gain the product knowledge as fast as they gain the product knowledge as fast as they cancan

加速学习推荐产品的技巧加速学习推荐产品的技巧 NDs need to NDs need to learn the skills to recommend productslearn the skills to recommend products

Case Case ２２ 新经销商用推荐产品（１）新经销商用推荐产品（１） 莉莉带孩子看医生时，看见一个妈妈带着孩子打过敏针，还打错了。。。莉莉带孩子看医生时，看见一个妈妈带着孩子打过敏针，还打错了。。。

Lily took her kid to see doctor, and saw another mother take her kid Lily took her kid to see doctor, and saw another mother take her kid for the allergy shot. They got wrong shot.for the allergy shot. They got wrong shot.

莉莉问：你有否是一些其它的方法，比如说营养保健品？我女儿以前也莉莉问：你有否是一些其它的方法，比如说营养保健品？我女儿以前也有过敏，还有哮喘，每个月都要来这里看医生。每次她要吃十天的抗生有过敏，还有哮喘，每个月都要来这里看医生。每次她要吃十天的抗生素，还有两种哮喘药，现在快一年没吃了。素，还有两种哮喘药，现在快一年没吃了。 Lily asked,”have you tried Lily asked,”have you tried other ways, like nutritional supplement? My daughter had allergy other ways, like nutritional supplement? My daughter had allergy before with asthma, and came to see doctor every month. Every time before with asthma, and came to see doctor every month. Every time she needed to take antibiotics for 10 days, plus 2 medicine for she needed to take antibiotics for 10 days, plus 2 medicine for asthma. Now she hasn’t seen docs for almost a year.asthma. Now she hasn’t seen docs for almost a year.

顾客：快告诉我用什么产品？顾客：快告诉我用什么产品？ Prospect:”please tell me what you take”Prospect:”please tell me what you take” 莉莉：我用的是一种纯天然，无副作用，味道很好的保健品。莉莉：我用的是一种纯天然，无副作用，味道很好的保健品。 Lily: “I Lily: “I

use a natural product without any side effect, and taste good too”use a natural product without any side effect, and taste good too” 顾客：你可以告诉我在哪买的吗？顾客：你可以告诉我在哪买的吗？ Prospect:”Would you please tell me Prospect:”Would you please tell me

where you bought it?”where you bought it?”

Case Case ２２ 新经销商用推荐产品（２）新经销商用推荐产品（２） 莉莉：我是在网上买的。你把你的莉莉：我是在网上买的。你把你的 emailemail 留下。留下。 Lily:”I Lily:”I

bought it on internet, you can leave your email address”bought it on internet, you can leave your email address” 莉莉只是约了一个莉莉只是约了一个 appointmentappointment 。这些产品是一个营养师。这些产品是一个营养师

的朋友介绍的。她告诉我，每个人的过敏情况不一样，　的朋友介绍的。她告诉我，每个人的过敏情况不一样，　产品的搭配不一样，用量也不一样。你最好把孩子带到她产品的搭配不一样，用量也不一样。你最好把孩子带到她家，让她看看。家，让她看看。 Lily made an appointment:”These Lily made an appointment:”These products was recommended by my friend specialized in products was recommended by my friend specialized in nutrition. She told me people’s allergy situations are nutrition. She told me people’s allergy situations are different, and need different products with different different, and need different products with different doses. It is better for you to take your kids to see her.doses. It is better for you to take your kids to see her.

注意注意：如果把网址告诉他，结果会怎样？：如果把网址告诉他，结果会怎样？ Notice: what if Notice: what if tell the prospect the website?tell the prospect the website?

问诊的重要性 问诊的重要性 Importance of Importance of gathering informationgathering information

与顾客建立关系，让他知道你关心他 与顾客建立关系，让他知道你关心他 Build the Build the relationship, let them know you care of themrelationship, let them know you care of them

提高你的专业形象提高你的专业形象 , improve your professional , improve your professional imageimage

容易复制，避免新人直接介绍产品。容易复制，避免新人直接介绍产品。 Easy to Easy to duplicate, and avoid NC recommend products duplicate, and avoid NC recommend products directly.directly.

常见问题 常见问题 FAQsFAQs

1.你的产品是从哪卖的，是传销的产品吗？ Where did you get your products? Is it direct selling products?

2.产品太贵。 The products are too expensive

3.我不愿意赚朋友的钱 I don’t want to make money from my friends.

11. . 你的产品是从哪买的，是传销的产品你的产品是从哪买的，是传销的产品吗？吗？ Where did you get them? Are Where did you get them? Are

them from network marketing them from network marketing

•你对产品感兴趣还是对生意感兴趣？ Are you

interested in the products or the business

model?

•我的产品是一位营养师介绍的， 是从网上买的。 My dietitian recommended the products to

me, purchased from internet.

•注意：千万不要直接把网纸给他。 Notice:

DON”T give him the website.

22. . 产品太贵 产品太贵 Products Are Too Products Are Too ExpensiveExpensive

•J.R. 说过，如果我们的产品价格没有竞争力，那会是个大问题。我们一定会及时纠正的。

•美安的理念：同等质量比价格，同等价格比质量。

•花 $1 买的洗发水和花 $25 买的洗发水。他们质量不同，因此无法比价。

３３ . . 我不愿意赚朋友的钱。我不愿意赚朋友的钱。•如果我们的产品能帮助你的朋友，难道你不想与他们分享吗（头痛和止痛片）？

•找到朋友需要的产品而不推销给他们不需要的产品

•你不愿意赚朋友的钱，那你愿意赚谁的钱呢？也许是陌生人吧。为什么赚陌生人的钱你会问心无愧呢？也许你会说是因为以公道的价格提供高质量的产品和服务。你觉得你的家人和朋友宁可从陌生人那里而不是你这里用同样的价钱买同样的产品和服务吗？

你的知识你的知识 Knowledge Knowledge you need to haveyou need to have

• 了解古代人与现代人的生活方式完全不同 Our ancestors had a very different lifestyle from us. The food we eat now is very different from 60 years ago

• 美国四大称王称霸的工业控制着普通公民的饮食 , 生活 ,就医及生命

• 了解正确的保健方法 The correct way to wellness

• 学以致用 Apply our knowledge in the business

跟进时需要的工具与资料： Followup tools

产品方面 on Products• 别让不懂营养学的医生害了你 What’s your doctor does not know about nutrition medicine maybe killing you By Ray D. Strand• Live Better, Longer By Richard A. Passwater• 键康调查表• The Healthier You magzine• Hardness Factor Book

生意方面：生意方面： on businesson business管道的故事管道的故事 By Burke HedgesBy Burke Hedges The Next Millionaires By Paul Zane PilzerThe Next Millionaires By Paul Zane Pilzer Pro-Sumer Power By Bill QuainPro-Sumer Power By Bill Quain The New Professionals By Charles W KingThe New Professionals By Charles W King Secrets of the Millionaire Mind Secrets of the Millionaire Mind

By T. Harv EkerBy T. Harv Eker Cashflow Quadrant: Rich Dad's Guide to Cashflow Quadrant: Rich Dad's Guide to

Financial FreedomFinancial Freedom The Business SchoolThe Business School

HomeworkHomework1.1. Review the first 4 steps for the "10 Steps to Review the first 4 steps for the "10 Steps to

Systemize Duplication" inside the "Getting Started Systemize Duplication" inside the "Getting Started Guide“Guide“

2.2. Listen to JR Basic 5 Prospecting & RecruitingListen to JR Basic 5 Prospecting & Recruiting

3.3. Update your name list and top 10. Update your name list and top 10.

4.4. Discuss the approaches for top 10 with your Discuss the approaches for top 10 with your sponsor and lead. sponsor and lead.

5.5. Weekly homework Weekly homework Make one appointmentMake one appointment Add 5 name listAdd 5 name list Use one more product, and sell one productUse one more product, and sell one product Listen to the weekly audioListen to the weekly audio ／／ webinar homeworkwebinar homework