HowtoDoaOneonOne-ResultsApproachTraining

ByKimberleyMaharaj

ONEONONERESULTSAPPROACH• Trybeforeyoubuymethodallowsyoutointroducethebusiness

opportunityandtheproducttoyourmarket.• AppointmentbasedwaytobuildabusinessintheNooksand

Cranniesofyourbusylife.• Leadwiththeopportunity– WecallthisaTELLANDDROP.For

thisyouwillneeda30-45minuteappointmenttogothroughtheopportunityanddropoffyourbagPLUSanother30minuteappointmentonpickuptotalkaboutresults.

• Iftimingdoesn’tpermit, youcandotheDrop&Tell(5minutedropofftoexplainhowtouseproducts- then30-45minappointmentforbusiness&resultswhenpickingup)

• WitheveryGoldBagmakesurethereisanopportunityfolderinthebag– iftheyarecurioustheywillwanttoreadmore– bettertocomefromyouthenfromtheinternet!

TellandDrop-Direct/Indirect/Super-IndirectApproach

• DirectApproach“Ihavestartedanewbusiness.Itisavirtualfranchise,marketinghealthandwellnessproductswithacompanycalledArbonne. Ithinkyouwouldbeincredibleatthisaswell.Wouldyoubeopentohearingmoreaboutitandtryingoutsomeproducts?”

• IndirectApproach“Ihavestartedanewbusiness.Itisavirtualfranchise,marketinghealthandwellnessproductswithacompanycalledArbonne. BeforeIgetgoingIneedtopracticeonsomeonefriendly.WouldyoubeopentohavingmetellyoumoreaboutitandtryingoutsomeproductssoIcangetsomepracticein?

• SuperIndirectApproach“Iknowthisisn’tforyou,butIreallyvalueyouropinionandwouldlovetohaveyoulistentothewayIpresenttheinformationsoyoucangivemesomefeedback”

UseGoProMethodtosetandconfirmtheAppointment

• StepOne:Beinahurry• StepTwo:ComplimenttheProspect• StepThree:MaketheInvitation

- TheDirectApproach- TheIndirectApproach- TheSuperIndirectApproach

• StepFour:IfI,WouldYou?• StepFive:Confirmation#1GettheTimeCommitment• StepSix:Confirmation#2ConfirmtheTimeCommitment• StepSeven:Confirmation#3ScheduletheNextCall• StepEight:GetoffthePhone

ResultsActivity• 4Bagsperweektomeetbuildingblock

(4x150QV=600QVx4weeks=2400QV+150PQVpersonalorder=2550QVTOTAL)

• 6Bagsperweektojog(6x150QV=900QVx4weeks=3600QV+150PQVpersonalorder=3750QVTOTAL)

• 8Bagsperweektorun– DistrictBonus(8x150QV=1200QVx4weeks=4800QV+200PQVpersonal

order=5000 QVTOTAL)

Lessthanfour:notenoughactivity.Settingyourselfupforfrustration

Re9TesterKitPreparation• Labelourproductastester.(testerstickersfromBoutique– ordertohave

onhandfornewbuilders)• Usesteplabels.(Boutique)• Usealcoholswabstocleanbetweenuses(justthepumpsection,not

entirebottleotherwisecolour comesoff).• Makeavisualinspection.• Besureitlookslikeabrandnewseteverytimeyousenditout.• Neversellanopenproducttoaconsumer• Verballydisclosetotheconsumerthatotherconsumersmayhavetested

it.• Neverhavepersonyoulendittolendittosomeoneelse• Fornightcream,canusesamplestrip/miniorhygenically place3day

supplyofnightcreamintooriginalcontainer(keeprestintupperware infridge).Explainwhatyoudid.

TesterproductWhattoputingoldbag

Re9SetwithGeniusFullsizemake-upprimertester(optional)CCcream(light)– optionalLaminatedcards:• Usagecard

Additionalitemyoufeelwillbeofinteresttoperson(bodysetwithgeniusserum;nutritionalitems;hairproducts)

ChecklisttoprepforAppointment

• CALLthenightbeforetoconfirmtheappointment(orleavemessage)

• Bringthe‘DiscoverArbonne’presentationwithyou,catalogue,pen,notebook,calculator,Wishlist

• Laminated‘3WaystoWin’(Client,PreferredClient,Consultant)/ASVPs

• RE9ResultsSurvey• CalendarofDiscoverArbonneeventsoropendatesoncalendarforgrouppresentations

MentallyPreparebeforeyourMtg• Whatisyourintention?Areyoulookingforaconsumer,abiz

builder?• YoushouldbesayingpersonalaffirmationsofwhatyouwantEVERY

DAYandbeforeEVERYAPPOINTMENT• Whenyouleaveyourhome.BeCRYSTALCLEARwhatyouare

lookingfor.Youneverknowwhoisouttherelookingforsomething.• LawofAttraction.Affirmations.• Book– trainyourbrain,Danielwild.• “Iamguidedtoconnectwiththerightpeopleattherighttime.Iam

asponsoringmagnet.”“Isponsordynamic,coachable,powerfulleaderstomyteam.”

TheTellandDropAppointment:• Startwithyou“Why”story.

Paintanamazingpictureofthisopportunitybytalkingaboutwhyyouaredoingitandwhereyouaregoingwithit.PracticeitandKeepitshort!!

• GothroughaBRIEFDiscoverArbonne.Keepitto12-15minutes.Ifyouarenew,useavideo.Thingstocoverare:Thecompany,Incomepotential,whyourproductsaredifferent,Stop,Start,Share,whatisNetworkMarketingandwhythisisagreatopportunityrightnow

• TakethepersonthroughtheGoldBag.“TheRE9istheflagshiplineofthecompany,andweuseittointroducepeopletothisincredibleopportunitytobuildabusinesssimplybyredirectingthemoneyyoualreadyspendonpersonalcareproducts.Hereʼs howyouusethefivestepsystem”.(showthemandrefertothecard)

TheTellandDropAppointment:• OKiftheydon’tLOVEtheRE9

LetthemknowIt’sOKiftheydonʼt lovethisproductasmuchasyoudo!Wehaveover450productsandyouwillfindlotsforthemtolove.Thetrial istoallowthemtoseethequalityofourproducts.

• MAKEANAPPOINTMENTTOCOMEBACK!-Appointmentis30-45minutes.-Youneedthetimetoquicklychatandfilloutaformwiththeirfeedback.-Youdonotwanttogetthebagfromthedoorsteporthenanny.-Theyget2-3daysfromthedropoff.-Yourgoldbagisverybusyandthereisalineupofpeoplewaitingtotryit.-Youareshowinghowthisbusiness isdone,sobesuretofollowthestepsforeverysingleperson– evenyourverybestfriend!

• NoAppointment– Nobag!Iftheycannotgiveyoua30minuteappointmenttopickupthegoldbag,thentheydonʼt getthegoldbag.Valueyourbagandyourbusiness!

ChecklistatDropOff• Doyouhavesensitiveskin?suggesttheyuseonceadayfor3daysorone

productatatime• DoyouPROMISETOuseEXCLUSIVELYandCONSECUTIVELY 4times?• Willyousetasidewhatyouarecurrentlyusing?• Productsareveryconcentrated and1- 2pumpsofeachisallyouneed• Appointment setfor3daysfromdropoff– didtheyseeyouwriteinyour

calendar?• Handyourbusinesscardwiththeappointmentontheback• DoIhaveyourpermissiontocallyoutomorrowtoseeifyouhaveany

questions?• Pleasedonotsharethissetwithanyoneelse,Ihaveitscheduledafteryou• Includethesurveyforthemtocompletehowtheirskinfeltbeforeand

afterusingtheproducts• Bringthetestersetandbusinessfolderwithyoutoourappointment

WhatiftheyaskaboutPriceatthedropappointment

• Onlygivecatalogueiftheyfullyunderstandtherewillbeupto40%discount.IwantthemfocusedontheresultsoftheproductNOTtheprice.IprovideaProductLineoverviewsotheycanseeouringredientpolicyandcategories

• Iftheyaskthepriceyoumightsay– “Atourfollowupappointment,Icanexplainhowtobuyproductsata

40%discountdirectlyfromthecompanyonline.Theyarecomparableorevenlessthanotherultrapremium/prestigeSwissskincarelines.Iwassurprisedhowaffordabletheyare.IsTuesdayeveningorWednesdayafternoonbetterforyoutomeet?”

ResultsFollowupAppointment• Startwith“SoMary,tellmethegoodnews,whatdoyoulikethemost?” You

wanttostartwithoptimism!Startwritingdownwhatshe/heLIKES• Answerobjectionswith“Iunderstand” andreallylistentotheirconcerns,

makingnotesifyoudonotknowhowtorespond(theydonotexpectyoutohavealltheanswersbutwillappreciatethatyoucareaboutthem)

• ShowtheCATALOG,discusstheproductsandpreferredclientprogram• AskQuestionsaboutthingsthatareimportanttothem• Usingtheirwishlist,Ilikethewords“Letmeshowyouwhatthatwouldlook

like”• CLOSEaproductsale(ifnotRE9,thensomethingfromthecatalog)• Remindthemofour45DAYmoneybackguarantee• CompleteTRIFECTA

- CloseSale- BookGrouppresentationorgetreferrals- Askaboutthebusiness

ResultsFollowupAppointment• ASK“BythewayMary,ifIhad4ofthesegoldtoteshereonthetable,

whowouldYOUgivethemto?”(pauseandwait,theywillsaysomeone,thenstartwritingdownandaskingquestionsaboutthem,thismaybereferralormaybebeginningofhis/herbusiness.)

• Askiftheywouldliketohostaworkshopwiththeirfriends.• ASKpermissiontodiscussthepotentialincomeassociatedwith‘sharing’

theseproducts.IfyoudidaTellandDropthenreviewtheopportunitybriefly.IfyoudidaDropandTell,gothroughtheabbreviatedDA.”Mary,weallhaveanetworkofpeopleweknowandmeetwhobuypersonalcareproducts,thereisaveryrealincomeopportunityhereforyoutosharethesePURE,SAFEandBENEFICIALproductsthewayIhavesharedthemwithyou,wouldyoubeopentohearingmoreaboutit?”Bepreparedtogive10- 20minute‘DiscoverArbonne’presentation.

• ASKpermissiontofollowup andwritefollowupdateinyourcalendar• InvitethemtoournextupcomingDiscoverArbonneevents,Mercedes

BenzPresentation,DreamTeammeetingorupcomingProductdemonstrationevents

PracticePracticePracticeActivityActivityActivity

• ThereisNOTHINGwrongwithyourbusinessthatactivitycannotfix

• IfyoufeelyouarenotgreatatdoingResults.YouneedtoPRACTICEmore!Youaregoingtobebadbeforeyouaregood.GoodbeforeyouareGreat.GreatbeforeyouareAmazing.

• Sameforgrouppresentations.Don’tmakethefirsttimeyourunthroughitbeinfrontofpeople!!

• Runoutofwarmmarketpeople– leavethehouseandmeetsomenewpeople!

ColdMarketInvites• GETOUTSIDEANDMEETPPL• Givecompliments- Buildrapport.MakeEyecontact.Smileatpeople.

MeetsomeonewhohasgivenyougreatCustomerService.Asktheirname.Howlonghavetheyworkedhere?BeINTERESTEDnotinteresting.“Youmustloveit.IlovewhatIdoinMYBUSINESS.”Theywillaskwhat’syourbusiness.

• “Letmeaskyouaquestion?Doyoukeepyouroptionsopen.IhaveavirtualfranchisemarketinghealthandwellnessproductswithacompanycalledArbonne.Iamexpandingmybusinessinthearea.Iamlookingforgreatpeople.”

• IFIWOULDYOU.“IfIloanedyousomeofourpremiumanti-agingproducts,wouldyoutrythemandgivemeyourfeedback?”

• Givethemyourcellphoneandhavethemputtheirinfoinyourphone.Callthemrightthenandtheresotheyhaveyournumber.Makesureyouaddsomeinfosoyourememberwhotheyare