Have your binder with enrollment forms with timing and placement on the back, income disclosure statements, magazines, DVDs, pens, opportunity summary handouts, computer, and other tools, etc…
That was awesome, wasn’t it?
What did you like best about what you saw?
What else did you like?
Are you ready to get started?
Use this Timing and Placement document.
Have the names of your next 10 exposures written on the form. Explain to your prospect that you will be exposing these individuals in the next 24 to 48 hours and that some of these people will get started and some of them will get placed under them if they secure their position right now.
Next move is yours
-give enrollment form -click pen
Are you ready?
-Move the paper (enrollment form) toward them
[Nod when you are asking questions]
See why I’m so excited?
Do you see why I’m so focused and embraced this thing?
Do you see why I’ve pushed my chips all in?
Makes sense doesn’t it?
-explain why it could make sense to other people
Are you ready to get started? [-Again & Again]
Anything else you need to know? Are you on board?
Do you want to come to play with us?
Closing phrases for different personality types:
Red: Competitive, wants to make BIG money, hard-charging win at all cost
Blue: Driven by FUN!, encouraging, always optimistic
Green: Analytical type, systematic, practical
Yellow: Driven by helping people. timid and shy loves animals (unicorns and lollipops etc..)
Red – Are you ready to make some money?
Blue – Are you ready to have some fun?
Green – Are you ready to get plugged into the system?
Yellow – Are you ready to join our team?
Yellow – Are you ready to help some people?
Get in tonight – secure your spot
Are we on the same page?
When I heard this from my friend and I heard it for the first time it hit me like a hammer because I knew I could keep the promises to my family.
There are 25 people that I’m going to call right now who are going to do this with me.
Follow me! Come with me! Let’s go do it together!
– Validate them
– Neutralize –Validate what they said
1. I’m with you
2. I understand I get what you’re saying
3. I get that
4. Thanks for sharing that with me
5. I get what you’re saying
6. I really appreciate you sharing that with me
7. Me too! That’s exactly what I thought when I saw it.
8. That’s exactly why you need to look at this company
9. Can I ask you a question? How does that make you feel?
10. Are you willing to stay with what you’re doing and have to have this conversation a year from now?
11. So which one do you think would be the right move for you tonight?
12. Next Move is yours
13. Are you with me?
14. What move do you think will be a better move for you at this time?
15. What do you think the best move is for you going forward?
Handling Objections (continued)
The Majority of objections are psychological smoke screens. Often times a smoke screen is thrown up because a person thinks they are not interested in what you have to offer, or because they have been approached unprofessionally or arrogantly before, or they have preconceived ideas of what you are trying to share with them.
Three Step Process: Validate, neutralize and move forward.
Always validate their objection. “I really appreciate you sharing that with me.”
You want to neutralize the objection, rather than handling the objection. In neutralizing objections, learn an automatic response. Saturate the objection with your own positive response. It is a known fact that people will do more out of a fear of loss than they will out of a desire to gain.
There Are Basically 8 Main Objections: