B.E.S.T. for 2011
B. Belief
• Belief
Foundation for becoming your B.E.S.T
Foundation for being your B.E.S.T.
Foundation for creating your B.E.S.T. Future
E. Enthusiasm
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Entrepreneurial opportunities
Effective Medical Device Licenses
Efficient Support
Emotion & Decision
S. Sacrifice
• Before every birth there is labor
• Before every victory a war
• Before every accomplishment- sacrifice
T. Team
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T. Together
E. Each
A. Achieving & Accomplishing
M. More
B.E.S.T. 8 Steps
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Organize Yourself
Communication Tips
Approaches
The Golden ABC Rule
Handling Objections
The Retail Sale
Recruiting
Follow Up
Organize Yourself
• Attitude check up
Be Teachable
Be Consistent
Be Persevering
Organize Yourself
• Get to know the tools of the business
1. Marketing materials-videos,
audio tapes, CD’s brochures,
newsletters, etc.
4. Weekly/Monthly
meetings.
5. Special events.
2.Your sponsor and your upline.
6. Home Parties
3. Local branch office, SOQI
Home Spa, or Center.
Organize Yourself
• Write Goals in 4 areas of your life
Personal/Spiritual Goals
Family Goals
Health Goals
Business/Income Goals
Organize Yourself
• Goals Need Action Plan
• Create Action Plan to Insure Goals
become reality.
• Create new weekly/daily schedule to make
it possible
Communication Tips
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Listen
Capture Attention
Acknowledge
Use the Right Words
Communication Tips
• Before talking to someone, say silently to yourself,
“I’m interested in you!”
• If you’re interested in what your prospect needs
and wants, then you can help them get what they
need and want.
• If you think about how much money you will make
or if they will become a distributor, then you’re not
there and you will say the wrong thing.
• Focus on them and forget about everything else.
Communication Tips
What to say first to your prospect
• Greet Them
• Qualify the Person
• Invite them to do something
• Handle any objections or questions
• Follow up
Approaches
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Create a Foundation for Success with a
Memory Jogger
Family Members
Close Friends & Daily Associates
People you have/are meeting in organizations or
clubs
People who are interested in health and fitness.
People you do business with.
Business Owner- health and fitness professionals
Watch for events in local papers about health
Approaches
• Make your telephone your best friend!!
Make lots of calls – conquer your fear
Remember your goal
Be Enthusiastic & Enjoy
Mirror & Model Their Language
-gentle shower vs. power hydrant
Approaches
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Who Will You Call First?
Positive & Fun
Leaders
Ambitious
MLM or Business Experience
Wise Time Managers
Approaches
How to Approach
Anyone Anywhere Script
Demo
The Golden A-B-C Rule
• A- Advisor
• B- Bridge
• C- Customer/Distributor Prospect
The Golden A-B-C Rule
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F.O.R.M.D.H.
F-Family Situation
O-Job and Career Planning
R-Recreation- Free Time Activities
M-Ambitions
D- Dreams
H- Health Status
The Golden A-B-C Rule
Demo
Use the 3F Way
I understand how you feel（Feel）
Before, I had a friend that felt the same way as you (Felt）
But after he thought about it, he found out… (Found)
-SOQI 8 Steps
Your attitude is extremely important.
Remember to:
– Be objective, do not exaggerate
– Be sincere and don’t argue
– “Yes, but...” principle
– Understand the question and answer properly
– Use a positive and exciting tone
-SOQI 8 Steps
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Answer Questions to Convince the
Customer
Know the products and business plan
Sincerely treat the customers to gain their trust.
Take advantage of the Products DVD
Take advantage of the Marketing Materials
-SOQI 8 Steps
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Handling Objections
Frequently Questions1. Do I have to sell? (MLM is retail & wholesale)
2. I have NO time…
3. I have NO friends…
4. I am NOT a good speaker/salesperson…
5. I have NO interest…
6. Products are too expensive…
-SOQI 8 Steps
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Role Play & Group Practice
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Handling Objections
SW,SW,SW, Who’s Next?
The Retail Sale
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Approaching to Sponsor
• Products vs. Business Vision
• Be Copiable
Approaching to Sponsor
The Sponsoring Process
• Telephone Call
• Send information – email, websites, snailmail
• Follow Up
• Schedule Appointment
Approaching to Sponsor
The Sponsoring Process Con.
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Choose one of more from the following Menu:
3 Way Call
One-on-One appointment
Special Events – Home Parties/DSMs
Additional Written Material
Conference Calls
Media Resources- DVD’s. CD’s. etc.
Approaching to Sponsor
Responsibility of Sponsoring
Follow Up
• Please insert PPT page #’s 52,53,54,55,56
• Do Product/Business Testimonial Practice
as Time Allows
Steps of Post-Sale Service- Steps of 1,7,14
On first day:
Follow up to see if customer is using the product yet.
On 7 day:
Follow up to make sure customer is using the product
properly.
Ask about their feelings for the products
On 14 day:
Expand the results of service.
-SOQI 8 Steps
After a Person Decides to Become a Distributor:
1. Follow-up within 24 hours
2. Present Marketing Tools such as: videotapes,
audiotapes and product brochures
3. Make an appointment for a meeting
4. Join all events within the organization
5. Introduce downlines
6. Evaluate and recognize your downlines; evaluate
their strengths and weaknesses
-SOQI 8 Steps
Requirements For New Distributors
• Do Demo’s.
• Put out Materials.
• Bring New Prospects to Meeting.
• Bring People to Me – Business Appt.
• Set Goal – Give a Copy to Upline.
• Read Books Recommended &
Watch to Videos.
-SOQI 8 Steps
Referrals
An important and never-ending source of
prospects is referrals. Almost every satisfied
customer will give you referrals if you ask
properly.
Asking for referrals can be a great lead-in
for introducing the business opportunity.
-SOQI 8 Steps
Testimonials
Become a Satisfied Customer yourself First!
Good testimonials are short – about 60-90 seconds
– and to the point.
Your product testimonials should be limited to your personal
experience on product.
Testimonials regarding the business opportunity should
incorporate your background, how long you’ve been in HTE
and what your experience has been.
-SOQI 8 Steps
Building a Success Cycle to Last
Organize
Yourself
Follow Up
Approach
Recruiting
Golden Rule
Communicate
Handling
The Retail
Sale
-SOQI 8 Steps
Two Main Operational Strategies
The Winner’s Circle