MARKET AMERICA I.M.P.A.C.T. SALES SYSTEM

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MARKET AMERICAI.M.P.A.C.T. SALES SYSTEM

• The 21st Century Approach To Creating Customers
  And Expanding
  Distribution

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INVESTIGATE

• A wise man will make more opportunities than he
  finds
• - Francis Bacon
• Working smarter and harder is a perfect
  combination for speed of accomplishment.
• Information is king
  when retailing and recruiting!

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3 Rule

• Tell your storytell it often
• Or
• Tell your story to someone who cares
• Choose
• When, to whom, and how you tell your story

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A GOOD INVESTIGATOR

• Looks beyond the obvious but never overlooks the
  obvious.
• Asks a lot of questions.
• Follows a set plan.
• Makes detailed notes and keeps accurate and
  current records.

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A GOOD INVESTIGATOR

• Checks out every possibility.
• Manages time effectively-do the right thing at
  right time.
• Follows up every lead.

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SEARCHING FOR QUALIFIED PROSPECTS

• Detectives search for guilty suspects.
• A Market America Distributor searches for
  qualified prospects.

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A SUSPECT IS A PERSON WHO YOU HAVE

• Limited communications.
• May have a need you can satisfy.
• May or may not have the resources to buy.
• May or may not listen to you.

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INVESTIGATING RESULTS

• The better job of finding qualified prospects,
  the higher your closing ratio will be!

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WHO

• Who has the most obvious need or desire
• Who are my ideal prospects
• Who do I know who fits that description
• Who do I know that might lead me to
• Who has the money
• Who buys similar products...

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WHERE

• Where do my ideal prospects live
• Where can I find a list
• Where can I find the directories

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WHERE

• Why would this person buy from me...
• Why would this person resist buying...
• Why might this time be good to approach...

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WHAT

• What will this person find most attractive about
  any product and service...
• What will this person find least attractive...
• What questions or statements will get
  attention...
• What information should I gain from my prospect...

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WHEN

• When is the best time to prospect this person...
• When is it the most productive time from the
  prospects viewpoint...
• When will the prospect most likely listen...
• When should I prospect them a second time...

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HOW

• How can I make more time...
• How can I be more productive...
• How can I sharpen my skills...
• How can I be sure Im doing a good job
  prospecting...

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INVESTIGATEFOR QUALIFIED PROSPECTS

• Show people what they want most and they will
  move heaven and earth to get it!

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- MEET

• Provide you the best selling environment
• Make your prospects feel important and relaxed
• Make your prospects to talk about themselves
• Build rapport

M
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MEET

• How to get suspects and qualified prospects
  involved in what you want to happen. (the desired
  outcome).

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THE MEETING GOALS

• Become personally acquainted
• Establish a strong trust bond
• Build a warm and courteous rapport
• Set the selling process in motion

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MEETING FUNDAMENTALS

• Establish a clear desired outcome
• Initiate the right amounts of contacts
• Take a simple and honest sales approach
• Eliminate tension
• Present a positive posture

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MEETING FUNDAMENTALS

• Create Trust
• Dress With Respect
• Be Mindful Of Mannerism
• Be A Good Guest

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MEETING FUNDAMENTALS

• Build Rapport
• Show you care about themget involved
• Gain eye contact, find the emotional field
• Get Your Prospect To Talk About Themselves
• Ask questions to draw them out
• Really listen
• Show a genuine interest

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MEETING FUNDAMENTALS

• Starting A Successful Sales Talk
• Set The Stage For Action Not Reaction
• Think like your prospect, get to the point
• Who are you
• Whom do you represent
• What do you want
• Whats in it for meWIIFM
• Avoid being abrupt
• Make it naturalfind the bridge and cross it
• Bring your prospect back across the bridgetest
  the bridge

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- PROBE

• Discover what your potential client wants
• Uncover real and perceived needs
• Get your prospect involved in the selling process
• To assess their buying questions

P
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PROBE

• How to help people discover what they want most.
• Enable people to focus on their needs and wants
  in their own mind.
• Listen people into buying.

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THE FATAL FLAW IN SELLING

• The Jawbone Theory
• Sales people who talk their way out of sales.
  Simply put talking more than listening.

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ACCORDING TO WEBSTER

• PROBE
• An instrument used to penetrate, usually for the
  purpose of measuring or investigating.

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ACCORDING TO DENNIS

• PROBE
• To look beneath the surface to discover and
  reveal whats really going on in the prospects
  mind and heart.

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THE ART OF PROBING

• Determine The Tool
• Ask The Question
• In order for me to be of service to you, do you
  mind if I ask a few questions? To Take a few
  notes?
• Listen
• Do not say a word until the prospects gives you
  permission to ask those questions

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OPENING QUESTIONS

• If I would be able to provide you an opportunity
  to increase your financial position, would you
  spend 30-60 minutes to consider it.

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OPENING QUESTIONS

• If this opportunity was assured to work and you
  could identify a meaningful income amount each
  week that you could add to your bottom line in
  addition to your current income, what amount
  would that be?

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FOLLOW UP QUESTIONSTO OPENING QUESTIONS

• Tell me what the extra ongoing income would allow
  you to accomplish?
• How would that make a difference in your life?
• How would that make you feel?

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TIPS ON ASKING QUESTIONS

• Prepare in advance
• Ask open-ended questions
• Ask dominant need questions, avoid offensive
  questions
• Ask broad questions first then narrow the focus
• Should be easy to answer with thought
• Remember to ask then listen

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PROBING A PERSONWHO TAKES SUPPLEMENTS

• Do you currently take nutritional supplements?
• How long have you had an interest in nutrition?
• What prompted you take this interest?
• What are your ultimate goals of supplementation?
• Are you currently taking specific supplements for
  this?
• When would you like to start enjoying the
  results?
• Is there room for improvement? Are you satisfied
  with the results of your program?

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PROBING CONSIDERATIONS

• Seek to understand the prospects deepest
  feelings
• Assure the prospect you want to help them meet
  their needs
• Ask questions to focus issues

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- APPLY

• Show your prospect that you understand their
  needs
• Present the product or plan that will fulfill
  their needs
• Let them experience how the product or plan will
  meet their needs
• Make sure the prospect understand the benefits

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APPLY

• How to show people you can meet their greatest
  need
• To a prospect, any price is too high until he or
  she understand the value of a product or service

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APPLY

• Think Application
• Choose appropriate product or service
• Tailor the application to the needs and wants
• Be your self, allow your personality to impact
• Involve your prospect

• Focus on benefits
• A benefit is an advantage that a
• feature provides
• A feature is a product or service attribute

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FEATURE VS. BENEFIT
EXAMPLE
FEATURE - HANDLE ON TOP
BENEFIT - EASY TO HANDLE
EXAMPLE
FEATURE - AUTOMATIC OVERDRIVE TRANSMISSION
BENEFIT - BETTER GAS MILEAGE
RELATE EVERY BENEFIT IN TERMS OF VALUE
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HOW TO FIND A HOT BUTTON

• Listen during the Probe step
• Look and listen for clues
• If you dont know ask
• What do you like most about what I have shown
  you?
• How will that make a difference for you?

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- CONVINCE

• Validate and prove every claim you made
• Answer any questions your prospect may have
• Justify your price or start up capital to
  emphasize value
• Re-emphasize the importance and relieve any fears
  of buying or committing

C
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CONVINCE

• How to make people believe enough to act!
• TRUTH IGNORED IS NO BETTER THAN A LIE ACCCEPTED!

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DISTRIBUTOR THOUGHTS

• How much of the information does a prospect
  really believe
• The Salesman Perception
• Do you know how you can always tell when a
  salesman is lying?
• What is the prospects value system
• Ultimately, prospects will do what they want to do

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PROVE YOUR CLAIMS WHY

• We stand to gain something
• They have been lied to before
• People are jaded by the oversell

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CLAIM PROVERS

• Never make a claim you cant back up
• If you can prove it, show your evidence
• Back it with references
• Reinforce with graphics, be visual
• Let the prospects experience it themselves
• Repeat important claims

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BRING YOUR OWN WITNESS

• Get a written endorsement of customers
• Testimonial Written, Pictures
• Voicemail
• Fellow Distributor
• Profiles of Success
• Select endorsements carefully
• Treat endorsements with respect and dignity
• Involve happy customers with prospects

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JUSTIFY PRICE PROVE THE VALUE

• Review The Benefits
• Personalize The Benefits
• Interpret The Benefits
• Sell The Key Benefit (Refer To The Hot Button)

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RELIEVE THE PROSPECTS FEAR OF BUYING

• Manage the buying decision with their value
  system
• Help expand the prospects self belief
• Assure them of the wisdom of their choice

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TIE UP

• Negotiate a win-win agreement
• Welcome, identify and answer all objections
• Reinforce your prospects positive feelings of
  buying
• Close the sale
• Set the follow-up

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TIE IT UP!

• HOW TO WRAP UP THE SALE AND TAKE IT HOME!

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NEGOTIATE THE CONDITIONS OF SALE

• Remember people want what you are selling
• If they want it and you want it, then it is a
  simple process of tying up the sale

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HOW TO FIND THE CONDITION OF SALE

• Is there anything that would keep you from going
  ahead with this?
• If I could show you how to solve this problem,
  would you be ready to go ahead?
• Note make sure you understand the conditions.
  
• Okay, let me see if I can understand what you
  have told me

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CLEAR THE OBJECTION

• Simplify the objection
• What I hear you saying is
• Be understandable to their objections, accept
  their feelings, assure the person, be sure to
  respond in the best interest of prospect, put
  yourself in their shoes and respond with
  conviction

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CLEAR THE OBJECTION

• Make sure they understand all the benefits
• Test to see if the objection is gone, do not
  sweep it under the table. You are looking for
  additional sales and referrals lifetime value

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ASK FOR THE ORDER

• Use trial closes throughout this step
• Is there anything else that would keep you from
  going ahead
• Can you see how this can work for you
• Wonder how you will feel when you have
• Ask them to buy when it feels right
• Resume the sale. Is there anything else we
  should include before we finalize the agreement?

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ASK FOR THE ORDER

• Use the either/or close
• Do you like it in red or blue?
• Can I schedule delivery on Wednesday or would you
  prefer it on Monday
• Deal with the fear of making a decision
• If you push, you can lose the sale
• Take as much time as you likeor products
  arethe benefits are consistent

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Reinforce the Sale andContinue the Relationship

• Compliment them on their choice
• Invite them to buy more
• Assure them of satisfaction
• Ask for their help identify great lads
• Confirm you will follow up, set the appointment

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MARKET AMERICAI.M.P.A.C.T. SALES SYSTEM

• The 21st Century Approach To Creating Customers
  And Expanding
  Distribution