Welcome to Prospecting Boot Camp

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Welcome to Prospecting Boot Camp

Subscribe to eListswww.theplanofaction.com
And www.oneteamglobal.com
Hosted by Team Elite Karen Johnson
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Welcome to Prospecting Boot Camp!

• GOOD MORNING! PLEASE REMEMBER OUR HOUSE RULES
• NO COLORED LIQUIDS
• PLEASE PICK UP ANY TRASH AFTER OUR EVENT
• PLEASE REPLACE CHAIRS
• BE WILLING TO PLAY FULL OUT!!

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Agenda

• 800 AM REGISTRATION (Requires verification 30
  names and numbers that can be called this day)
  
• 900 AM WELCOME INTRO/ WHY YOU CAME? FEELINGS
  WHEEL
• 930 AM ANATOMY OF INVITING/ MISC SCRIPTS, 1,
  2, 3-Way SYSTEM
• 1015 AM SPEED QUALIFYING EXERCISE
• 1030 AM FACILITATORS READ THROUGH
• 1045 AM TEAM CALLING/ SELECT TEAMS
• 1100 AM TEAM CALLING
• 1215 PM RECAP OF TEAM CALLING RESULTS, ANATOMY
  OF VALIDATION PARTNER THREE-WAY, BUILDING A
  BUSINESS PLAN, TIME MANAGEMENT, ACCOUNTABILITY,
  PREPAREDNESS, COMMITMENT
• 100 PM Close
• 600 PM MDT LIVE ANTIAGING CALL
• 218-486-1300 PIN 347214

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WHY DID YOU COME TO BOOT CAMP?

• What do you want to gain?
• What has been holding you back?
• Why have you come back?

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Enthusiasm
Sponsor
Frustration
Shock
Daily Goals
Emotion Wheel
Denial
Surrender
Fear
Recommit
Anger
Quit
Immobilization
Inspired by Karen Johnson
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Og Mandino

• I will practice, and improve, and polish the
  words I utter to sell my goods, for this is the
  foundation on which I build my career and never
  will I forget that many have attained great
  wealth and success with only one sales talk,
  delivered with excellence.
• THE GREATEST SECRET IN THE WORLD
• The Scroll Marked IV
• 
  

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My Reality and Your Reality

• Dont believe a word I say
• It is only my reality!
• But just for one day
• Surrender!
• Use the Scripts!

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Review Additional Scripts

• Galvanic Practice/Training Demo Script
• Galvanic Launch Call Script
• Galvanic Launch Meeting
• NEW 123Way NS-Spa.com
• TE Eric and Stacey Karlen

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Phone Greeting Option (a)

• Hello. This is _______ ________ you have reached
  my offices. I am in a meeting or on the phone.
• Leave your name and number at the sound of the
  tone and I will get back to you as soon as I can.
• Make it a GREAT day!

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Phone Greeting Options (b)

• Hello. This is _______ _________ with Solutions
  for Anti-Aging.
• Leave your name and number at the sound of the
  tone and I will get back to you.
• Make it a GREAT day!

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Voicemail Message Options

• Hi _____, this is ______. Listen, I have some
  news! Call me as soon as you get this message it
  is important. My number is ___-___-____. Let me
  repeat that it is ___-___-____ Ill look forward
  to your call.
• Hi _____, this is ______. Long time no see.
  Listen I am working on a project that I think
  might hold some interest for you. Call me as
  soon as you get the message my number is
  ___-___-____. Let me repeat that it is
  ___-___-_____. I will look forward to your call.

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Cold Market Message

• Hi _____, this is ___ ___ (first name, last
• name). We do not know each other yet, but your
  name came across my desk recently in regards to a
  project that I am working on that I think might
  hold some interest for you. Call me as soon as
  you get the message. My number is ___-___-____.
• Let me repeat that it is ___-___-_____.
• I will look forward to your call.

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TE ERIC STACEY KARLEN

• Again, you do not want to sound like you are
  reading-- so make this sound like you
• Step 1 Create Curiosity.  If have not talked to
  in awhile, warm up the conversation with FORM
  format (Family, Occupation, Recreation, Money)
  and get them talking about themselves for a few
  minutes.  They will then ask me what is new with
  me. 
•   
• "Actually John, I just started marketing a NEW
  non-surgical facelift device.  It's a handheld
  device that costs less than one shot of Botox,
  and it makes people look 10 years younger in only
  10 minutes.  In fact, it was just featured on Fox
  News and the Today Show, and our sales are off
  the charts even in this economy!  We are
  expanding our marketing and distribution... and I
  think this is something you MIGHT be interested
  in taking a look at".
• Prospect  Wow!  Tell me more about that." 

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TE ERIC STACEY KARLEN

• "You know I would love to, but you really have
  to SEE it for yourself.  Tell you what, write
  down this website-- www.nsevideos.com.  That way
  you can see the Galvanic Spa and how it works,
  and even view the news coverage from Fox News and
  the Today Show.  Are you in front of a computer
  now?  Great, take a look at the site and I will
  call you in 15 minutes." 
• (If they say no, find out an exact time when they
  can look at the website, so that you can schedule
  a follow up call 15 minutes afterward and
  determine the next step).

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TE ERIC STACEY KARLEN

•   "Tell you what Sally, we have a demonstration
  tomorrow at 6pm.  You have got to come see
  this." 
•   
•  OR
•  "Tell you what Mike, let's get together at
  Starbucks TODAY and I can show this to you". 
  OR   "One of the top earners in the company is
  going to be doing an overview conference call to
  explain the market size, target markets, and what
  we are looking for."
•   
• Step 3 3way Call. 

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Warm Market Script

• ONE, TWO, THREE-WAY
• Hi, ______ this is _______ is this a good time
  or a bad time?
• (Yes) (Clear the Time) Great! (Warm up with
  F.O.R.M. F.O.R.M. Family, Occupation,
  Recreation, Money. These are great warm market
  conversation starters. How are your kids? How is
  work? Have you been playing any tennis?) I
  actually only have a minute between phone calls
  myself. I want to catch up on personal things,
  but the reason I called has to do with business.
• Before I go on, I just need to ask you one
  question, because I do not want to waste any of
  your time, or mine
• If there was a significant amount of money on
  the table Do you ever keep your eyes open for
  projects outside of what you are currently doing,
  or not? (QUALIFYING QUESTION)

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Qualifying Question

• If there was a significant amount of money on
  the table Do you ever keep your eyes open for
  projects outside of what you are currently doing,
  or not?

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Identify their Why

• (Yes) GREAT! Can you tell me why or what would
  cause you to be open right now?
• OR
• _______, since we know each other pretty well, I
  know you keep your eyes open especially with
  this economy. So do I and I just came across,
  the Mother Lode!

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Power Line

• (SIZZLE) ______, I am working on a project with
  a company that I think might hold some interest
  for you. We are a 1.2 Billion ANTI-AGING company
  and are launching a new technology here in (his
  or her location) that has HUGE potential.
•  
• Its a hand-held unit that uses energy and can
  literally erase lines and wrinkles in 12 minutes
  no needles, no surgery no pain!
•  
• We add to that the biggest discovery in the
  history of anti-aging science called AGELOC and
  we have a grand slam!
•  
• The best part is we have the exclusive, global
  rights to the patents! The domestic potential
  alone is in the billions and we dominate our
  market space!

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• Weve developed a simple Process, ______ to get
  you the information youll need to make an
  informed decision.
•  
• Were hosting an Invitation ONLY National
  Conference Call on _____day to lay out our
  marketing strategy for the launch of AGELOC. The
  call is at ______ AM/PM and will answer 95 of
  your questions logically and in sequence.
•  
• This will be the BIGGEST story in the history of
  Anti-Aging, ! Weve already been covered on the
  NBC Today Show and in Forbes Magazine.
•  
• AGELOC will be in EVERY bathroom and hotel room
  The ONLY question is who is going to own the
  market share?
•  
• You do NOT want to miss this, _____. Is there ANY
  reason why you cannot clear your schedule? (No
  means yes they can listen) (Yes means no they
  cannot listen)

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• Great. I will call you about 5 minutes before
  hand and three-way you in, so you wont have long
  distance charges.
•  
• What number is best to reach you on at that
  time? __-_____. Now, did you write this time
  down, ______? I wont get your voice mail will
  I? ? (No)
•  By the way if you have the time, go to
  www.NS-Spa.com to see some video clips before the
  call.
• Perfect. I look forward to your feedback. Bye.

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• ______, I have some great news! We have a
  Plan B. We are going to replay it at ______
  AM/PM. Can you make that happen? (Yes.) Great!
  Ill call you then.
•  
• (No) No problem. We have actually have a Plan
  C in place. We archived a recent Call. When can
  you schedule 25 minutes to listen to it? Can we
  do it right now? (No)
•  
• Why dont we do it this afternoon at lunch time,
  or tomorrow before or after work? (Set the
  appointment) Ill call you at _____ AM/PM.
•  
• What is the best number to reach you on?
  __-___-____. Now, you did write this time down,
  ______? I wont get your voice mail will I? ?
  (No)
•  
• Great! We have a limited amount of incoming
  lines for the call and I just want to be sure
  this works in your schedule. I will look forward
  to your feedback.

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Questions say the following

• If the prospect starts to ask questions say the
  following
•  
• Great question, ______. Would you jot that down?
  As I mentioned, literally 95 of your questions
  will be answered in logical sequence on the call.
  So hold that thought and we will deal with any
  and all questions you have after the call is
  over.

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Note

• Note We recommend that you personally three-way
  the prospect in to the calls.
• If you are Part-Time or have another conflict,
  you will give them the number.
• Get a Clear Definite Future
  commitment/appointment when they will listen.
  This is fine. Just make sure to tell them that
  you will call them a few minutes before to
  confirm that they will be on the call. Enter both
  pre-call and conference call into your calendar
  or palm device.
• This next Step is the MOST Important. Schedule a
  Validation Partner to be standing by for a
  three-way right after the call.
• Please do NOT telegraph that a third party will
  be on the line to the prospect.

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Contact Validation Partner(s)

• This next Step is the MOST Important.
• Schedule a Validation Partner to be standing by
  for a three-way right after the call. Please do
  NOT telegraph that a third party will be on the
  line to the prospect.
•  
• Immediately start calling your Validation Partner
  Three-way List to set up 3-way call with the
  prospect (Can be direct Upline, Downline or
  Crossline). Leave messages on all their
  voicemails. Go with the first available partner.
•  
• I have prospect on a call at ___AM/PM Time Zone
  and I will need a Validation Partner three-way at
  _-__AM/PM Time Zone. Please get back to me ASAP
  to confirm or deny availability.
•  
• This is the 3-Way in the 1, 2, 3-Way System,
  with a Validation Partner to help you handle
  questions, set up follow up and close when
  appropriate.

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Team Calling Facing Your F.E.A.R.

• Gary Scott, from his Book
• SUMMITT STRATEGIES
• Secrets is Mastering the Everest in your Life
• COURAGE is resistance to Fear,
• MASTERY of Fear
• NOT the absence of Fear!

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TEAM CALLING PARAMETERS

• Assign Team Partners (PLEASE DONT TALK)
• FIRST person is Accountability Partner for BOTH
  (Tracks all activity on Time Management Sheet for
  the Team)
• Take all personal items and SCRIPTS
• Go IMMEDIATELY to your calling space
• No Chit Chat (BAD ANGEL ?)
• START CALLING IMMEDIATELY STAND UP (ALTERNATE
  Give Feedback)
• CELEBRATE AFTER EACH CALL High FIVE!!

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Introduction to Validation Partner

• INTRO TO VALIDATION PARTNER AFTER CALL
•  
• Before the call, tell the prospect, I will hang
  up to clear the line after the call and then call
  you back to brain storm.
• Call the VP FIRST, and then call the prospect
  back and say
• (Prospect), earlier today I was talking to one
  of the Partners and he/she offered to brainstorm
  with us after the call.
• (Prospect), this is (VP) ______ he/she is one of
  the most respected people in the Company
  (edifying description). (VP) ______, this is
  (Prospect).
•  
• LISTEN AND TAKE NOTES. Do not interrupt!

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Anatomy of a 3-Way

• 3-WAY AS SENIOR PARTNER HAVE FUN
• It is nice to meet you ______. (Rep) said some
  wonderful things about you, so I offered to help
  brainstorm how we can launch in your area. Before
  we start, could you give me just a thumbnail
  sketch of your background? What do you love most
  about what you do and what do like least? (Gets
  them talking about themselves.)
• ASK WHAT CAUGHT THEIR ATTENTION discover their
  Hot Button FOCUS ON THAT LET THEM TALK
  ______, tell me what part did you like best
  about what you just heard. Optional From what
  you just heard, which part did you feel was most
  compelling/exciting/interesting?
• EXACTLY, I completely agree that is one of the
  best parts about the project. ANSWER QUESTIONS
  _______, do you have any questions about how we
  do, what we do or how to get started? Use
  questions to re-sell the highlights of the
  project, i.e. the Monopoly/Exclusivity, Timing,
  Money, Market Share, Scientific Infrastructure,
  Product Quality, etc. and to BUILD TRUST.
• INVITE THEM TO JOIN Scale of 1 to 10 Close
• After answering a few questions, Can I ask you a
  sincere question,_____ ? Wait for the answer. On
  a scale of 1-10, 1 you never want to hear from us
  again ? and 10 you are ready to get started
  today/tonight, where would you gage your
  interest?

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Anatomy of a 3-Way

• 6 GREAT! I tell people if they are a 7 they
  are in and all of the rest of their questions
  will be answered in training. Is there any reason
  we cant call customer support and get you
  started right now? It only takes a few minutes!
  What additional information do you need to move
  to say an 8 or a 9, and come on board? What
  additional questions do you have that I can
  answer for you?
• 5- Sounds like it is not for you, am I right or
  wrong?
• (Wait for the response. Some are just not quick
  to indicate interest.) (Right)
• Who do you know who might be looking for their
  next financial home run? Do you have a sister,
  husband, neighbor who might be open? Who do you
  know in the beauty or glamour industry? Who is
  the most successful entrepreneur you know? Who is
  your realtor? Who is the best sales person you
  know?

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Anatomy of a 3-Way

• Why dont we schedule a demo of the Galvanic Spa?
  The least I can do for you is help you turn back
  the clock! What night this week is best for you
  or would the weekend be better?
• BE SURE to validate and edify the rep during
  the call. You know you could not be in better
  hands than with (_____).

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Anatomy of a 3-Way

• After the first VP Three-way, most prospects
  usually are not a 9 or a 10 but a 6. Additional
  information and thought is required to make a
  commitment. Remember, this is a Relationship
  Building Process not a Sale.
• ______, we realize that for most, this is the
  first step in an information gathering process.
  Between more information on the Company, the
  Technology and Products or how the Money is made
  which of those is most important to you?

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Due Diligence

• Perfect! The next step for you is to review our
  Web site. Do you have a pen? Great. Everything a
  potential representative needs to know about the
  project is there.
• (The VP will decide what info, usually on a Web
  site best fits the Prospects needs)
• It could be www.(yourname).NSEDreams.com or
  www.NS-Spa.com
• Well send it (the link) right away, can you
  review it later tonight or would tomorrow be
  better? (Tomorrow)

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Clear Definite Future!

• Great! So that we do not have to chase each
  other, would morning, afternoon or evening be
  best for you to chat next? Afternoon. OK, is 2 or
  4 PM best? 4 PM. Perfect... talk to you then.
• This is called a CLEAR DEFINITE FUTURE.
• This means, You NEVER leave a conversation with a
  Prospect in process in person or on the phone
  without a DEFINITE appointment in your calendar
  and theirs when you will talk next, to discuss
  their feedback (WITH a Validation Partner on the
  phone FIRST)

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Clear the Line

• Saying CLEAR is also a code to the validation
  partner that you have cleared the line on a
  land line and released the connection with a
  prospect, by pushing the flash button twice or
  more to secure a DIAL TONE, after the prospect
  has hung up. In order to clear a cell, you must
  hang up and call back.

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Clear the Time

• Again, this means to clarify that your prospect
  has a couple of minutes to talk at the very
  beginning of a conversation. It is recommended to
  Clear the Time on all calls, it is good phone
  etiquette.

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Prospecting Process Loops

• The Prospecting Process from this stage forward
  simply loops back again, and again, with a Senior
  Partner. The objective is for the SP to REV THE
  PROSPECT UP AGAIN by referencing the information
  that was reviewed and building upon it and then
  closing again.
• Always have a Validation Partner on the phone
  before making the first and subsequent follow up
  calls to the prospect. It is also recommended
  that when possible a different or new VP is
  utilized thus using the power of Multiple
  Voices.
• If more information is required it is sent and a
  follow up scheduled, until a definitive yes or no
  is achieved. Most reps require 3 to 5
  conversations before coming on-board.

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Never Talk Alone!

• If the Prospect calls the Rep before the
  scheduled follow up let it go to voice mail or if
  answered, say the following, (Prospect) _______,
  I am in the middle of something right now. Where
  will you be for the next hour or so? I will call
  you back as soon as I can. Get a SP on the phone
  before you call them back.
• The default position is always to sign the
  prospect up as an ADR Customer if the business is
  not right at this time.

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Anatomy of a 3-Way

• Now, ______ we have a limited number of incoming
  lines on the call so I just want to confirm you
  will be on, Right? ?
• Great. Lets plan on brainstorming afterwards
  how you can own that market, ________. Talk to
  you then. Bye.

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Presentations

• The following Presentations are options for the
  Second Step/The Presentation in the 123Way
  SYSTEM
• A LIVE Call or Meeting of your choice
• Karen Johnson Denny Pretz Recorded Anti-Aging
  Call 512-703-6701, 30 minutes
• Alan Nagao Galvanic Spa Call 641-715-3468 PIN
  214595
• NS-Spa.com /or Gary DeRitter 480-289-7000 Option
  1 or 2
• Jeff Mack ANTIAGING Call 20 minutes
  1-800-487-1155
• Jeff Mack www.NSEDreams.com
• LIVE DEMO Galvanic to Close, using Flip Chart
  through to the 1 Kit or 5 Kits conversation.

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Other Word Tracks

• Great question. Would you jot it down? As I
  mentioned, literally 95 of your questions will
  be answered in logical sequence on the call. So
  hold that thought and we will deal with any and
  all questions you have after the call is over.

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Time Management
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Time Management Sheet
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Tracking Your Numbers
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Contact Management Sheet
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Organization Progress Tracking
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Key Points to Remember

• Scripts located under scripts on
  www.theplanofaction.com
• Time Management Tools (Contact Mgmt and Time Mgmt
  Sheet) located under Time Management on
  www.theplanofaction.com
• Increase cell phone minutes, get unlimited long
• distance at home, know how to do 3-way
  calling
• Find a Friend/Partner to work with in this
  business
• Teach your team to duplicate verbatim so they can
  
• duplicate the system

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You Own A Mobile Business

• You can work anywhere and anytime
• YOU NEED
• Telephone with 3-way calling
• Prospecting Notebook (including Scripts, Contact
  Mgmt and Time Mgmt Sheets)
• Day Planner or Palm Pilot
• Senior Partner Phone List for 3-ways

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Future Team Elite Commitment

• I will Persist Until I Succeed!
• I will stay plugged in all 3 weekly calls
  MMFC, MTC, SNTC
• I will attend all TEUs, Regional Events and
  Conventions
• I will build a business plan/set goals. Be
  accountable read the scrolls