The Art of

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The Art of Getting to Yes!
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Journey of Discovery

• How to talk to anyone
• (Understanding what motivates your contact will
  aide in what to say that interests them)
• Know where they are coming from
• (what they want, why they want it, what they
  dont want, why they dont want it,
  etc., what problems they have)
• Do they want to change their present situation?
• If they are ready, and willing to hear what you
  have to offer
• then, present your SOLUTION!
• Your success will soar!!

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Effective Conversations

• Decide M.D.C.
• Quality conversations to find the RIGHT people
• Self motivated
• Desire CHANGE

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One of three destinations

• 1. No need
• 2. Need, but no desire to change
• 3. Need, and a desire to change

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YOU are the Solution!

• Sell the relationship first
• Then the solution.

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Invest Time in People

• What if you only find one person a month who
• joins you for the right reasons?
• What if that person is prepared to do what is
• necessary to change their circumstances?
• What if each person did the same thing, and so
• on, all within the same 12-month period.
• How many people would you have in your team
• at the end of one year?
• Correct! 4,096 motivated distributors and clients
  doing the right things for the right reasons.

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4 Principles to eliminate rejection

• Aid others in solving their problems
• Listen to what is meant and not said
• The power of dialogue.
• A man against his will
• is of the opinion still

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4 Principles to eliminate rejection

• 4th Principle FEED BACK
• What you think you heard them
• say they want
• Let me see if I understand
• So, what you are telling me is...

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• Traditional
• Selling
• Pyramid

10 Build Rapport
20 Identify Needs
30 Presentation
40 Close
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Natural Selling Pyramid

• 90 Discovering Building a relationship

5 Presentation
5 Commitment
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COLD MARKET

• Starting conversations with strangers
• a friend you have not met yet!
• Where to find people? Look out any window!
• Where do you live?
• How long have you lived there?
• What do you do professionally?
• Do you have a family?
• Do you play sports?

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Begin a conversation

• Compliment on what they are wearing
• Talk about the weather
• Mention a recent magazine article
• You know, maybe you can help medo you know
  someone in your area who has been downsized, or
  someone who is thinking about starting their own
  business. I am looking for someone in this part
  of the country to train and partner with. All of
  the tools and systems are proven and in place!

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Conversation Starters

• What do you do?
• YOU KNOW HOW so many people are finding hard to
  get ahead in todays markets, with corporate
  downsizing, lack of job security, and higher cost
  of living.
• WELL, WHAT I DO IS help people set up their own
  businesses, so they can take care of their
  families and their futures WITHOUT changing what
  they are doing.
• Can you share with me what do YOU do?

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Formula for personal Introduction

• YOU KNOW HOW
• there is a lack of job security?
• the cost of living has tripled in the last 15
  years?
• there are more and more corporations
  downsizing?
• travel times to and from work seem like
  forever?
• most people lack free time?
• there are high taxes?
• both spouses are working, and the kids are in
  day care?
• its getting harder to make keep money?

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WELL, WHAT I DO IS HELP PEOPLE

• Start their own business without impacting what
  they are currently doing with all the systems
  tools already in place
• Do the things they want to do that make their
  heart sing
• Have more time to spend with their families
• Develop another income without changing what they
  are doing
• Get their lives back in control
• Fire their BOSS!

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Discovery Stage

• Do you keep your income options open?
• Are you open to exploring the possibilities?
• Before I explain the details of what I do, do
  you mind if I ask you a couple questions about
  what you are looking for? This is so we will know
  if we have a like-minded match. Fair enough?

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KEY

• Before I get into what I have, what I do, have
  done, or what my business is about, Tell me more
  about your current situation.
• Why do you feel that the timing is right to
  explore options now?

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F.O.R.M.S.

• FAMILY
• Are you married?
• Do you have children? Ages?
• Where do you live? How long?
• What prompted you to move there/here?
• OCCUPATION
• What do you do professionally? How long?
• What did you do before that?
• Travel to and from work?
• How long does it take you?

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F.O.R.M.S.

• RECREATION
• Ask about vacations, hobbies, sports, golf,
  boating, skiing, bowling, tennis, etc.
• Do you have a hobby?
• Play a sport?
• What kind?
• How often?
• Do you like to travel?
• Where has been your favorite place?
• Where would you love to visit?

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F.O.R.M.S.

• MONEY-Motivation
• Is the current status of the economy a concern
  for you?
• What they are doing to prepare for retirement?
  Able to invest?
• What do they do with the spare money each month?
• Have you found the tight job market a concern for
  you?
• Are you on track to be able to retire comfortably
  when you want to?
• SPIRITUAL
• Are you able to do any community or charitable
  work?

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• CLARIFYING EXPANDING
• Tell me more..tell me more..tell me more
• Can I ask you why you said that?
• Can I ask you why you want that?
• Would you elaborate?
• So, what you are saying is?
• What would you love more of?
• HOW DOES THAT MAKE
• YOU FEEL?

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• Do Not Start "Selling" As Soon As You Glimpse An
  Opportunity!
• Do not jump in with your solution as soon as you
  hear someone say something like "I wish I had
  more money"! Instead, find out what is behind
  this kind of statement

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• Go Slow To Go Fast
• Take your time and look at this as a "journey of
  discovery
• Practice, Practice, Practice!
• Practice with real people all the time. Practice
  one thing at a time in small steps. Notice how
  people's attitudes toward you change as you
  progress. In the beginning you don't have to get
  it "right", but you must get it started!
• Don't let your enthusiasm overwhelm people.
• Let Go Of Your Attachment To The Outcome!
• The outcome is a result of the integrity of the
  process. It's the process that will create the
  relationship and, ultimately, the sale. Let go of
  your outcome and your income will increase!

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Solution Questions

• What have you done about it if anything?
• Find out why they got involved, what worked, what
  did not work, and what they would have changed
• What attracted them to our industry in the first
  place?
• What would you love to do if nothing could stop
  you?
• Whats stopping you from getting what you want?
• So if you found something that you felt really
  good about, what would that mean to you?

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• Mary, if you found something that you could do
  part time that could replace your present job
  over the next 3-4 years, what would that mean to
  you?
• Are you prepared to change your present
  situation to get what you want?
• If there were a way to could get what you
  want.do you keep your eyes open for
  opportunities like that?
• If you could do something else and get all the
  things you said you wanted, so that you could
  feel you were moving forward., would you make a
  change if an opportunity came along?

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• Id like to suggest as the next step that
• we review information on the websites.
• we look more closely at the products.
• we look more closely at the business side.
• we get a CD and/or brochure to you.
• we attend a local event.
• we meet other business partners
  on the team. THREE WAY CALL!!
• Agree to a time for the next appointment!!

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• May or may not be open
• Remember to RESIST

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Journey to SUCCESSNO shortcuts!!
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DONT QUIT

• When things go wrong as they sometimes will,
• When the road you're trudging seems all uphill,
• When the funds are low and the debts are high,
• When you want to smile but you have to sigh,
• When cares are pressing you down a bit,
• Rest if you must, but don't you quit!
• Life is strange with its twists and turns,
  
• As everyone of us sometimes learns,

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• And many a failure turns about,
• When he might have won if he stuck it out.
• Don't you give up though the pace seems slow,
• You might succeed with another blow,
• Often the goal is nearer than,
• It ever seems to a faint and faltering man,
• Often the struggler has given up,
• When he might have captured the victor's cup,
• And, he learned too late, with a groan and frown,
• How close he was to the golden crown.

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• Success is failure turned inside out,
• The silver tint of the clouds of doubt,
• You never can tell how close you are,
• It may be near when it seems so far,
• So, stick to the fight when you're hardest hit,
• It's when things seem worse
• that you must not quit.
• SEE YOU AT THE TOP!!