Wednesday, April 25, 2012
3:31 PM
Host – 2007 Eagle
Winner & Double Platinum Debbie McDonald
What an exciting time with Team National. I've never heard
so many states represented from all across the US. So, welcome to the call
whether this is your first time listening in or if you've been listening for
years, we're excited to have you here.
"This is one of the most exciting times in our company history, as many of you know this year we are celebrating our 15 year anniversary. We're featured in Success From Home magazine for the 4th time. It is now on newsstands all across the country and available for order on bign.com. This has certainly created a buzz all across America, showcasing TN, how we're different and what we do." - Debbie
We have some incredible things going on in the company…
Cruise Promo – 15 points and you're cruising. This promo is
in full swing and the momentum shows that many folks are working towards that.
Only 65 more ocean view cabins left to fill, so get those sales in.
"We were recognized (by the Direct Selling News) as being in the 100 Top Global Direct Selling Companies. In fact, we're #48. That's so powerful, especially considering that the other companies in this elite group are international and we only do business in the US. Every year we have moved up in the rankings. " - Debbie
Sales have increased from last year. So far this year, we
are up double digits in sales alone. So, you're in the right place at the right
time with the right company.
The focus of this month's Wednesday morning Business
Development & Leadership calls is on how to increase your closing ratio.
Basically, how to write more business, get more sales and just be better at
getting more people to join your team. More sales are created in the living
room than anywhere else.
The leaders will all tell you that more memberships have
been sold in living rooms than at overviews, conventions, and any other venue.
So today's class is on the kitchen close with our newest Eagle Winner & Double Platinum Bobby
Matheny. When it comes to this topic, he is truly the best of the best.
"I'm very passionate about closing the sale. No one wants to be closed, so be sure first and foremost, to watch your terminology. When you're in front of a prospect, you never want them to hear you say , "hey, would you close my sale or meeting to your person on the phone. Closing the sale (getting ink on the paper), coming home with a contract starts on 1st base, with your approach." - Bobby
It's an attitude. They are going to join you, not the
business. You become what you think about. Read The Magic of Thinking Big by
Dr. David J. Schwartz. Also, Think and Grow Rich by Napoleon Hill. You can proclaim it. Think it.
So I want to take you into the living room, after the DVD is
over…This is where a lot of us may tend to be uncomfortable, i.e. what to say
or what actions to take?
"We have developed TN tools to help you in closing the sale. However, the keys you bring to the table, your technique and skill, factor in considerably. With practice you will get better. Your body language alone, as you watch the DVD is a determining factor in closing the sale. Stay focused. This is not a time to multitask. " - Bobby
4 main questions
that will be of great value to you in getting information at the kitchen table,
thus enabling you to get that kitchen close are:
1 – What do you like
best? The savings, income or
both. Most of the time, when you call
someone to wrap up, if you are standing far away, you cannot hear the
prospect's questions. But, if you're in close proximity, you can hear what they
ask and it is a warmer approach, instead of repeating their question to your
person on the phone.
Be sure to have in your hands or on the table the following: the minimum of a SFH magazine, Save and Earn Guidebook and applications. These materials are key in doing the kitchen close. "At the kitchen table is where families have made major decisions all their lives." - Bobby
2 – Which membership
makes the most sense for you? Explain the difference in the 2 memberships.
3 – (Ask the wife) Do
you think your husband can build this business? If you sell this concept to
the wife, they'll do it.
4 – Gotta talk about
the money. If you did buy the premium membership, how would you pay for it?
Check, credit card or perhaps finance it?
Also explain the importance of placement and positioning…in
order to establish that fear of loss and sense of urgency.
Also ask where they see themselves on a scale of interest
from 1 to 10.
Fortune is in the follow-up. Give folks the time to think
and pray about it. It is a major decision. Leave them with some materials, so
you ensure coming back briefly to pick these items up the next day and also giving
yourself the opportunity to close the sale then.
How much do you believe in what you're saying and doing?
Remember folks, your belief needs to be 100%. This attracts people to you and
your success. Personal development and growth are key in building your own
belief system. Listen to the Success Club audios and read the books. Attend
events and get on conference calls.
Assume the sale. Gotta AFTB – Ask For The Business. Don't
give up. Have professionalism, keep your belief level high. Stay persistent. You close people, tools don't.