Page 87 - Leadership Format System

SECTION
II
Builders Mindset
Making the Sale Winning Principles
• Remember, every presentation is a recruiting presentation first.
• Feel good about yourself, have a positive attitude and dress for success.
• Feel good about the company. You must be totally committed to our concepts.
• Sell our concepts by using our “Leaders with Vision” presentation.
• People need our help. Be a crusader. Be enthusiastic and excited about the good that we do.
• Always get referrals - someone who has bought from you will buy from you again, and is willing to refer you to other people as well.
• There are only two reasons why a client in the right market will not do business with you: – They don’t believe you.
– They don’t understand you.
• Understand up front that 20 to 30% of people reserve the right to make the wrong decision no matter what you do and you should not take it personally.
• You must see both the husband and the spouse or significant other. They both need and deserve to know about the opportunity. • You must be properly certified/licensed with the product provider companies to market products.
• Be sure you use only current, approved sales material.
• Everyone is a recruit until proven differently.
Keys to Making An Appointment
• The best sources of warm market appointments:
– Prospects after a BOP (personal and team)
– Appointments set directly from a prospect list – Referrals from satisfied clients
• The appointment can be handled at the home, the office or a restaurant.
• You control when the appointment is to be set. Use the “ -ish” principle,
(“ I’ll be there 6-ish, 7-ish, 8:30-ish,” etc.). Build in time to be a little early or a little late.
Preparation
• Have all your materials with you:
– Current, company-approved HGI BOP flipchart presentation, and additional support materials
• Make sure your trainee (if training) knows his or her support role. • Know your potential client as well as possible.
For training and educational purposes only. Not to be used with the public.
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