Approach Training

RECORDED TRAINING ON APPROACHES:

712-432-0453 code 7919804#

Listen to this recorded call for great training on setting appointments.

APPROACHES FOR FAMILY & FRIENDS:

If you know someone that Melaleuca can help with our products:

Just the other day we were talking and you mentioned that you were struggling with __________. I'm not sure if I told you but  I havepartnered with a company called Melaleuca who specializes in helping families just like yours who are having challenges with ___________.   I really think you would benefit from them in so many ways.  Would you be open to getting some information?   They might offer some help. We have an online overview at ___ time, I can forward you the link and I will call you 10 minutes prior to the overview and get you all the information!

If you know someone Melaleuca can help financially:

1. Just the other day we were talking and you mentioned that you were struggling with finances because your husband just lost his job. I'm not sure if I told you but my wife and I have partnered with a company called Melaleuca who specializes in helping families just like yours to bridge the gap until things turn for the better in the economy.  Would you mind if we came over and share with you what it is?

Ideas for the approach above Our company specializes in:

•       helping realtors real estate agents bridge the gap between closing

•       helping cars salesmen bridge the gap between payday

•       helping moms stay home

•       helping those in sales who have seen a decrease in pay because of the economy

2.   Hi XXXX its XXXXX how are you??, how are the kids etc, (make normal small talk you always make) I was just thinking about you XXX I know how conscious you are with your health and are always making great healthy choices for your family. I was wondering if anyone has ever shared information with you about Melaleuca, an international wellness company?? 

If YES, say, “Great are you a customer?

"If NO, say, “You just popped into my mind as I was thinking of others that could benefit some products we discovered My family switched stores recently and started shopping wholesale from this total wellness store. I would love to invite you to a free informational call that will tell you why so many people are switching to this store. We are saving money and getting safer products that work better than grocery store brands. We love them. Will you have some time today or tomorrow to get the details like I did?? Then book a specific time.

If you are NEW to the team! Then set up a time with your mentor to three way the guest on – let your guest know that you mentor ( or shopping coach ) may come to the call with you so they can answer their questions because you are still a little new to the company! You want to make sure all their questions get answered.

GENERAL APPROACH

Hi __________________

I was excited to call you, as I have just started a new business venture and I thought of you because ___________________________________________. I would love for you to listen into one of our live informational calls. I think you will find as much value in this company as I have. You may even want to become one of my customers. It would mean everything to have you listen to one of our 25 min calls.  What time/day is good for you?

If you don’t mind also I will have my new mentor with me- he/she has been so helpful, since I am new to this. She will be able to answer all of your questions if I am unable to.

BUSINESS APPROACHES

1. Hi XXXX its XXXXX how are you??, how are the kids etc, (make normal small talk you always make) I was just thinking about you XXX and I know the last time we talked you mentioned you where tired of working outside the home and how much you missed your kids. Well, I also know how great you are with people and how much you like to help others in your current career. I have been working from home with this awesome company for XXX years and because of all your skills I think you would be such a great asset to my team. I would love to share the information about our company! I think if you hear all the details about working for this company it will make so much sense to you.
   
   Our team has a great informational call, what day is best for you Monday or Tuesday, morning or afternoon? Great, I will call you 10 minutes prior to that time (repeat the time set) that way we can chat and then I can three-way you onto the informational call to get you all the information! I know you are going to love the information

BUSINESS APPROACH - SOMEONE YOU KNOW

“Hi Bill – I recently have come across a home-based business opportunity with no large investment, no inventory and no risk. It is an Inc. 500 manufacturing company called Melaleuca. When I saw this presented to me, I thought of you. I’d really like to run the concept past you and get your feedback. Is Tuesday or Friday better for us to sit down for about 45 minutes?”

RESPONSE TO WHAT DO YOU DO?

I work from home with a company that manufactures products that we’re already buying elsewhere, but they are better, safer & healthier. We just help set up customer accounts and the company pays us to do so. It has benefited our family so much!

If they ASK QUESTIONS/ SHOW INTEREST say, “I would love to have you take a look! Let me get your number, and I will call you later and we can set a time to get back together!” (GET THEIR INFO!!!!!!!!- then call and set appt)

ASK FOR HELP

Have you every heard of a company called Melaleuca? It’s a wellness company that manufactures safe products for the home and for personal care.” I have just started marketing their products for them and I need to practice my presentation on 10 people and get their feedback on it to see if I am making any sense. When is a good time for me to stop over/meet me online/meet me on the telephone for about an hour - _______ or __________.”

If you get an answering machine – DO NOT HANG UP…
“Hi _________ this is ___________ calling – I’m sorry I missed you but will try you back – I have something exciting to tell you about.”

The Most Common Concerns at the Approach

I don't have any spare time / money / I'm not interested: 
"I can appreciate that & this may not be for you. Perhaps I could show you just a quick overview as to what I am doing. You may know of someone who might have an interest?"

I don't like selling:
"Welcome to the club. I don't either. One of the things I really liked about Melaleuca is that there is no selling involved. If I could show you what I mean perhaps (you or) someone you know may have an interest?"

This sounds like one of those illegal Pyramid schemes / Amway / MLM:
"You know that's the first thing I thought, but when I looked at it I
quickly realized it wasn't. Perhaps I could show you as you or someone you know may have an interest"

Or

"I know how you feel, I felt the exactly the same way, but when I found out more I realized it wasn't. Perhaps I could show you as you or someone you know may have an interest."

I've had a bad experience in network marketing:
"Can I ask what happened?" (Allow them to explain their experience)
"I can see why you would be concerned, if I could show you that Melaleuca is different would you consider taking a look, as you or someone you know may have a interest"

Can't you just tell me about it now?
This is the TRAP question because some see this as a sign to talk about
Melaleuca...REMEMBER THE OBJECTIVE AT THE APPROACH..to get someone to see or hear the Presentation!!!!!!!!!!!!!!!!!!

"You know I would love to but I'm really not prepared right now & there are some things I'd like to show you, when do you think would be good time to get together?"

If they must know more simply say, "They manufacture their own product line of nutritional, home & personal care products, items that you & I use everyday." I would love to come over and show you some of their products and give you some more information about the company.

"I help set up accounts so that families like yours and mine can catalog
shop from them at wholesale prices."

An objection is basically a question in disguise, that's it!  Simply it's a request for more information from your lead.  Instead of being taken aback, always welcome an objection as an opportunity to provide your prospect with the information he/she needs to make an educated decision.

What an objection is not.

An objection is not necessarily a "No". It is not an end to your presentation. It's a way for your prospect to tell you, "Right now, you haven't given me the information I need to move forward with my decision."

Why do we fear objections so much?

When we first approach people with our opportunity, we are filled with raw enthusiasm. We want everyone to see the awesome potential of Melaleuca. At the same time, we're concerned that our prospect may "object" in some way, thereby rejecting our offer. It's impossible to know when to expect an objection and the more unprepared we are for objections the more we fear them. The antidote to this fear is knowledge. 

When we first call one of our leads, more than likely they were not expecting our call right at that moment.  They may be at work, they may have making dinner or feeding a baby- most of the time we are catching him/her off guard so always ask if it's a good time.  By catching a prospect at a time that is best for him/her will allow him/her to listen more intently and concentrate; so right there, your objections will be cut in half.

Building rapport

If it is a good time, you want to start "building rapport".  Melaleuca is a people business, you want to get to know your prospect so you need to take some time to ask some qualifying questions.

Examples of Qualifying Questions:

• Occupation?
• Hobbies?
• Passions?
• Family?
• Where they are from?

Ask a question, then LISTEN .  Listen to what they say AND to what they do not say.  Call them by name.  Offer a sincere acknowledgment, if appropriate. In short, get to know them.

Starting the Approach

If they ask what the business is about, tell them it is Melaleuca.  DON'T go into "it's a CDM company based in Idaho Falls and is the second largest…..they have over 300 products…" INSTEAD let them know that it is a company that enhances lives and offers the opportunity to allow more family time, helps people to make enough money to pay their bills or even replace an income. 

Don't just show and tell about the products, speak of the benefits Melaleuca has.  Think of how a good advertisement sells a company. "We don't make the clothes, we make people warmer……. We don't make cars, we make it safer to go places…We don't make shoes, we make you run faster…..We aren't just a weight loss product, we make people feel better about themselves." 

People want to know what is in it for them.  We can't tell someone what they want. THEY will tell you by what they answer from your pre-qualifying questions.  LISTENING is the single most important thing you do during the beginning process. 

Remember, "A man convinced against his will remains of the same opinion still". Never pressure your prospects into a decision; instead, support them in making their own decision- NEVER argue!

Feel, Felt, Found Method

Keep in mind, a sincere objection is the sign of sincere interest.  Get good at using the tool of "Feel, Felt, Found".

"I completely understand how you FEEL !  I FELT the same way too a couple of years ago when I first got started, but what I FOUND was…"

Regardless of what the objection may be, stay enthusiastic about our team and company.  If you make it sound enjoyable and fun, that just makes it harder for someone to find objections.