TOPLEADERS SUCCESS PLAN- FOLLOW UP AND CLOSE

The Way You Do Anything Is the

Way You Do Everything!

Dr. Jerome Garrison, Sr.

The Follow Up is where you use a 3rd

party to answer prospect questions

and objections

• Sort – Use scripts to interview the prospect about what they thought about product/opportunity.

• Get them to a 3rd party – 3 way call• Use additional tools if needed (comp plan,

website, article, video, etc.).• Get them to a live event.

Steps in the Follow Up Process

Be sure your posture is right for follow up:• Are you 100% confident in the products

and opportunity• Don’t defend your company• Do not sell after the presentation• Do not beg and convince people• Sort – no matter what part of the process

Follow Up Rules

STOP

Scripts and Role Play

3-way Call

The 3-way Call is when you and an upline sponsor or team member are on the line speaking with a prospect. It is the single most powerful tool we

have because it bridges the gap between your inexperience and your

team’s experience

Enthusiasm - You share your enthusiasm with prospects and point them to 3rd party expert

Verification - Once they have received information and have questions, get them to the 3 way so someone else verifies information

Edification – important to make prospect feel comfortable with the person on the line and make them aware of their experience.

Elements of the 3-way Call

• Helps build credibility (when the person doing the call is edified)

• Offers 3rd Party validation (taking it off you)

• Earn while you learn• Leverage and duplication• Don’t have to build in isolation –

team concept

Why Is the 3-way Effective

Give the person doing the call an overview of the situation prior to the call. Should include:• Personal background – how you know

them, life situation, married, working, etc.

• Summarize the information they saw (video, etc.)

• Describe what the prospect told you they liked about the information.

• What is the prospects desired goal?

Introduce Upline and stay quiet!

How Do I Do a 3-way

Assessment #5

The Close

The purpose of the Close is to ask for the decision.

Are you ready to get started?

Closing Question

• Once they express interest in getting started, be quiet and take their information. Don’t talk them out of it.

• Have applications available for them to complete.

• Setup the Getting Started date (see Getting a New Distributor Started training)

Closing Rules

Follow Up Tracking System

Document and track each Follow up using an Index Card system. You need:• Multi-color index cards• Index card box• Labeled dividers for each month

in the year

Topleaders Follow Up System

STOP

Set up Your System