© 2001 Nu Skin International, Inc. Nu Skin 180 ° ® Anti-Aging Skin Therapy System Overview.
Nu Skin Training
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Transcript of Nu Skin Training
BREAKING THE ICE
ắ
Agenda: 10:00am: 10:10am Break The Ice10:10am- 10:15 Why Are You Here?10:15am – 11:05am Why MLN Why NS Why Now11:05am – 11:20am Duplication Plan (Emerald Pan, Ruby Plan 1000, Power of One)11:20am – 11:30am Goal Setting11:30am – 11:35am Create Contact List 11:35am – 11:45am Inviting 11:45am – 12:00am Presenting12:00pm – 12:10pm Getting Started12:10pm- 1:00am Skitz/Role Play (Invite, Present NP, Getting Started)1:00pm-2:00pm Lunch2:00pm-2:10pm Prospecting/Follow Up2:10pm- 2:25pm Handling Objections2:25pm- 2:35pm 2 Minutes Story2:35pm-2:50pm Edification/3 Way Call2:50pm – 3:00pm 3 Way3:00pm – 3:25pm Skitz/Role Play (Edification, 3-way Call, Handle Objections)3:25pm-3:40pm Product Knowledge/Recognition3:40pm-4:00pm Recognition and Wrap up
A new $150M Innovation Center
WHY NOW
WHY NOW
Duplication Plan
GOAL SETTING
2012 AVERAGE MONTHLY COMMISSIONS
EX
$401
1
$801
4
$1,392
8
$10,532
12
$51,436
6
14-US0513NR
ANNUALIZED1
1- Average Monthly Commissions Multiplied by 12
2-These averages are calculated by taking the average of the total monthly distributor/executive payee count at each level and dividing it by the total number of monthly Active Distributors
Generating meaningful compensation as a Distributor requires considerable time, effort and commitment. There are no guarantees of financial success. These figures do not represent a Distributor’s profit, as they do not consider expenses incurred by a Distributor in the promotion of his/her business and do not include retail markup income success.
The average commission paid to U.S. Active Distributors each month was $133.92. The average monthly commission paid to U.S. Active Distributors who earned a commission check was $1,010.26. On a monthly basis, an average of 13.26% of U.S. Active Distributors earned a commission check. Active Distributors represented an average of 39.91% of total distributors.*
*Total distributors includes all distributor accounts currently on file, irrespective of whether they have been active (e.g. purchasing products etc.). It does not include preferred customers.
2
$2,720
$4,812 $9,612 $16,704 $126,384 $617,232$62,892$32,640
$5,241
For information on the average percentage of distributors at each level see the table below
MONTHLY
RUBY DIAMOND BLUEDIAMOND
EMERALD
BUSINESS GOALS• How many hours working
NS/week
• How many new contacts/week
• How many presentations/week
• How much Group volume/month
• How many bonus pool points/month
WHAT % FOLLOWED THROUGH WITH THEIR GOALS?
Source: Brigham Young University, “It’s Not About the Money”
“That is a good idea”
10%“I will do it” 25%“I will do it by a specific date”
40%
Set a plan 50%Told someone else about my plan
60%
Set a specific time to report progress
95%
1. State the goal (be very specific)
2. Why?3. When?
(be very specific)
4. What are you willing to give up for your goal?
5. Who will be your validation partner?
Very few people know exactly what they want out of life, and only 2% have a written plan to follow in order to achieve these goals.
1. Find your WHY
2. Set a GOAL
3. Create a PLAN
4. Make a COMMITMENT
5. Take ACTION
Method to use:
KNOW WHAT YOU WANT
WORK SHOP GOALS
CONTACTSPROSPECTING
HOW TO
CREATE
YOUR
LIST
INVITING
THE 5 C’s1. Clear the time
2. Compliment
3. Create Curiosity
4. Control
5. Commitment
CLEAR THE TIMEDo you have a minute? Clear present timeDo you have any PLANS for tomorrow at 7pm?Clear future time so they don’t come back and say they will be busy at that time after hearing the invitation.
COMPLIMENTAlways open with aGENUINE compliment:John, I’ve always admired what you do, and your success….
Jane, your positive attitude has always impressed me…
CREATE CURIOSITYUse powerful words and say only
enough to PEAK THEIR INTEREST
Example for the Galvanic Spa
“I’d like you to see an incredible new technology that is literally changing the face of the anti-aging market.
In just 10 minutes the improvement in the way people look is amazing. We have the exclusive rights
for this technology. We are talking huge potential and no one else can get it.
I want you to see this amazing DEMO Tuesday night at my home at 7 PM.”
Don’t take more than 3 minutes!
CONTROLOnce you have peaked their curiosity, they will ask you questions.
DON’T ANSWER!
If you satisfy their curiosity,
they won’t be there!
Getting them to really commit, is the most important step!
“I’ll check my schedule…”25% chance of show
“I’ll really try to be there…”35% chance of show
“I will definitely come!”50% chance of show
COMMITMENT
THE SW FORMULA• Some Will• Some Won’t• So What• Someone’s Waiting
PRESENTSYSTEM 7
Select from the following 6 packages above The only purchase required to become a distributor is the not-for-profit Business Portfolio. All other product purchases, including any additional business kits, are optional.
Customer/Distributor
1 or 2 Packages
Business BuilderBuy 3 and get
1 Package FREE*
Weig
ht
Management
Anti-
Oxidant
Package
Body Spa
Prote
in
Boost
Nano
Weig
ht
Manageme
nt Pro
tein
Boost
Getting StartedPearls
Packag
e
*With a Subsequent Purchase of $200 or more within 30 days
1. JOIN THE TEAMwww.NuSkin.com or 1-800-487-1000
Distributor- Order Products at Wholesale- Participate in ADR Program- Connect 6 Level Up
52
3. FOLLOW THE SYSTEM
SCHEDULE YOUR STRATEGY SESSION (NEXT 48 HOURS)
RESISTER FOR THE NEXT System 7 EVENT
GET INTO ACTION!!
4. BECOME AN EXECUTIVEEXECUTIVE QUALIFICATION
5. BECOME A RUBY
YouExecutive
Executive Executive Executive Executive
Every 6 Months:- Success Trip- Product Launch (LTO)- Recognition Event
Skitz/Role Play
Invite Present
Getting Started
LUNCH BREAK
Prospecting
a)You’ve been very successful and I’ve always respected the way you’ve done business
b)You are super sharp. Can I ask what you do for a living?
c)When you told me you (hate your job, need more money, wanted to find a new house,etc.) were you serious or were you just kidding around? Great! I think I’ve found a way for you to (get it/solve the problem/make it happen).”
INVITE
Prospecting: Direct Approach
b)Have you thought of diversifying your income?
c)Do you plan on doing what you’re doing now for the rest of your career?
c)I think you will like what I do!
INVITE
Prospecting: Indirect Approach
If the prospect starts to ask questions, they are curious. This is good. Just say the following:
“I don’t want to spoil the movie for you!”
a) “This is exactly why we need to meet! I will show you everything then and I will also be able to answer your questions.”
b) “Why don’t you review the information, it will help you formulate your questions so I can help you better… I will call you back after you have reviewed the website.”
Keep the curiosity high – don’t satisfy it!
INVITE
IT’S NOT ABOUT YOU, IT’S ABOUT THEM
• Listen, not just hear• Understand their needs
See it from their perspective Ask the right questions Leverage available
resources (media, PIP, YouTube, etc.)
Be prepared before you go
TIMING NOT “RIGHT”1. “12 O'clock” principle
2. If the prospect is not at “12 O’clock”a. Ask permission to periodically update them on the
business b. Ask them to contact you, if things change
c. Always “keep the door open” Remember, You can’t make it 12 o’clock for Them.
FOLLOWUP
“THE FORTUNE IS IN THE FOLLOW-UP”
Most people never follow-up with their prospects because they are afraid to be told “no.” If you just make the calls and then follow-up, you will succeed.
HANDLING OBJECTIONS
• Leaders Sift & Sort• Some people aren’t at 12 o’clock• Others aren’t right for this business• Only 4 “Aces” in a deck of cards
• Some objections indicate valid concerns
• Your response can enable your prospect to see themselves successful with their Nu Skin business
THE ART OF HANDLING OBJECTIONS
• Get Help with Objections when First Starting• Listen without Interrupting• Don’t Assume – Ask Questions• Repeat for Clarity• Don’t Argue• Be Precise &
to the Point• Be Prepared• Tell a Story
TIPS
I DON’T HAVE TIMEWhat you’re saying is:
“You’re busy, but if I could show you a way to be successful with the time you have,
you’d be interested?”
I don’t have time!
Leverage
Part-time
System
Team
I HAVE NO TIME1. No Time = No Leverage
2. It is like saying, “I have to walk to work everyday because I don’t have time to learn how to drive a car.”
3. You will NEVER have time unless you find a way to Leverage your time. Every time someone tells me “I don’t have any time” I immediately know they have zero leverage or lots of risk.
4. This business gives Leverage with near zero risk
Remember, You can’t make it 12 O'clock for Them.
“May I ask what your
experience is with
Network Marketing?”
Is this Network Marketing?Don’t get defensive.
Point to some positive facts about the
company:29 Years in Business
Publicly TradedAward-winning
Forbes
Let me see if I understand:
“You really want to do this business, but
you’re concerned about the
investment?”
• Almost Zero Risk
• Duplication Models
• Massive Action
• Make back their investment
I don’t have money!
NO SALES EXPERIENCE• Perfect!!
• Many of our most successful
distributors had no sales
experience
• We have a proven system
that works
I don’t like sales!
HANDLING OBJECTIONAN EFFECTIVE STRATEGY: 1-2-3
1. Be in agreement. • Your concern is very valid.• A lot of people have the same concern.
2. Ask exploratory questions:• What do you mean by that?• Can you tell me more?
3. Conditional Question: If……would you….?
• If I can show you that is not the case…would you do the business?
MY NU SKIN STORYSYSTEM 7
1. Your name (‘Hi, I am Sue’ or ‘My name is John’)
2. Where you are from (e.g. Brussels, Belgium)
3. What your background is (e.g. teacher, construction worker, secretary, fireman, corporate executive or real estate agent)
4. Why Nu Skin & Where You are Going (What is and what can be. The problem and the solution.)
5. My Sponsor is ___________.
5 Points to Tell Your Story
3-WAY CALL
SYSTEM 7EDIFICATION
Edification
Why: •To Lend Credibility•To Create Elevation - Tee Up•What we Edify Goes FurtherWhat:•Nuskin Products, the Company, Upline, Downline, Sideline, SystemHow: •Speak positively with Uplifting Introductions & Stories
Use it for 2-on-1 meetings, 3-way calls, etc
• Help with questions & objections• Validate• Training• Duplication • Stories
EDIFICATION – WHY AND WHEN
P D C APlan Do Check Adjust
A
Advisor
C
Client
B
Bridge
3 Way Call
1. Educate (A) about (C)
Before (A) meets with (C), you need to inform (A) about (C)’s background, personality, work experience, current financial situation, future plans, etc.
Responsibilities and Concepts for (B)
SKITZ/ROLE PLAY EDIFICATION3 WAY CALL
HANDLING OBJECTIONS
100% PRODUCT USER
•Become a Product ofthe Products
•Replace the productsin your home with Nu Skin Products
•Minimum of 25 products in your home
WORKSHOP PRODUCTS
86
RECOGNITION: CORE: 100% Product User
Please Stand if you have a Minimum of 25 products in your home
Remain standing if you have 26+ products in your home. 27+, 28+, 29+, etc.
ATTEND ALL EVENTSRecommended by s7s and Upline
There is an escalating series of Events & Calls that help new distributors gain a better understanding of and commitment to Nu Skin.
Your goal is to encourage as many of your team members as possible to advance up the ladder of Events & Calls in order to build confidence and increase success through participation and leadership development.
BE A TEAM PLAYER
★Duplication
★Edification
★No Cross Lining
★Consultation
RECOGNITION: LOIs & NEW EXECUTIVES
FANTASTIC!
FABULOUS
!
AMAZING!
RECOGNITION: NEW EXEC, GOLD, & LAPIS
FANTASTIC!
FABULOUS
!
AMAZING!
RECOGNITION: NEW RUBY EXECUTIVES
FANTASTIC!
FABULOUS
!
AMAZING!
RECOGNITION: EMERALD - TEAM ELITE EXECUTIVES
FANTASTIC!
FABULOUS
!AMAZING!
“With greater confidence in yourself and your abilities, you will set bigger goals, make bigger plans, and commit yourself to achieving objectives that today you only dream about”
– Brian Tracy