Topleaders success plan followup and close new
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Transcript of Topleaders success plan followup and close new
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