| I represent an international European
skin care line and help others start their own successful home-based business.
Communication is the key to having a successful business, and the most
important thing in getting the word out about Arbonne is to open your mouth.
Use the 3-foot rule--everyone within 3 feet of you, you should talk to!
However, what are you saying when
you open your mouth? Remember, with every word you communicate, you
are either bringing people in or pushing them out. So everything
you say is either bringing money in or pushing it out.
What are you communicating?
A picture is worth a 1000 words!
Do you look the part?
Do you have your business supplies
with you—proper literature, business cards, etc.? These are the things
that make you look professional and make people want to do business with
you. I’m in the business of making people look and feel great!
Do you have a 30-second commercial that is true for you and one with which
you feel comfortable?
Language is so important when you
talk to yourself. What do you say? Are you talking about being
successful and saying things to lift yourself? Or are you buying
into fear and making yourself feel you don’t have what it takes?
Remember every Vice President was a new consultant at one time or another.
They were fearful of what was not comfortable—don’t buy into that defeating
self talk! Feed yourself good messages. Say I will, not I’ll
try! You will feel differently and get different results.
Attract people to you by having fun
mirroring their voices and actions. Everyone can have more fun and
more friends in their life. Very few want more complications.
What picture are you painting to your friends, family, and clients while
you’re doing your Arbonne business?
Communicate about what we have:
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Learn the seven avenues of income (on
back of the Discover Arbonne 3-Panel Brochure).
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Learn the Arbonne story—the success
of a company inspired to offer only the purest, safest and most beneficial
products.
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Learn the business opportunity that
has changed people’s lives. Talk about other people’s stories until
you get a few of your own. Have articles to back them up. This
is another way of communicating.
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Make sure you’re up when talking to
clients, prospects and your team. People can read a lot more over
the phone than you think! Remember, tell everyone when things are
going great—and when they’re going bad, go to your upline. They can
handle it. Handle what you can without whining and complaining too
much. That can become a habit and people shut down when they hear
you. Legitimate complaints should go up.
-
Say things like: “Is now a good
time to talk?” When booking appointments, ask, “Is the beginning
or the end of the week better for you?” Save time by cutting to the
chase and handling business first and then personal when working with friends
and family.
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USE A TIMER if you have a habit of being
on the phone too long..
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Be a good listener—it is one of the
most important skills in good communication. Use this formula:
Ask, Listen, and then Qualify—“What I heard you say is…REPEAT IT BACK—Ask,
Listen, and Qualify. A great book to read is Listening For Success
by Steve Shapiro--how can you give a person what they want unless you know
what they want?
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People want to know they are understood.
Words are often a cover for what people are really feeling. Many
times we just use words to protect ourselves.
-
Communicate what you have: one-on-one
consultations, hostess opportunities, sample packs, facials, part-time
and full-time business opportunities, training and support.
PRESENTING AND SELLING
Using effective communication skills
will better help you sell your product or service. Take this quiz
to determine if you are saying and doing the right things.
Asking your client open-ended questions:
1. Allows the client to
give you information
2. Helps build a relationship
3. Engages the client in dialogue
“Drilling down” as it relates to selling
skills means:
1. Asking questions to uncover
the reason behind a concern
2. Getting to the bottom line of
what your product or service can do
3. Continuing to ask questions until
you get all the information you need
Always acknowledge what the client says
by:
1. Saying, “I understand”
2. Making a brief comment on what
the client has said
3. Nodding your head in agreement
with what was just said
One reason sales professionals may not
listen effectively is:
1. They are thinking ahead
to what to say next
2. They are trying to write too
many notes on what client is saying
3. They don’t care what is being
said
When you first begin your sales presentation:
1. Thank the client for
the meeting
2. Give your background to build
credibility.
3. Ask the client how much time
has been allowed
If selling as a team, be prepared to:
1. Show unity
2. Have each person ready to answer
any question
3. Let each person talk for an equal
time during the presentation
To “position” in a sales call:
1. Sit directly across from
the client
2. Determine whether to give the
client handouts of your presentation
3. Give a brief framework of the
information you will be giving
If the client raises an objection:
1. Remain silent until you
are sure of what to say
2. Show empathy by acknowledging
the objection
3. Refer back to your previous benefit
statements
The best way to handle objections is
to:
1. Consider them as a need
for additional information
2. Consider them as ways to practice
your negotiation skills
3. Consider them as irritants
Throughout the sales presentation, check:
1. Whether the client likes
and trusts you
2. Whether you are being recognized
as credible
3. Whether you are satisfying the
client’s needs and objections
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