FLOW/Process
(Getting the rhythm) |
FORMULA/Checklist
(Key Actions)
|
APPLICATIONS/Samples
(Applying/adapting
it)
|
SECTION 1:
Preparation |
Action Formula
What do you want to do?
Who do you want to talk with?
What do you need to do that?
What kind of help is available?
Where could I go next?
‘How to Tell A Story…’
Formula
"You Know How…"
Formula
|
- Doing a Friends, Prospect,
or Circle of Influence List
- List of basic tools & resources. This would
include not just sales tools, but upline mentors,
events, research information, or other resources.
- Know your story(ies) and compelling why…give
examples.
|
SECTION 2:
Prospecting |
Invitation Formula |
- There are many applications:
*
|
Sending letter, tape, or video |
*
|
In person, on the phone, alone, or 3-way |
*
|
Using the Introduction Pack |
| * |
Asking for Referrals |
|
SECTION 3:
The 15-30 Minute Conversation
|
15-30 Minute Conversation Formula with examples/choices in outline form – one for
each emphasis: Health, Hope, or Opportunity. |
- Outline of how to ‘think’
on your feet when doing in-person meetings or on the
phone conversations with examples of how it might
change, depending on your person.
- Using Intro Pack, Inside Out tape
and other tools.
|
SECTION 4:
Handling Questions |
Handling Questions Formulas of:
| * |
Feel- Felt – Found |
| * |
Acknowledge, Re-educate and |
| * |
Offer choices |
| * |
Acknowledge, Clarify, and Get Help |
| * |
Acknowledge and Listen |
| * |
Treating ‘No’ as a Question |
|
- List of commonly asked questions and
sample answers.
- Tips for looking
for the common questions and hearing the underlying
questions.
|
SECTION 5:
Doing a ‘Whole’ Presentation
|
Presentation Agenda Formula
1 to 2 Hour Presentation Formula
|
- Example of A Meeting
Using the Intro Pak Video
- Samples of different
ways to adapt it:
*
|
Personal meeting-no video |
| * |
Small group meeting |
*
|
Video mtg. – product, vision, or bus. focussed. |
| * |
Hotel meeting |
| * |
Phone meeting |
|
SECTION 6:
‘Closing’ |
‘Invitation to Choose their Next Step’
Formula for asking people to make a choice. (To be written similar
to the Invitation Formula with various example
ideas.) |
*
|
Inviting people to find out more. |
*
|
Inviting people to find out more. |
| * |
Asking them to buy products. |
| * |
Asking them to join the business. |
| * |
Inviting them to another event or to learn more. |
|
| SECTION 7:
Getting Started on the Products & Follow-through.
(Ed. Note: A different team is designing this section
– meanwhile, these are ideas that we would submit
that you consider.)
|
Ordering Packages & Option Ideas
Congratulations Packet
Start Up Chart Choices
How to order/sign up
Helping your prospect budget
|
| * |
Specialty packages for Children, Pets, etc. |
| * |
ARO’s, Reinstatements, Phone & FAX orders. |
| * |
Invitation to learn more and agreement for follow-up
process and/or coaching. |
| * |
Follow-up guidelines and typical get started
issues and solutions. |
| * |
Investment Chart Matrix |
- Common Q & A and "For
Further Reading"
- Other ______________
|
SECTION 8:
Setting Up Your Business –
Going to Executive |
Basic Business Checklist
with two columns: one for the ‘Casual’ Business
Builder and one for the more ‘Career’ Business
Builder.
|
Example Checklists and notes that cover
the following general subject areas:
- Company Purpose (visioning work,
example cash flow sheet, goal setting sheets to get
to Exec., future journalling, etc.)
- Office Management (example answering
machine messages, Fax, Voice Mail, etc.)
- Customer Service & Communications
(Lead sheets, tools, resources, etc.)
- Marketing, Promoting & Planning
(marketing worksheets, planning forms, timelines,
etc.)
- Activities & Meetings (calendars,
how to use, plan and do events, examples, etc.)
- Finances & Legal (the compensation
plan, your check stub and maxi statement, your financial
records, checkbooks, receipts, etc.)
- Quality Assurance and Statistics
(tracking forms, tools for checking volumes, understanding
your genealogy, etc.)
- Relationships & Networks
(working with upline, DET, with Cell Tech, the public,
etc.)
|
| |
Coaching Agenda Formula
(Designed
to provide a pattern for the coaching conversation.) |
- Personal & Leadership
Development (developing your attitude, personal growth,
coaching forms, working with teams, etc.)
|
