Transcript FM Group Training

Rita & Gedas 2010
FIRST SENTENCES
• Your first sentence has to...
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Get rid of the pyramid objection
Get people excited
Get prospect thinking ‘how can I join?’
Get rid of the training objection
Get rid of the comfortable objection
Give your prospect confidence
Rita & Gedas 2010
• Most people do Network Marketing every day
but they just don't get paid for it.
– Network Marketing is all about recommending and
promoting things that you like.
– We do it every day when talking to family, friends and
colleagues about a movie we’ve just seen, nice
restaurant we’ve been to, or a brilliant song we’ve just
heard.
• House lifting offer
• Boxing example
– Showing people how to collect what they are earning
already...
Rita & Gedas 2010
• Who are the leaders in your downline?
– Professional students of the business who invest
time to learn.
• How you could help your leaders develop?
– Invite to presentations, training events and
conferences.
– Provide materials to develop Network Marketing
skills (e.g. Books, CD’s and practical advice).
Rita & Gedas 2010
RECOGNISING LEADERS IN YOUR
NETWORK
• 3 levels of commitment:
– I’ll try it.
– I’ll do my best.
– I’ll do whatever it takes.
Rita & Gedas 2010
• Would you like to read this book?
1. Let me lend you a copy of this book.
2. I will pick it up in a couple of days.
3. Because other people would like to
read it too.
YES
1. Great, the next time I’ve got a free available
copy of this book I’ll be sure to come by and
lend it to you.
Rita & Gedas 2010
NO
• We don’t find prospects – we create them.
– The prospects are not positive or negative, they are
neutral – YOU influence them to go either way.
• People are reactive.
– The importance of body language.
– Smile to people – it doesn’t cost a penny and can
change the way your prospect reacts to you.
• Never impose you agenda on somebody else!
– Your job is to let them know what you have to offer
and help them to make an educated decision.
Rita & Gedas 2010
• Let others know about your business.
– The worst thing you can do is to withhold the
information about the business opportunity when
you have a chance to change their lives.
– Don’t prejudge people – tell everybody what you
do and you’ll be amazed how many people will be
interested.
Rita & Gedas 2010
• Prospecting questionnaire...
– Q1: When would you like to retire?
– Q2: What is your plan to achieve this?
• Get a pay rise?
• Save money?
Not going to happen to most
people...
– A: FM Group has a plan for you!
– Q: How much money do you need to retire?
• Rule of 200
• £2000 a month in interest = £400 000 in your bank
account
Rita & Gedas 2010
• I bet you would like to learn the skills for building
long-term residual income?
– We can show you how to do it!
• How to beat the cold feet when your prospect
returns home or talks to dream-stealers.
– The story about Five Apes
• 3 Keys to sponsoring:
– People need to know you
– People need to trust you
– People need to like you
Rita & Gedas 2010
•Be warm
•Smile
•Make others feel comfortable
around you
• In order to participate and take control in the
conversation people have to disagree with
you.
– Q1: What do you do for a living?
– A:.....
– Q: Wow that must be...
• a great job.
• a great way of making lots of money.
• etc...
Rita & Gedas 2010
– Q2: What do you like to do on your free time?
– A: ....
– Network Marketing can help you do that more
often.
• Introverts can also do very well in Network
Marketing.
– People like those who listen to them.
– Use that to your advantage.
• Ask open ended questions.
• Let people talk.
Rita & Gedas 2010
COMMUNICATION SKILLS
• If there was a way for you to make more
money, have more time to your family and not
have to commute every day you would like to
know about it?
• Have you ever heard of Network Marketing
and what do you know about it?
• What is the most important reason for you to
earn extra money?
Rita & Gedas 2010
• Allow people to be at their comfort zone.
– Use natural advantage of your team members:
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Phone
Face-to-face
Internet
Advertisement
Parties
Rita & Gedas 2010
• Help others to see positive side of life.
– Some people have problems all their lives
– You cannot solve all your distributors problems
– Let people have their opinions instead of
educating them to your opinion – it causes friction
– Remember - every problem is an opportunity in
disguise!
Rita & Gedas 2010
• Importance of knowing what you want from the
business.
– Pile of dirt example.
• Training doesn’t always work !
– Sometimes distributors have to go out there and
experience it by themselves.
• Describe the taste of chocolate...
• Describe feeling in love...
• Learning to fly/swimming example
– Show your prospect how people around do Network
Marketing but just don’t get paid for it.
Rita & Gedas 2010
• Give me £50 and you can be a distributor?
• When you join our business for £49.99 you will
get a sure start success kit containing a complete
set of 160 perfume samples, a detailed marketing
plan that gives a comprehensive cover of our
compensation plan, 5 catalogues, 6 registration
forms, FM DVD, 2 receipt pads, 25 party
invitations, fragrance strips, 10 opportunity
leaflets and 1 fragrance wallet.
Rita & Gedas 2010
• Five step formula or 100 000 formula
– £ - a number of people you speak to (scale 1-10)
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- how much people like you (scale 1-10)
– Q – quality of people you speak to (scale 1-10)
– S – your skills (scale 1-10)
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- the way you see yourself/ self-image (scale 1-10)
– 10x10x10x10x10 = 100 000 – what’s your score?
Rita & Gedas 2010
• Advantage of being in Network Marketing
– Example of breathing
– Store membership card example
– Frequent flyer miles card
• Residual income
– Rock n’ Roll star story
• Overcoming ‘’I couldn’t do that’’ attitude
– 2 year story
Rita & Gedas 2010
• Q: How much money did you make in the first month?
• A: I don’t know, I haven’t finished collecting it all yet.
• Q: What do you do for a living?
• A: I show people how to buy 3 bottles of perfume for
they one bottle price they paid before.
• A: I show people how to sack their boss.
• A: I show people how to pick up an extra pay check
every month.
Rita & Gedas 2010
• Leading with PRODUCT
• Leading with OPPORTUNITY
• Leading with COMMON SENSE!
Rita & Gedas 2010
• I want to think it over...
– Great, please think it over – take your time.
– By the way, could you do me a favour....
• Going to work
• Getting payslip
• When you join our business, here is what
happens...
• When you use our product, here is what
happens...
– Sean Connery – Marilyn Monroe
– Daughter example
Rita & Gedas 2010
• Aggressive:
– Do you see anything here that you couldn’t do?
– So, when would you like to start?
• Giving the freedom of choice:
– Well, what do you think?
– And, that’s it.
– And the rest is up to you.
Rita & Gedas 2010
• Boy do I have an opportunity for you
• I could give you a complete presentation, but
it would take an entire minute.
• When could you set aside a whole minute?
• WHAT ABOUT NOW!
Rita & Gedas 2010
• Your presentation have to answer 7 questions:
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What kind of business are you?
What is your company?
What is your product?
What training do you provide?
How much does it cost to get started?
How much money can I make?
What do I need to do?
Rita & Gedas 2010
ONE MINUTE PRESENTATION
1. We are in Network Marketing industry, do you know
anything about it?
2. The company is called FM Group, it’s based in Poland
and we’ve been in UK for 4 years.
3. We offer higher quality perfume, cosmetics and home
products for the third of the high street prices as we
don’t invest in advertising, celebrity reimbursements
or expensive packaging.
4. We provide 2 types of training:
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Part 1 – classroom training. Presentations, Training
events, Conferences, Books and CD’s.
Part 2 – on the job training. 2-on-1 presentations.
Rita & Gedas 2010
ONE MINUTE PRESENTATION
5. When you join our business for £49.99 you will get...
6. You can make around £100 - £200 a month from your
retail profit when you start and by building you own
Network Marketing business you can earn up to £16 000 a
month within 5 years.
7. All you need to do is don’t change. Continue to
recommend and promote things like you always have
done. Just like promoting movies, restaurants and music.
Also, out of all the people you meet you who think the
same way about this business and who would like to earn
some extra money, you might select a few and sponsor
them by showing how to do the same you did. And guess
what – you get a bonus for that too.
Rita & Gedas 2010
• Thinking like an employee/ business man.
– Conveyer belt worker example.
– Restaurant example.
• Focusing on result – not activity.
– Truck driving/ House painting
• Being your own best customer.
– Using your own products
– Leading by example
– Grocery store example
Rita & Gedas 2010
• There’s two types of buying products you like
– a wholesale or retail. Which one would you
choose if you had a choice?
• You can have your own part-time business and
offer a great product or work for a company
where you don't even know what the product
is. What would you prefer?
Rita & Gedas 2010
TARGET WANTS NOT NEEDS
• People want to earn lots of money without
working hard.
• People want to smell and look nice without
spending a fortune on it.
Rita & Gedas 2010
• Quick way of determining if the prospect is
suitable for Network Marketing:
– Q1: Would you like to earn additional income?
– Q2: Would you be able to set aside 5-7 hours a
week?
• Locate people who are willing to do Network
Marketing and don't try to convince people.
– Oyster example
Rita & Gedas 2010
• Always ask for referrals:
– Do you know anybody who would like to earn an
extra £100 - £200 a month?
– Do you know anybody who would like to save a
fortune on their perfume, cosmetics and home
products?
• Also, using these phrases is a rejection-free
approach to prospects who might be
interested in the opportunity or product
themselves.
Rita & Gedas 2010
• A lot of people join the company to buy the product at
wholesale prices for themselves.
• Some buy it for themselves and offer it to family, friends
and colleagues getting the 33% profit. This way they
supplement their income by £100-£200 a month.
• Another group of people who join make about £500 £1500 a month and these people put a little bit more time
in it. They want a part-time business, invest few evenings a
week and set few appointments with prospects.
• And finally, there’s a fourth group of people who earn
£5000 – £16000 a month. Now, these people work very
hard because they want to actively change their lives, get
out of a job they hate or have a better future.
Rita & Gedas 2010
• New people have lots of people to talk to but
don’t know how to do a good opportunity
presentation.
• Experienced people have a good presentation
but no new people to talk to in their warm
market.
• The key is 2-on-1 presentations.
– Also, people from ones warm market are more
polite to strangers they bring with them.
Rita & Gedas 2010