Top Down Follow-Up
By asking questions, we put the true power of the decision into our prospect/partner’s hands. This allows us to focus on taking a Consultative approach, so we can discover what their true needs and desires are. When we’re asking questions, with a true desire to learn about how we can SERVE them...we’re never selling.
Note: This is just a framework and suggested line of questioning. Every situation is different. In the words of Anthony Robbins ,“Let your prospect determine your presentation.”
YOUR JOB IS TO LISTEN SO HARD IT HURTS!!!
Pro-tip: Use the 3-second count to make sure they’re truly done talking. Count in your head “1-Mississippi....2- Mississippi....3 Mississippi.”
Before getting into the conversation, make sure to thank your partner for their warm introduction and re-edify them to their prospect.
Step 1: Connect & Build Rapport Quickly Using F.O.R.M
(F - Family/Friends/From) Where are you from? How do you and ______ know each other?
(O - Occupation) What kind of work do you do?
(R - Recreation) What do you like to do for fun?
(M - Motivation) What are you passionate about?
Pro-tip: Find points of interest in common with them
Step 2: Take Down Their Guard
“_____ said great things about you and I’m excited to connect. I’ve been passionately building a business with Isagenix for ____ months/years and I can’t believe I’ve already been able to _________ (ex: replace my corporate salary, payoff my debt, travel more, work less hours, etc.) So I’m really here to learn more about you and to see whether or not this feels like a good fit. Would it be okay if I asked you a couple of questions?”
Step 3: Confirm They Watched The Videos
“What did you like most about the videos you watched?”
Step 4: Why Are They Excited?
“What is it about what _____ shared with you that has you interested/excited to learn more about Isagenix?”
Step 5: Identify The Need
QUESTION 1: “How much additional income on a monthly basis would make a radical difference in your life right now?”
QUESTION 2: “What would an extra $______ allow you to do that you can’t do right now?”
QUESTION 3: “What else have you considered doing to earn that additional income?”
YOU: I’ve considered/tried some of those things at one point too, but I was still trading time for money. What I love about this is that you can increase the amount of money that you make while increasing your free time simultaneously. How cool is that?
QUESTION 4: “We’ve designed a simple system that anyone can follow in order to learn how to create the $_____ per month. With that in mind, how much time per week would you be willing to devote to creating that kind of income - at least at first?”
Step 6: Tell A Relatable Story
Tell a story about someone in the community (can be ANYONE, including YOU) that they remind you of. 30 Seconds TOPS!
Pro-tip: Know the stories so well that you keep this part brief and keep the conversation flowing.
Step 7: Explain How It Works
“Let me explain how this works and what we do. Network Marketing with Isagenix is simply the distribution of world class products that solve a real problem for people. Most companies reinvest half of their revenue in advertising and shelf space, instead Isagenix leverages the most powerful form of advertising around, which is word of mouth, generously rewarding the people who passionately share the products.
Our intention is to help you develop a large base of customers who fall wildly in love with our products, some will share with a few friends earning enough to get their products paid for and others will go on to build large businesses alongside you.
What’s really unique about Isagenix is that you can start a business for just the cost of your own products, which is just food, and turn it into whatever you want.
You don’t have to worry about carrying any inventory, having employees or managing any kind of significant overhead, meaning that at best you achieve your financial goals and at worst you decide this isn’t for you, but still get into the best shape of your life because of the quality of our products.”
Step 8: Make Sure They Feel Informed
“What are some questions I can answer for you at this point?”
Most common questions/objections might be:
QUESTION: “So, do I just talk to my friends about it, etc?”
ANSWER: “As I mentioned before, we have a proven system to teach you how to do this. So on our next call, or when you feel like you’re ready to get going, we’ll show you how one step at a time.” (Now move onto the next section).
QUESTION: “But I’m not any good at sales…”
ANSWER: “I can totally appreciate that. Most of the people that are successful on our team didn’t have any previous sales experience either. What’s really cool about Network Marketing is that you can earn while you learn.” (Now move onto the next section).
QUESTION: “Is this one of those pyramid things?”
ANSWER: “No, pyramid schemes are illegal. Isagenix has been in business since 2002 and is AAA rated with the Better Business Bureau. A pyramid scheme is an illegal money operation where money exchanges hands and no product is ever delivered. We have over 65 world class products and 600,000+ customers worldwide. Additionally, another sign of a pyramid is where you get paid for the recruitment of other people. At Isagenix, we only get paid when a product or system is sold.” (Now move onto the next section).
QUESTION: “I just don’t know if I have time to do this.”
ANSWER: “How much additional income on a monthly basis would make it worth your time?” or “How much time do you think you need?” (Now move onto the next section).
Step 9: Make A Recommendation
“Would you agree that you’re most likely to be successful doing this, if you’re a product of the product?” (Let them answer).
“Great. If you could achieve any health goals right now, what would they be?” (Let them answer).
“Perfect. Would you like me to make a recommendation for how to get started?" (Let them answer).
"Before I share with you what the cost of starting your business and products will be, here’s what I want you to keep in mind that you’re getting - access to a multi million dollar website, a system that’s already proven its ability to create 6 and 7 figure earners, all product manufacturing and distribution is taken care of for you, a global staff of over 400 employees and the ability to do business in 16 countries and that number is growing."
"Based on the financial and physical goals that you’ve shared with me, there’s really only one way I recommend you getting started.
"The reason I’m going to recommend this pack, is because it’ll be the pack you want to most recommend to your customers. People will do what you do.
With that in mind, this pack is going to give your customers and you the best product experience possible, while also getting the best bang for your buck.
As a business person, this is also going to give you higher customer retention, 4x the amount in upfront bonuses and twice as much residual income on every purchase.
And as you saw in the Compensation Plan video, just by getting 3 customers started with this same pack, you’ll have earned back the cost of your products.
It’s called the Value Pak and it breaks down to $20/day. It includes the complete 30 day system which provides you two meals a day but with this pack you’re also getting a bunch of snacks including healthy chocolates which are amazing, a box of meal replacement bars, whey/harvest thins which are a high protein savory chip so you can snack without the guilt, a canister of greens which has over 30 different kinds of vegetables, womens/mens vitamins which are like nutritional insurance in convenient tear packs, e shots which are healthy energy drinks that give you a focused sustained boost without the crash, a beautiful stainless steel travel blender, a $75 Event Coupon, $25 off your next order, and when you convert to Associate to take full advantage of the compensation plan, your first year's membership will be free ($19 annually thereafter).
So if it works within your budget, this is hands down THE BEST recommendation. It’s $599 for your first 30 days, then you can drop down for the next month.
Does that sound like the best fit for you?”
Pro Tip: After you ask this question, ZIP IT.
Step 10: ASK For The Order
“Great, let’s get you started. Where would you like your box shipped?”
If They Say: "I have to think about it" or "I have to do more research":
(The goal of this this language focuses them and commits them to getting on another call)
You: “What specifically would you like to research? or "What specifically would you like to think about?”
Them: “I would like to research the science behind the products?”or “I would like to think about if this system will fit in to my busy schedule."
You: “Awesome. Why don’t we do this, we have a secret group on Facebook that I’d like to add you to that you can do your research in a focused way. I want to be mindful of your time, knowing that there is so much great information out there about Isagenix, I don’t want you to get lost in internet land. So, what I’ll do is add you to the secret group on fb and I’m going to tag you with an article regarding __"insert topic"____, how does that sound?”
Them: “That sounds great, I would really appreciate that.”
You: “Awesome, when do you think you'll have a chance to review the information regarding the clinical studies?”
Them: “Well, I can review them tonight when I get home from work.”
You: “OK, sweet, so if we were to schedule a call for tomorrow, you’ll have had a chance to review the article and we can answer any further questions that you have?"
You: “When are some times that work best for you tomorrow?”
Them: “I can do this same time.”
You: “Fantastic, I’m going to go ahead and add you to the group. Make sure you look at what I tag you in and we’ll just plan on talking again tomorrow at ______insert time_____."