2011 fast start work book
TRANSCRIPT
Fast Start Training 2011
FAST START TRAINING 2011
Welcome to Fast Start Training 2011 and welcome to Nu Skin.
This training program is designed to complement the training you can access from these sources:
o www.oneteamglobal.com § Getting Started Video (Part I and Part II) § Ruby Plan Video
o Fast Start Packet (Ordered thru the “Store” on www.oneteamglobal.com) § Includes 5 CDs, Workbook, and Flip Chart Presentation Book
o 1-‐on-‐1 training with your sponsor or upline
FST 2011 has been designed with flexibility in mind. As a new distributor, it’s very important to get into action as quickly as possible, so this power point and workbook may be used for a 1-‐to-‐1 training at a kitchen table… with 10 people around an office conference table… on a FUZE webinar… at a hotel with 300 people in the room… or over the phone between sponsor and new distributor. It has been designed as a 2-‐hour format, with option to add 20 minutes for actual outbound dialing to a prospect list, but feel free to add additional components such as goal setting or Definite Purpose Statement as you feel necessary based on your needs or the needs of your new distributors -‐ or as a decision by the leaders who are cooperating and teaming together in a local area. (These additional sections may be found on www.oneteamglobal.com .
You will hear it said that in our business, “training doesn’t work, but work trains.” Here’s what that means: Unlike some professions like real estate or insurance, we don’t have a formal training period leading to a certificate/ degree and a graduation ceremony that signals to you and the world that you can now begin to earn money in that field. Instead, we have a “learn as you earn” approach so you can begin to put together your customer and distributor teams right from the very first minute that you take action. This Fast Start Training is designed to give the new distributor the basics necessary for a FAST START and to help that new distributor get into action right away.
Please know that this Nu Skin business is very flexible and the opportunity has changed lives: from the very part-‐time person creating a consistent monthly check to supplement their income… all the way to creating a full-‐time income and amazing lifestyle for those who build a substantial business. Whatever your goals may be (and we certainly recommend that you spend some time clarifying your goals), please be aware of these basic principles:
Duplication – Keep things simple and systematic to take advantage of duplication. Edification – Everyone wins when we speak highly of the company, the people, & the products.
We wish you the very best on your journey.
One Team Global
Fast Start Training – 2011 Basic Fundamentals -‐ 15 Minutes
Be coachable Stay connected Generals Calls Millionaire Training Circle Comfort zone Understanding rejection Delayed Gratification The importance of personal development Other sources of training
How to create your list – 15 Minutes Who should be on the list Who do you know who is xxxxxx Make a list of at least 20 names
How to Invite -‐ 10 Minutes The 4 Cs What to say to get them to look
Overcoming objections while inviting – 15 Minutes Can you tell me more about it? Is this a pyramid? I have no time for anything . I’m not good in sales. How to present – 10 Minutes
You don’t need to teach HOW – just how to plug into what is available www.nsinsider.com Flip Chart Power Point (5 Point presentation)
How to follow up – 15 Minutes The average person needs 2-‐3 exposures How to move them through the process
How to find your first 5-‐10 customers & Importance of ADR – 15 minutes Teach basics of doing demos and selling Vitality based on benefits and stories
Comp plan – 15 Minutes LOI, How to become an Executive,Bonus Pool
Promote the next event – 10 Minutes Local Meetings Team Elite University Success Summit Convention Optional: Recognition (For a meeting setting) Panels (For a meeting setting) Scripts Inviting (live calls workshop)
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Fast Start Training 2011
Fundamentals Be Coachable
– A�tude is Everything
Delayed Gra�fica�on & Geometric Growth (Leverage)
– In the beginning: Hard work for modest pay – When you’re successful: Passive residual Income
Fundamentals Stay Connected
– Generals Calls M-‐F 8 am Mountain – Millionaire Training Circle Saturday 9 am
Mountain – (512) 225-‐3400 77546#
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Fundamentals Get Out Of Your Comfort Zone
– For Growth – For Success
Understand Rejec�on – It’s part of the process – It’s not personal – We’re sor�ng & si�ing for the right people
Fundamentals Personal Development
– Program Yourself for success – Books, CDs, DVDs, MP3s, Success Summit, TEU,
Conference Calls
Fundamentals Training Sources
– www.oneteamglobal.com videos (Password) Ge�ng Started (Part I & Part II) Ruby Plan
Fast Start Packet – Available at www.oneteamglobal.com store – 5 CDs, Booklet, Presenta�on Flip, tools
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How to Create Your List
Building Your Business is Just Like a Puzzle
First You find the 4 Corner Pieces
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YOU
Friends Family Business Contacts Community
In our Business the 4 Corner Pieces are:
YOU
Friends Family Business Contacts Community
Begin by focusing on just one of these Corner Pieces
YOU
Friends Family Business Contacts Community Family
Friends Family Business Contacts Community
Everyone has these same 4 Networks in their Life
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YOU
Friends Family Business Contacts Community Family
Friends Family Business Contacts Community Family
Friends Family Business Contacts Community
Working Through Circles of Influence
Interconnected Circles of Influence provide an endless stream of prospects
This Works
1) Warm Market Contacts 2) Circles of Influence 3) Acquaintances 4) Walking and Talking 5) Cold Market
This Doesn’t Work
1) Flyer-‐ing Cars in Parking Lots 2) Running ads in Newspapers 3) Email, Spamming or Blas�ng
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Pu�ng the Puzzle Together
YOU
Friends Family Business Contacts Community
Pu�ng the Puzzle Together
YOU
Friends 1. ____________ 2. ____________ 3. ____________ 4. ____________ 5. ____________ 6. ____________ 7. ____________ 8. ____________ 9. ____________
10. ____________
Family 1. ____________ 2. ____________ 3. ____________ 4. ____________ 5. ____________ 6. ____________ 7. ____________ 8. ____________ 9. ____________
10. _____________
Business 1. ____________ 2. ____________ 3. ____________ 4. ____________ 5. ____________ 6. ____________ 7. ____________ 8. ____________ 9. ____________
10. _____________
Community 1. ____________ 2. ____________ 3. ____________ 4. ____________ 5. ____________ 6. ____________ 7. ____________ 8. ____________ 9. ____________
10. _____________
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How to Create Your List
The Art of Invi�ng
The Art of Invi�ng
The 4-C’s of Inviting:
Compliment
Create Curiosity
Control Yourself
Commit
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Be Sincere
Compliment
Always open with a compliment:
John, I’ve always admired what you do, and your success….
Jane, your positive attitude has always impressed me…
Create Curiosity Use powerful words and say only enough to peak their interest:
(Example for galvanic spa) “I’d like you to see an incredible new technology that is literally changing the face of the anti-aging market. In just 10 minutes the improvement in the way people look is amazing. We have the exclusive rights for this technology. We are talking huge potential and no one else can get it. I want you to see this amazing DEMO Tuesday night at my home at 7 PM.”
Don’t take more than 3
minutes!
Control Yourself Control Yourself!
Control Yourself!
Control Yourself! Once you have peaked their curiosity, they will ask you questions.
DON’T ANSWER!
If you satisfy their curiosity, they won’t be there!
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Commit
Getting them to really commit, is the most important step!
“I’ll check my schedule…” 25% chance of show
“I’ll really try to be there…” 35% chance of show
“I will definitely come!” 50% chance of show
The Art of Invi�ng Be Sincere Show genuine excitement Remember that what you have is a wonderful gi� for the right person
The SW Formula Some Will Some Won’t So What Someone’s Wai�ng
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HANDLING OBJECTIONS
OBJECTIONS ARE GOOD Leaders Si� & Sort
– Some people aren’t at 12 o’clock – Others aren’t right for this business – Only 4 “Aces” in a deck of cards
Some objec�ons indicate valid concerns Your response can enable your prospect to see themselves successful with their Nu Skin business
SUGGESTIONS Listen without Interrup�ng Don’t Assume – Ask Ques�ons Repeat for Clarity Don’t Argue Be Precise & to the Point Be Prepared Tell a Story Get Help with Objec�ons when First Star�ng
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I DON’T HAVE TIME
What you’re saying is:
“You’re busy, but if I could show you a way to be successful with the �me you have,
you’d be interested?”
Leverage � Part-‐�me
System � Team
MULTI LEVEL MARKETING
“May I ask what your experience is with Network Marke�ng?”
Don’t get defensive Point to some posi�ve facts about the company � 26 years in business � Publicly Traded � Award-‐winning � Forbes
I DON’T HAVE THE MONEY to Get Started
Let me see if I understand:
“You really want to do this business, but you’re concerned about the investment?” Good, Be�er, Best � Drive to Ruby
Massive Ac�on � Mul�ple Credit Cards
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NO SALES EXPERIENCE
Perfect!!
Many of our most successful distributors had no sales experience.
We have a proven system that works.
HANDLING OBJECTIONS
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How to Present
Presen�ng Use the Tools for 5 – Point Presenta�on
– Presenta�on Flip Chart – Power Point (Available at www.oneteamglobal.com) – FUZE Webinar – www.nsinsider.com
5 Points: The Market The Products The Company The System – Leverage The Timing
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“The FORTUNE is in the FOLLOW-‐UP”
Most people never Follow Up with their Prospects because they are afraid to be told No. If You just make the Calls and then Follow Up
You will Succeed
Types of Follow-‐Up
1) En�re Recrui�ng Process 2) Exposure Process 3) Upline Role in Follow-‐up 4) When Timing is not “Right” for
Prospect
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Expose / Involve/ Upgrade
1) Create Interest – Answer Ques�ons 2) Commit prospect for next event – 2nd Step 3) Gain a commitment -‐ Ask them to Join us
4) Move to the Ge�ng Started process
Follow-‐up is a key part of the en�re recrui�ng / building process:
Exposure Process
Recrui�ng requires mul�ple exposures
1) Follow-‐up is needed a�er each exposure 2) Set a Specific day/�me, when possible 3) Commit prospect to next Exposure 4) Be Courteous/respec�ul
Upline Role in Follow-‐up
1) Valida�on -‐ On 3-‐way phone calls -‐ Mee�ng in person -‐ Distributor arranges call/mee�ng and lets upline take
charge -‐ Valida�on from upline is vital to success
2) Credibility -‐ Borrow upline credibility un�l you have your own
3) Training -‐ this is where new distributors LEARN the business. Listen to Upline resolve concerns
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Timing not “Right” 1) “12 O'clock” principle
2) If the prospect is not at “12 O'clock” a) Ask permission to periodically update them on the business b) Ask them to contact you, if things change c) Always “keep the door open”
Remember, You can’t make it 12 O'clock for Them.
“The FORTUNE is in the FOLLOW-‐UP”
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Finding Customers/Distributors & the Importance of ADRs
Building “Bo�om up” – Talk Product 1st & create customers
Building “Top down” – Talk business 1st & sponsor distributors
ADR – Automa�c Delivery Rewards
Convenience of monthly shipment 5% below wholesale 20% in a rewards account (30% a�er a year)
Building With ADRs Creates repeat business (and residual income) Sets a great example for duplica�on on your team
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Comp Plan
Comp Plan Basics LOI – Le�er of Intent
– 1,000 points – the 1st step to Execu�ve – LOI simplified: 01103900 Business Builder Package
(02103900 in Canada)
Comp Plan Basics Execu�ve Month PV PGV
Month 1 1000
Month 2 100 1500
Month 3 100 2000
Recommended Month 4 and on-‐going:
Month 4 200 3000
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Comp Plan Basics Monthly Bonus Pool
– Nu Skin allocates 1% of sales for 35 markets – Bonus is Paid if:
Qualifying Execs earn at least 4 Points for the Month Execu�ves earn at least 6 Points for the Month
Comp Plan Basics Monthly Bonus Pool
– Points are earned: QEXECS: 1 for each new qualified LOI EXECS: 1 for each new qualified LOI
– Or, each Distributor passed Q1 – Or, each Distributor passed Q2
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Your Next Event
Your Next Event TEU – Team Elite University Success Summit Nu Skin Conven�on