Further Developing Business Skills

Word Psychology

Bad GoodBuy ---------------------------Invest

Sign up ----------------------- Join

You ----------------------------We

The Machine ----------------Your Machine

Don’t Miss -------------------Take Advantage

If you--------------------------When you

Inform-------------------------Share with

Assume the Sale-

“When you invest in your health today….”

“When you join as a Distributor…..”

“When we have poor health, it’s mostly because we lack proper circulation…”

“Here you go Mrs. Jones, when you are aligned, I will start “Your Machine”, and…”

“And with our current Promotions, we should take advantage of these Distributor prices…”

Understanding Sales

Rule #1- People like to “Buy”, they don’t like to be “Sold”

People Purchase out of “Want” and/or out of “Need” Before you can Promote your product or service, you

must understand your prospect There is no asking price that is too high as long as

their perceived value surpasses your asking price Closing sales is not an art, it is a method. It is a

method that develops continually with room for improvement always.

Learn From Every Experience

“ A loss of a sale is never a failure, but it is a tool to prepare you for your next attempt, as long as you understand why the sale was declined”

Sale Vs. Decline of Sale

Evaluate every resultDetermine what you did right, and also

where you may have went wrongFurther develop those actions that were

rightLearn from those actions that were wrongWhat affects the outcome of a sale?

Pleasant Surprises vs. Shocking Revelations

Pleasant surprises result in a sale, shocking revelations result in the loss of a sale

****The customer’s purchasing decision comes at the moment when you reveal the product or package price.

Only reveal any prices at the very end of your presentation.

You hold the Key, use it when the time is right

Building Value

“The Most Common reason why people choose not to purchase an item is because

they feel the price is too high”

Perceived Value > Asking Price = Sale $$$

(BARGAIN)

Asking Price > Perceived Value = Loss of Sale

(OVERPRICED)

Building Value Rule #1

Your greatest sales tool is the presentation of the Asking Price. DO NOT, under any circumstance reveal the price until you are ready, at the end of your presentation.Q- “This thing is Awesome, How much does it cost?”

A- “That’s the best part, the price! I’ll get to that in a moment!!!”

(Or)- “If the machine cost 5 dollars, and didn’t help you, it would be overpriced, right? Well if the Product cost you 10,000 dollars and solved all your problems, your friends and families too, it would be worth it then, right? Well the price is between there, we’ll get to that later…

Also… Try this

Address the issue of price before it ever becomes an issue that may look like your trying to avoid.

Tell your prospect they will be taking home a product that is more expensive than competitive products, but they will proudly invest in the price when they learn why it’s more expensive.

The Buyer’s Mind:

As soon as you approach a prospect, they know you will end up asking for a purchase of your product

Your prospect will start to use their mental calculator, or mental cash register

Keep in mind that every fact you present before revealing your asking price, they are mentally calculating their perceived Value.

Infomercials Success

Why are infomercials so Successful?They obsessively Build Value before

revealing their secret bargain priceThey mention every possible alternative, and

most importantly the alternative costsThey almost are annoying, leaving us on the

couch saying, “Tell me the price already”“But Wait, There’s More”

Ex. Widget Cleaners-

Replaces all of your household cleaning agents: (tile cleaners, dishwasher cleaners, scrubbing pads, clothing detergents, etc.) Valued around $200/year

“And Look at this”, even replaces pet grooming supplies, valued at another $150/year

“If you’re tired, you can even take a bath in Widget’s therapeutic aromatic oils. Health Spas offer this service for hundreds of dollars a year!”

Prospect’s Calculator

Replaces household cleaners- $200Pet Grooming Supplies- $150Health Spa baths- $200

+________________________________

Perceived Value = $550

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“Now How Much would you Pay for Widget Cleaner?”

For a full year supply?? $300, $400, $500?

Well if you act Now…

You won’t pay $500, $400, or even $300!! If you order today, you will only have to pay $150! Plus, we’ll even throw in another month supply, absolutely Free!!

Suggested Bargain

$150 may seem expensive for a cleaner

But from our perceived value of $550, $150 seems like a Bargain, a steal.

The advertiser was aware of the value they placed in your mind, so they could then work backwards from your perceived value to the asking price. Each time

they go lower than your perceived value, your concept of a bargain increases.

“Now How Much would you Pay for Widget Cleaner?”

For a full year supply?? $300, $400, $500?

Well if you act Now…

You won’t pay $300, $400, or even $500!! If you order today, you will only have to pay $650! Plus, we’ll even throw in another month supply, absolutely Free!!

Seems Ridiculous??

Well if we do not build value, we are leaving our prospect to build a value on their own.

“Hmmm. That machine felt great. I bet they’re going to ask me at least $150 for it”

“Hmmm. It’s worth it, I estimate $150, but I’ll pay at most up to $200 for it.”

Let’s now apply this to HTE

Rule #1- Do Not Reveal Any Prices until the end of your presentation

Rule #2- Do Not even mention the fact that they themselves could “sell” these devices too, until the purchasing decision for personal use has first been discussed.

Rule #3- Do not talk to your prospect while they are using the devices. Only give short answers to Questions they bring up.

Brief Introduction

“These devices are classified as Medical Devices around the world and are used in hospitals in many countries around the world. Most Medical Devices are not available for public purchase, but fortunately because of their extreme simplicity to use, these devices are.”

Presentation Steps

Step #1- Mentally prepare them for the devices they are about to enjoy

Step #2- Let them Enjoy the products.

Step #3- Provide health testimonials associated with Saving Money

Step #4- Mention Medical Device Costs

Continue to Build Value…

Step #5- Mention other value building comments

Step #6- Tie in your own personal testimonials, health first, savings second

Step # 7- Tie in emotional appeal with an affirmative question

Step# 8- Recap your value points

Prospect’s Calculator

Medical Device average- $10,000Saving on Prescriptions- $6,000First suggested price question- $5,000

+________________________________

Perceived Value = $5-10,000

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Progress gauging….

Here’s a simple little tool you can use throughout your presentation, and should be done a few times, it’s called gauging….

Ask your prospect periodically, after big selling points…. “Now how much would you expect to invest on this medical device.”

Now matter what they answer, get them excited well then you are going to absolutely love this…

Affirmative Question

“So how you should like to do this, Check or Charge?”

Or-

“Should I have the devices shipped to your house, or would you like to pick them up over here so we can go over the usage again?”

The Close after the Close….

When you ask your affirmative question, the purchasing decision now rests on your prospect. They now have the slight pressure on them. DO NOT SPEAK A WORD at this point. Even if it takes a few minutes, they are pondering their purchase.

*General Rule: The First Person that Speaks, Loses!!

3 No’s-

If you had done the proper job in building value, the issue of price may be eliminated.

If you hear a “No”, that doesn’t necessarily mean it’s over. They may just be stuck on one issue.

Don’t be afraid to ask them, “So what may be holding you up today?”

Handling Objections

Feel, Felt, Found

“I understand how you feel, when I first reviewed that product I felt the same way, but what I found is…..”

Use this Building Value Concept for every aspect:

Use this concept to promote the business. Compare franchising costs, start-up costs, employee costs, rentals, licenses, time invested, when starting their own business. Build the Value in the options, highlighting how owning your business with HTE and the Super Jump Start may be the most profitable with the least amount of investment.

Investment Opportunities

7-11

$1-$2 Million

Investment Opportunities

McDonalds

$460,000-$788,500

Investment Opportunities

Tim Horton’s

$425,000- $475,000

Investment Opportunities

Mr. Sub

$167,000

Investment Opportunities

HTE Canada

$35.00

General Rule of ThumbWhen describing your success, never

equate it to personal gain.

Express your success in improving the lives of others financially, or health wise.

Self Promotion is seen as ego-tripping and is an unattractive quality.

The End- Thank You