Presenter : Beverly Hopper
Workshop Agenda Timings
approx 2 1/2 hrs
Introductions 15 Mins
Why we are here and expectations of the session 15Mins
Identify The Role Of a Distributor – Breakout session 10Mins
Review “The Toolkit” and what is available to us 5Mins
Techniques to engage with retailers 35Mins
10 Minute comfort Break
Summarising Objections and Closing 20Mins
Practice session 15Mins
Following Up with the Retailer 5Mins
Summary 5 mins
Review of the session and Objective Setting 10 mins
Why we are here and
expectations of the session
everyone to contribute
Identify The Role and Ideal Qualities
Of a Distributor
Be business like and Professional in
appearance, i,e, business dress
Someone who does what they say they will
– remain committed
Formulate a plan and stick to it – Have
Be teachable and prepared to learn about
the Beep business
Consult with and inform Businesses about
Share good practice
Be broad shouldered and don’t take
Share and celebrate success
Supportive to the team, cascades
information where appropriate
Prepared to visit stores with colleagues and
Good Timekeeper, this matters for meetings
with retailers and colleagues
Remember we are the Ambassadors of
Not defaming, other
companies, Beep, Colleagues, other
Remember the rules of the Affiliate payment
card program with regard to literature and
promoting the business
Follow through on promises to retailers and
sponsor and colleagues
Under promise and over deliver
Be careful not to exaggerate earning
potential for Retailers and Distributors
Understand your target market
Review the Toolkit available to us
Beep Website / videos
Leave behind Folder
Actual loyalty cards
Beep Business cards (ask for a template to easily order off
Retailer contact sheet
Beep stores.com website
BeepSales Email -www.beepsales.com £5 to cover hosting costs.
http://www.beepxteam.com (password protected)
Affiliate payment system GB£30.50, EU€36.50, US$49.95
Techniques to engage with
Contrary to popular belief No one is born to
be a great Business promoter
As with any great achiever, they learn their
craft and practice daily.
Good Practice will become permanent
Fail to prepare is preparing to Fail
Have a plan and follow it…
Jekyll & Hyde
All of them…(business owners)
Have split personalities!
They all have two signs in places of
If this is you This will happen
And you will end up like this!
Nine Second Diamond
In the first few seconds
Prospects make an instant decision to:
Trust and believe you
Turn on the salesman alarm
Start thinking of a way out!
The decision is immediate…and usually final!
IT’S NOT ABOUT
IT’S ALL ABOUT YOU
The Rapport you build
The Trust that you create
The Belief you have
The enthusiasm and sincerity you
7 Steps to Success
Identifying needs accurately
Closing the sale
How many Beep outlets do you need per postcode capita?
Start looking online for local businesses in the area, especially
Booking appointments ahead can save time later.
Hook up with businesses on facebook / twitter
Look at their website? Do they have a contact button? Send them an
email and then tell them when you will call to book an appointment.
Research Restaurants on trip advisor and make notes about their
position, passing traffic, strengths and any weaknesses
In an area you are less familiar with, use Google street view to do
your research prior to landing on foot.
Preparation is the biggest difference between being amateur
or being Professional
Making contact by phone
1. Make a list of businesses you want to talk to and if possible establish
decision maker beforehand
2. Ask to speak to the decision maker -make the call friendly and chatty but be
genuine ….build rapport.
3. Say who you are and where you are from and why you are calling during
4. Explain that you would like to call and appreciate they are busy and so ask if
you could send them a quick email with some links on.
5. Aim to book a visit in the next couple of days.
6. If they insist on seeing the email first, arrange a follow up phone call.
7. Remember when you are booking your appointment you want all the decision
makers to be available too.
Prospecting on foot…
Do your due diligence, look for their strengths and potential
weaknesses, demographics of the area.
Do they have a good frontage, space to display Beep
Choose the best store in its category to visit first, if there are
others in same vicinity.
Always have at the back of your mind that we are selecting
the best stores for Beep, you need to establish at your first
meeting if there is a synergy with Beep for them and us.
1. Try not to look like a sales rep walking through the door! Ideally be a
customer first…that throws them out completely!
2. Start to chat to them about their business and ask if the manager is
3. Hold and show them a Beep card in your hand as you introduce
4. Try and make your introduction to Beep relevant to their business
and how it might benefit them.
5. Do they have time to talk? If no, when can you call back? Leave
your business card and you could , if appropriate, ask them for an
email address to send them the video link
6. Only if they ask for something to read, should you use the leave
behind folder. On exiting reference your next appointment
7. Confirm your follow up appointment on the email you are sending
• Start the call with an initial sales benefit
statement –i.e.Explain an overview of the
system and how they could benefit.
E.g. I’m xxx from Beep we’re a Loyalty Company driving
business back into the High Street and where retailers
can actually earn money from handing out FREE Beep
cards to their customers.
Now It’s Free but the only catch is that we have an area quota
so can’t give it to everyone …………….
• My name is XXX and I am
“When you rearrange the letters
Remember “Telling is NOT selling”
Ask probing questions
Let your prospect speak
Listen to what they say AND what they don’t say!
Watch the body language
Use your mute button
Once you hit mute, leave it on for a couple of seconds
even if you think they are done talking. You will be
amazed by how much more information your prospect
will provide you if you just shut up and listen.
Establish their Needs
• Ask permission to ask a few questions
• If appropriate you could use the survey form here
• Ask open questions and make it chatty
• Understand their challenges and respond to what they
are saying – it’s a consultation
• Be interested and ask more questions to find as much
as you can about how their business is operating
• Don’t interrupt with solutions at this stage
• It is important to appreciate that people will look at
Beep through their emotions - Find their pain and use
your business to really get to a solution.
Now take a couple of minutes to think about the sort
of questions you could ask to find out about their
Some ideas of questions to use
How is business compared to last year?
How long have they been in business and what are their
Do they advertise? If so where? What costs?
Do they have a current loyalty program? If so, ask them to
explain how it works
How do their current discounts work?
What till system do they currently use?
Ask them about passing trade…
What are their future plans?
Summarise their position and
• Re-affirm their current situation as they see
it, i.e sum up how things are for them right
• Highlight how Beep could offer them a
• So if I could show you a way that you could
drive traffic to your website
• Would it benefit your business to increase
your trade whilst reducing advertising
Summarise their position and
• In your very competitive market, would it benefit
you to be able to earn money from your
• If I could show you a way of increasing your
bottom line from giving away loyalty cards to
your customers with only a minimum investment
from you, would you be interested.
• If I could show you a way of reducing your
current discount commitments whilst increasing
your income, would that be something you see
We've all seen it--people listening to a sales presentation, eyes glazed
over and their minds anywhere but on what the speaker is saying.
SELL THE BENEFITS and NOT the features
You have demonstrated that you can offer a benefit for their ‘needs’
Show the videos, let them do the selling and avoid doing the telling!
The difference between try and triumph
is just a little umph!
“Every sale has five basic obstacles:
no need, no money, no hurry, no
desire and no trust.”
1. Always maintain a positive attitude and be enthusiastic.
2. Always remember that objections are a natural and integral
part of the sales process and should not be considered as a
3. Always maintain good eye contact, even when under pressure.
4. Always listen attentively to an objection.
5. Always acknowledge the objection and then express your
6. Always justify your viewpoints with
testimonials, documentation and references.
The do not’s
1. Never knock down or degrade your competition. That
takes the focus off of you and your company and you
never want to do that.
2. Never say anything negative about your organisation.
3. Never say anything negative about your product or
4. Never tell the customer that they are wrong.
5. Never tell the customer that ‘you don’t understand.’
And a few more!
6. Never argue with any buyer.
7. Never lie to a customer. Long term relationships are
built on trust and honesty. It is far better to say, ‘I don’t
know, but I will find out the right answer and get back
to you as soon as possible.’
8. Never be defensive; it is a negative approach to an
9. Never lose your temperament with the customer.
10. Never let an objection go without an answer.
Overcoming Beep Objections
There are already lots of
loyalty systems about
Local loyalty one doesn’t
I don’t understand it / not
How do you know I will get
How many are already
signed up in my area
Explain how they are working – throw
How does it work – explain benefits of
Re inforce the benefits of website and
customers having cards – Unique
concept, global scale
Re-sell the benefits-watch video again
Refer to Beep stores website for
bigger picture and we are talking to
lots of retailers locally
Overcoming Beep Objections
I already have a loyalty
I’ll wait to see how it goes
I can’t justify the outlay
Too good to be true
How is it paid for if it’s free
Its new how will my
customers know about it.
Its too difficult to learn
Establish how it works and benefits of
Early adopters earn from customers-
Explain why you feel that? It is live
Explain 2.75% etc…..
Early retailers handing out cards –
customers will be looking for
Go through the simplicity of the
business and show the videos again
Watch for closing signals and remember, the right
time to close is when your prospect is ready to
Ben Franklin Close
Some people Say No
Every No brings you closer to a Yes
Don’t take rejection personally
Learn to Manage your disappointment – don’t dwell
It could be ‘Not now’ rather than ‘Never’.
Don’t lose your resolve
Remember no one can make you feel
without your consent
Following up with retailer
Go through as much of the sign up process as poss
A quick email to thank them the same day (draft email
Log their details in an Excel spreadsheet
One week Later a phone call to check on any agreed
actions re integration and general progress.
4 weeks later another phone call to check on progress
Go live – Offer your support
Research as much about the business and their surroundings as
you can in preparation
Present a “prospecting offer” of no more than 45 words that
clearly states who you are, what you are selling
Ensure you talk only to the decision makers! (All of them)
Always be in a "Disqualification" mode.
Accept the fact that prospecting really is a “numbers game.”
Congratulations on your first sign up!…getting past the
Never, ever give up... tenacity is the key to ultimate success...
My Top Tips
1.Plan your work, then work your plan.
2.Set yourself realistic goals and action them.
3.Invest in yourself.
4.Work on your self-discipline.
And # 5
1979 Harvard MBA program. In that year, the students were
asked, "Have you set clear, written goals for your future and
made plans to accomplish them?" Only three percent of the
graduates had written goals and plans; 13 percent had goals, but
they were not in writing; and a whopping 84 percent had no
specific goals at all.
Ten years later, the members of the class were interviewed
again, and the findings, while somewhat predictable, were
nonetheless astonishing. The 13 percent of the class who had
goals were earning, on average, twice as much as the 84
percent who had no goals at all. And what about the three
percent who had clear, written goals? They were earning, on
average, ten times as much as the other 97 percent put
In spite of such proof of success, most people don't have
clear, measurable, time-bounded goals that they work toward.
Did we achieve what we set out to today?
What else can we include to assist you?
Please complete your top 3 goals for the next 2
weeks, make them SMART – choose a buddy to email
them to in next 24hrs
Be accountable to your Buddy and Buddies hold them
Thanks for your attention
Beverly Hopper Mobile: 07813 040670