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2011 Fast  Start  Work  Book
2011 Fast  Start  Work  Book
2011 Fast  Start  Work  Book
2011 Fast  Start  Work  Book
2011 Fast  Start  Work  Book
2011 Fast  Start  Work  Book
2011 Fast  Start  Work  Book
2011 Fast  Start  Work  Book
2011 Fast  Start  Work  Book
2011 Fast  Start  Work  Book
2011 Fast  Start  Work  Book
2011 Fast  Start  Work  Book
2011 Fast  Start  Work  Book
2011 Fast  Start  Work  Book
2011 Fast  Start  Work  Book
2011 Fast  Start  Work  Book
2011 Fast  Start  Work  Book
2011 Fast  Start  Work  Book
2011 Fast  Start  Work  Book
2011 Fast  Start  Work  Book
2011 Fast  Start  Work  Book
2011 Fast  Start  Work  Book
2011 Fast  Start  Work  Book
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2011 Fast Start Work Book

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  • 1. Fast  Start  Training   2011  
  • 2. 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  
  • 3. 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)  
  • 4. 2/1/11 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#   1
  • 5. 2/1/11 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   2
  • 6. 2/1/11 How  to  Create  Your  List  Building  Your  Business  is  Just  Like  a  Puzzle   First  You  find  the  4  Corner  Pieces   3
  • 7. 2/1/11 In  our  Business  the  4  Corner  Pieces   are:   YOU    Business     Friends   Family   Community   Contacts  Begin  by  focusing  on  just  one  of  these  Corner  Pieces   YOU    Business     Friends   Family   Community   Contacts   Everyone  has  these  same  4  Networks  in  their  Life   YOU    Business     Friends   Family   Community   Contacts    Business     Friends   Family   Community   Contacts   4
  • 8. 2/1/11 Working  Through  Circles  of  Influence   YOU    Business     Friends   Family   Community   Contacts    Business     Friends   Family   Community   Contacts    Business     Friends   Family   Community   Contacts   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             5
  • 9. 2/1/11 Pu�ng  the  Puzzle  Together   YOU   Business     Friends   Family   Community   Contacts   Pu�ng  the  Puzzle  Together   YOU  Friends   Family   Business     1. ____________ Community  1. ____________ 1. ____________ 1. ____________2. ____________ 2. ____________ 2. ____________ 2. ____________3. ____________ 3. ____________ 3. ____________ 3. ____________4. ____________ 4. ____________ 4. ____________ 4. ____________5. ____________ 5. ____________ 5. ____________ 5. ____________6. ____________ 6. ____________ 6. ____________ 6. ____________7. ____________ 7. ____________ 7. ____________ 7. ____________8. ____________ 8. ____________ 8. ____________ 8. ____________9. ____________ 9. ____________ 9. ____________ 9. ____________10. ____________ 10. _____________ 10. _____________ 10. _____________ 6
  • 10. 2/1/11 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 7
  • 11. 2/1/11 Compliment   Always open with a compliment: John, I’ve always admired Be what you do, and your success…. Sincere 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 likeyou to see an incredible new technologythat is literally changing the face of theanti-aging market. In just 10 minutes theimprovement in the way people look isamazing. We have the exclusive rightsfor this technology. We are talking huge Don’t takepotential and no one else can get it. I more than 3want you to see this amazing DEMOTuesday night at my home at 7 PM.” 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! 8
  • 12. 2/1/11 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     9
  • 13. 2/1/11 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   10
  • 14. 2/1/11 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      Ÿ  Part-­‐�me     System      Ÿ  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   Ÿ  26  years  in  business  Ÿ  Publicly  Traded   Ÿ  Award-­‐winning    Ÿ  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    Ÿ Drive  to  Ruby     Massive  Ac�on  Ÿ  Mul�ple  Credit  Cards   11
  • 15. 2/1/11 NO  SALES  EXPERIENCE    Perfect!!    Many  of  our  most  successful   distributors  had  no  sales   experience.    We  have  a  proven  system  that   works.   HANDLING  OBJECTIONS   12
  • 16. 2/1/11 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   13
  • 17. 2/1/11“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   14
  • 18. 2/1/11 Follow-­‐up  is  a  key  part  of  the  en�re   recrui�ng  /  building  process:   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   Expose  /  Involve/  Upgrade   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   15
  • 19. 2/1/11 Timing  not  “Right”   1)  “12  Oclock”  principle   2)  If  the  prospect  is  not  at  “12  Oclock”    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  Oclock  for  Them.    “The  FORTUNE  is  in  the   FOLLOW-­‐UP”   16
  • 20. 2/1/11Finding  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   17
  • 21. 2/1/11 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   18
  • 22. 2/1/11 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   19
  • 23. 2/1/11 Your  Next  Event   Your  Next  Event    TEU  –  Team  Elite  University    Success  Summit    Nu  Skin  Conven�on   20

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