Fast Start Training 2011
Fundamentals <ul><li>Be Coachable </li></ul><ul><ul><li>Attitude is Everything </li></ul></ul><ul><li>Delayed Gratificatio...
Fundamentals
Fundamentals <ul><li>Stay Connected </li></ul><ul><ul><li>Generals Calls M-F 8 am Mountain </li></ul></ul><ul><ul><li>Mill...
Fundamentals <ul><li>Get Out Of Your Comfort Zone </li></ul><ul><ul><li>For Growth </li></ul></ul><ul><ul><li>For Success ...
Fundamentals <ul><li>Personal Development </li></ul><ul><ul><li>Program Yourself for success </li></ul></ul><ul><ul><li>Bo...
Fundamentals <ul><li>Training Sources </li></ul><ul><ul><li>www.oneteamglobal.com  videos (Password) </li></ul></ul><ul><u...
Fundamentals
How to Create Your List
Building Your Business is Just Like a Puzzle
First You find the 4 Corner Pieces
In our Business the 4 Corner Pieces are:
Begin by focusing on just one of these Corner Pieces
Everyone has these same 4 Networks in their Life
Working Through Circles of Influence Interconnected Circles of Influence provide an endless stream of prospects
This Works <ul><li>Warm Market Contacts </li></ul><ul><li>Circles of Influence </li></ul><ul><li>Acquaintances </li></ul><...
This Doesn’t Work <ul><li>Flyer-ing Cars in Parking Lots </li></ul><ul><li>Running ads in Newspapers </li></ul><ul><li>Ema...
Putting the Puzzle Together
Putting the Puzzle Together
 
How to Create Your List
The Art of Inviting
The Art of Inviting The 4-C’s of Inviting:
The Art of Inviting The 4-C’s of Inviting: C ompliment
The Art of Inviting The 4-C’s of Inviting: C ompliment C reate Curiosity
The Art of Inviting The 4-C’s of Inviting: C ompliment C reate Curiosity C ontrol Yourself
The Art of Inviting The 4-C’s of Inviting: C ompliment C reate Curiosity C ontrol Yourself C ommit
Compliment Be Sincere Always open with a compliment: John, I’ve always admired what you do, and your success…. Jane, your ...
Create Curiosity Use powerful words and say only enough to peak their interest: (Example for galvanic spa)  “I’d like you ...
Control Yourself Control Yourself! Control Yourself! Control Yourself! Once you have peaked their curiosity, they will ask...
Commit Getting them to really commit, is the most important step! “ I’ll check my schedule…” 25% chance of show “ I’ll rea...
The Art of Inviting <ul><li>Be Sincere </li></ul><ul><li>Show genuine excitement </li></ul><ul><li>Remember that what you ...
The SW Formula <ul><li>Some Will </li></ul><ul><li>Some Won’t </li></ul><ul><li>So What </li></ul><ul><li>Someone’s Waitin...
The Art of Inviting
HANDLING OBJECTIONS
OBJECTIONS   ARE GOOD <ul><li>Leaders Sift & Sort </li></ul><ul><ul><li>Some people aren’t at 12 o’clock </li></ul></ul><u...
SUGGESTIONS <ul><li>Listen without Interrupting </li></ul><ul><li>Don’t Assume – Ask Questions </li></ul><ul><li>Repeat fo...
I DON’T HAVE TIME <ul><li>What you’re saying is: </li></ul><ul><li>“ You ’ re busy, but if I could show you a way to be su...
MULTI LEVEL MARKETING <ul><li>“ May I ask what your experience is with Network Marketing ? ” </li></ul><ul><li>Don’t get d...
I DON’T HAVE THE MONEY to Get Started <ul><li>Let me see if I understand: </li></ul><ul><li>“ You really want to do this b...
NO SALES EXPERIENCE <ul><li>Perfect!! </li></ul><ul><li>Many of our most successful distributors had no sales experience. ...
HANDLING OBJECTIONS
How to Present
Presenting <ul><li>Use the Tools for 5 – Point Presentation </li></ul><ul><ul><li>Presentation Flip Chart </li></ul></ul><...
5 Points: <ul><li>The Market </li></ul><ul><li>The Products </li></ul><ul><li>The Company </li></ul><ul><li>The System – L...
 
“ The FORTUNE is in the FOLLOW-UP” Most people never Follow Up with their Prospects because they are afraid to be told No....
Types of Follow-Up <ul><li>Entire Recruiting Process </li></ul><ul><li>Exposure Process </li></ul><ul><li>Upline Role in F...
Expose / Involve/ Upgrade <ul><li>Create Interest – Answer Questions </li></ul><ul><li>Commit prospect for next event – 2 ...
Exposure Process <ul><li>Recruiting requires multiple exposures </li></ul><ul><ul><li>1) Follow-up is needed after each ex...
Upline Role in Follow-up <ul><ul><li>1)  Validation </li></ul></ul><ul><ul><ul><li>- On 3-way phone calls </li></ul></ul><...
Timing not “Right” <ul><ul><li>“ 12 O'clock” principle </li></ul></ul><ul><ul><li>If the prospect is not at “12 O'clock” <...
“ The FORTUNE is in the FOLLOW-UP”
ADR
Finding Customers/Distributors & the Importance of ADRs <ul><li>Building “Bottom up” </li></ul><ul><ul><li>Talk Product 1 ...
ADR – Automatic Delivery Rewards <ul><li>Convenience of monthly shipment </li></ul><ul><li>5% below wholesale </li></ul><u...
Building With ADRs <ul><li>Creates repeat business (and residual income) </li></ul><ul><li>Sets a great example for duplic...
Comp Plan
Comp Plan Basics <ul><li>LOI – Letter of Intent </li></ul><ul><ul><li>1,000 points – the 1 st  step to Executive </li></ul...
Comp Plan Basics <ul><li>Executive </li></ul>Month PV PGV Month 1 1000 Month 2 100 1500 Month 3 100 2000 Recommended Month...
Comp Plan Basics <ul><li>Monthly Bonus Pool </li></ul><ul><ul><li>Nu Skin allocates 1% of sales for 35 markets </li></ul><...
Comp Plan Basics <ul><li>Monthly Bonus Pool </li></ul><ul><ul><li>Points are earned: </li></ul></ul><ul><ul><ul><li>QEXECS...
Your Next Event
Your Next Event <ul><li>TEU – Team Elite University </li></ul><ul><li>Success Summit </li></ul><ul><li>Nu Skin Convention ...
 
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2011 Fast Start Training

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2011 Fast Start Training

  1. 1. Fast Start Training 2011
  2. 2. Fundamentals <ul><li>Be Coachable </li></ul><ul><ul><li>Attitude is Everything </li></ul></ul><ul><li>Delayed Gratification & Geometric Growth </li></ul><ul><li>(Leverage) </li></ul><ul><ul><li>In the beginning: Hard work for modest pay </li></ul></ul><ul><ul><li>When you’re successful: Passive residual Income </li></ul></ul>
  3. 3. Fundamentals
  4. 4. Fundamentals <ul><li>Stay Connected </li></ul><ul><ul><li>Generals Calls M-F 8 am Mountain </li></ul></ul><ul><ul><li>Millionaire Training Circle Saturday 9 am Mountain </li></ul></ul><ul><ul><li>(512) 225-3400 77546# </li></ul></ul>
  5. 5. Fundamentals <ul><li>Get Out Of Your Comfort Zone </li></ul><ul><ul><li>For Growth </li></ul></ul><ul><ul><li>For Success </li></ul></ul><ul><li>Understand Rejection </li></ul><ul><ul><li>It’s part of the process </li></ul></ul><ul><ul><li>It’s not personal </li></ul></ul><ul><ul><li>We’re sorting & sifting for the right people </li></ul></ul>
  6. 6. Fundamentals <ul><li>Personal Development </li></ul><ul><ul><li>Program Yourself for success </li></ul></ul><ul><ul><li>Books, CDs, DVDs, MP3s, Success Summit, TEU, Conference Calls </li></ul></ul>
  7. 7. Fundamentals <ul><li>Training Sources </li></ul><ul><ul><li>www.oneteamglobal.com videos (Password) </li></ul></ul><ul><ul><ul><li>Getting Started (Part I & Part II) </li></ul></ul></ul><ul><ul><ul><li>Ruby Plan </li></ul></ul></ul><ul><li>Fast Start Packet </li></ul><ul><ul><li>Available at www.oneteamglobal.com store </li></ul></ul><ul><ul><li>5 CDs, Booklet, Presentation Flip, tools </li></ul></ul>
  8. 8. Fundamentals
  9. 9. How to Create Your List
  10. 10. Building Your Business is Just Like a Puzzle
  11. 11. First You find the 4 Corner Pieces
  12. 12. In our Business the 4 Corner Pieces are:
  13. 13. Begin by focusing on just one of these Corner Pieces
  14. 14. Everyone has these same 4 Networks in their Life
  15. 15. Working Through Circles of Influence Interconnected Circles of Influence provide an endless stream of prospects
  16. 16. This Works <ul><li>Warm Market Contacts </li></ul><ul><li>Circles of Influence </li></ul><ul><li>Acquaintances </li></ul><ul><li>Walking and Talking </li></ul><ul><li>Cold Market </li></ul>
  17. 17. This Doesn’t Work <ul><li>Flyer-ing Cars in Parking Lots </li></ul><ul><li>Running ads in Newspapers </li></ul><ul><li>Email, Spamming or Blasting </li></ul>
  18. 18. Putting the Puzzle Together
  19. 19. Putting the Puzzle Together
  20. 21. How to Create Your List
  21. 22. The Art of Inviting
  22. 23. The Art of Inviting The 4-C’s of Inviting:
  23. 24. The Art of Inviting The 4-C’s of Inviting: C ompliment
  24. 25. The Art of Inviting The 4-C’s of Inviting: C ompliment C reate Curiosity
  25. 26. The Art of Inviting The 4-C’s of Inviting: C ompliment C reate Curiosity C ontrol Yourself
  26. 27. The Art of Inviting The 4-C’s of Inviting: C ompliment C reate Curiosity C ontrol Yourself C ommit
  27. 28. Compliment Be Sincere Always open with a compliment: John, I’ve always admired what you do, and your success…. Jane, your positive attitude has always impressed me…
  28. 29. 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!
  29. 30. 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!
  30. 31. 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
  31. 32. The Art of Inviting <ul><li>Be Sincere </li></ul><ul><li>Show genuine excitement </li></ul><ul><li>Remember that what you have is a wonderful gift for the right person </li></ul>
  32. 33. The SW Formula <ul><li>Some Will </li></ul><ul><li>Some Won’t </li></ul><ul><li>So What </li></ul><ul><li>Someone’s Waiting </li></ul>
  33. 34. The Art of Inviting
  34. 35. HANDLING OBJECTIONS
  35. 36. OBJECTIONS ARE GOOD <ul><li>Leaders Sift & Sort </li></ul><ul><ul><li>Some people aren’t at 12 o’clock </li></ul></ul><ul><ul><li>Others aren’t right for this business </li></ul></ul><ul><ul><li>Only 4 “Aces” in a deck of cards </li></ul></ul><ul><li>Some objections indicate valid concerns </li></ul><ul><li>Your response can enable your prospect to see themselves successful with their Nu Skin business </li></ul>
  36. 37. SUGGESTIONS <ul><li>Listen without Interrupting </li></ul><ul><li>Don’t Assume – Ask Questions </li></ul><ul><li>Repeat for Clarity </li></ul><ul><li>Don’t Argue </li></ul><ul><li>Be Precise & to the Point </li></ul><ul><li>Be Prepared </li></ul><ul><li>Tell a Story </li></ul><ul><li>Get Help with Objections when First Starting </li></ul>
  37. 38. I DON’T HAVE TIME <ul><li>What you’re saying is: </li></ul><ul><li>“ You ’ re busy, but if I could show you a way to be successful with the time you have, you ’ d be interested ? ” </li></ul><ul><ul><li>Leverage  Part-time </li></ul></ul><ul><ul><li>System  Team </li></ul></ul>
  38. 39. MULTI LEVEL MARKETING <ul><li>“ May I ask what your experience is with Network Marketing ? ” </li></ul><ul><li>Don’t get defensive </li></ul><ul><li>Point to some positive facts about the company </li></ul><ul><ul><li>26 years in business  Publicly Traded </li></ul></ul><ul><ul><li>Award-winning  Forbes </li></ul></ul>
  39. 40. I DON’T HAVE THE MONEY to Get Started <ul><li>Let me see if I understand: </li></ul><ul><li>“ You really want to do this business, but you ’ re concerned about the investment ? ” </li></ul><ul><ul><li>Good, Better, Best   Drive to Ruby </li></ul></ul><ul><ul><li>Massive Action  Multiple Credit Cards </li></ul></ul>
  40. 41. NO SALES EXPERIENCE <ul><li>Perfect!! </li></ul><ul><li>Many of our most successful distributors had no sales experience. </li></ul><ul><li>We have a proven system that works. </li></ul>
  41. 42. HANDLING OBJECTIONS
  42. 43. How to Present
  43. 44. Presenting <ul><li>Use the Tools for 5 – Point Presentation </li></ul><ul><ul><li>Presentation Flip Chart </li></ul></ul><ul><ul><li>Power Point (Available at www.oneteamglobal.com ) </li></ul></ul><ul><ul><li>FUZE Webinar </li></ul></ul><ul><ul><li>www.nsinsider.com </li></ul></ul>
  44. 45. 5 Points: <ul><li>The Market </li></ul><ul><li>The Products </li></ul><ul><li>The Company </li></ul><ul><li>The System – Leverage </li></ul><ul><li>The Timing </li></ul>
  45. 47. “ 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
  46. 48. Types of Follow-Up <ul><li>Entire Recruiting Process </li></ul><ul><li>Exposure Process </li></ul><ul><li>Upline Role in Follow-up </li></ul><ul><li>When Timing is not “Right” for Prospect </li></ul>
  47. 49. Expose / Involve/ Upgrade <ul><li>Create Interest – Answer Questions </li></ul><ul><li>Commit prospect for next event – 2 nd Step </li></ul><ul><li>Gain a commitment - Ask them to Join us </li></ul><ul><li>Move to the Getting Started process </li></ul>Follow-up is a key part of the entire recruiting / building process:
  48. 50. Exposure Process <ul><li>Recruiting requires multiple exposures </li></ul><ul><ul><li>1) Follow-up is needed after each exposure </li></ul></ul><ul><ul><li>2) Set a Specific day/time, when possible </li></ul></ul><ul><ul><li>3) Commit prospect to next Exposure </li></ul></ul><ul><ul><li>4) Be Courteous/respectful </li></ul></ul>
  49. 51. Upline Role in Follow-up <ul><ul><li>1) Validation </li></ul></ul><ul><ul><ul><li>- On 3-way phone calls </li></ul></ul></ul><ul><ul><ul><li>- Meeting in person </li></ul></ul></ul><ul><ul><ul><li>- Distributor arranges call/meeting and lets upline take charge </li></ul></ul></ul><ul><ul><ul><li>- Validation from upline is vital to success </li></ul></ul></ul><ul><ul><li>2) Credibility </li></ul></ul><ul><ul><li> - Borrow upline credibility until you have your own </li></ul></ul><ul><ul><li>3) Training - this is where new distributors LEARN the business. Listen to Upline resolve concerns </li></ul></ul>
  50. 52. Timing not “Right” <ul><ul><li>“ 12 O'clock” principle </li></ul></ul><ul><ul><li>If the prospect is not at “12 O'clock” </li></ul></ul><ul><ul><li>a) Ask permission to periodically update them on the business </li></ul></ul><ul><ul><li>b) Ask them to contact you, if things change </li></ul></ul><ul><ul><li>c) Always “keep the door open” </li></ul></ul><ul><li>Remember, You can’t make it 12 O'clock for Them. </li></ul>
  51. 53. “ The FORTUNE is in the FOLLOW-UP”
  52. 54. ADR
  53. 55. Finding Customers/Distributors & the Importance of ADRs <ul><li>Building “Bottom up” </li></ul><ul><ul><li>Talk Product 1 st & create customers </li></ul></ul><ul><li>Building “Top down” </li></ul><ul><ul><li>Talk business 1 st & sponsor distributors </li></ul></ul>
  54. 56. ADR – Automatic Delivery Rewards <ul><li>Convenience of monthly shipment </li></ul><ul><li>5% below wholesale </li></ul><ul><li>20% in a rewards account (30% after a year) </li></ul>
  55. 57. Building With ADRs <ul><li>Creates repeat business (and residual income) </li></ul><ul><li>Sets a great example for duplication on your team </li></ul>
  56. 58. Comp Plan
  57. 59. Comp Plan Basics <ul><li>LOI – Letter of Intent </li></ul><ul><ul><li>1,000 points – the 1 st step to Executive </li></ul></ul><ul><ul><li>LOI simplified: 01103900 Business Builder Package (02103900 in Canada) </li></ul></ul>
  58. 60. Comp Plan Basics <ul><li>Executive </li></ul>Month PV PGV Month 1 1000 Month 2 100 1500 Month 3 100 2000 Recommended Month 4 and on-going: Month 4 200 3000
  59. 61. Comp Plan Basics <ul><li>Monthly Bonus Pool </li></ul><ul><ul><li>Nu Skin allocates 1% of sales for 35 markets </li></ul></ul><ul><ul><li>Bonus is Paid if: </li></ul></ul><ul><ul><ul><li>Qualifying Execs earn at least 4 Points for the Month </li></ul></ul></ul><ul><ul><ul><li>Executives earn at least 6 Points for the Month </li></ul></ul></ul>
  60. 62. Comp Plan Basics <ul><li>Monthly Bonus Pool </li></ul><ul><ul><li>Points are earned: </li></ul></ul><ul><ul><ul><li>QEXECS: 1 for each new qualified LOI </li></ul></ul></ul><ul><ul><ul><li>EXECS: 1 for each new qualified LOI </li></ul></ul></ul><ul><ul><ul><ul><li>Or, each Distributor passed Q1 </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Or, each Distributor passed Q2 </li></ul></ul></ul></ul>
  61. 63. Your Next Event
  62. 64. Your Next Event <ul><li>TEU – Team Elite University </li></ul><ul><li>Success Summit </li></ul><ul><li>Nu Skin Convention </li></ul>

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