Welcome to BUILDING A SALES TEAM How to work the Leads

Welcome to… BUILDING A SALES TEAM “How to work the Leads” Overview – 5 Steps 1. Responding to the Lead/Resume via Email 2. Phone call invitation to Webinar 3. Follow up interview 4. 3-way call to team leader 5. Closing and getting a commitment Step 1: Responding to the Lead via Email • What’s the purpose? To initiate contact and generate interest and curiosity so they may call you, to sign them up for an Overview Call, or to let them know to expect your call. • Do NOT attempt to sell them on the POM Pilot or the opportunity in an email. • KEEP IT SIMPLE. Less is more. Response Letter Success Tips • Remember, less is more. Resist the urge to add detail to the initial response letter or to try to sell them on the POM Pilot or the earnings opportunity. • Personalize your letter. “Your sales experience is of great interest to us.” Or, “Your background managing a sales force is one of the reasons I’m contacting you.” • Make sure to use your unique, replicated website URL/Link so it’s your rep site they visit. MORE Response Letter Success Tips • Use a professional email address. Avoid generic emails such as Gmail, Hotmail, AOL, or Yahoo. Choose a domain name to forward to your referral URL and get matching email at: – Godaddy.com – 1and1.com Subject line ideas: “Your resume”, “Received your resume”, “Reviewed your resume”. Use their first name when possible: “(first name), I received your resume”. Use a professional signature line. Follow up by phone within 24 hrs. • • • Step 2: Phone Call Invitation to a Call • Follow up with a phone call and invite Prospects to a Conference Call. Be sure to call them afterwards to answer any questions they may have. • 3rd Party Validation – 3-way in your sponsor or upline member and let them do the explaining for you! • This is your training ground to learn more about the company, the product and the opportunity. Inviting candidates to the Webinars is the fastest way to build your sales team! The Most Important Key To Inviting BELIEF. . .In the Product and In Yourself Why Direct Sales & Vision 20/20? • According to Paul Zane Pilzer, worldrenowned economist, multimillionaire software entrepreneur, and the author of seven best-selling books: – “The #1 business opportunity for those who want to create new wealth is educating consumers about products and services that will improve their lives.” – “Today there are at least ten million more people who will shrug off the pessimism and malaise of the times, who will grasp and ride the surging currents of new wealth creation over the next ten years to become millionaires.” The 2ND Most Important Key To Inviting PASSION Would you want to join YOUR team? How would you react to someone who sounds like you? Are you passionate about what you are talking about? Does it sound that way? Step 3: Overview Call Follow Up & Interview • The fortune is in the follow up. • Strike while the iron is hot! The sooner you can follow up and speak to your prospects after they’ve heard an Opportunity Overview Call, the better. Why? Because their emotions run high right after the call. • Get to know them. Build rapport…Show some genuine interest in their goals and how they can achieve them with Vision 20/20. “Susan, I already have your information, but can you please share with me a little about your background and your current situation? Ask Questions to Lead to a Decision • Determine how much they understand and what stands out the most to them: “What piqued your interest when first looking into our company”, or “what did you like best about what you saw during the Webinar?” • Determine their hot buttons, criteria and areas of most interest. What’s important to them? Avoid “dumping detail” on them. Ask Questions to Lead to a Decision • “Jim, what’s most important to you when evaluating a new sales opportunity?” • Expand on what is important to them. Their answers will guide your conversation in the direction that is most important to them. By asking the right questions, you uncover what they need to understand or learn before making a decision to join the team. Step 4: 3-Way Call to a Team Leader • This simply means letting your prospect hear positive reinforcement from someone on your team who can answer questions accurately and enthusiastically. This person will validate you with your prospect, dramatically increasing the credibility of you and Vision 20/20. • It will also heighten their belief in Vision 20/20 and increase their confidence - they can do this! Use your team leader for 3rd Party Validation! How To Do a 3-Way Call • "These are great questions. Let me conference someone in to get them answered! ___________ is very knowledgeable and has had a lot of business success. He/she is helping me build my business. Hold on I’m going to have them join us.” • Once you have your team leader on the call, make a quick introduction and remain quiet. Let them do the talking. This is your training ground. Step 5: Closing & Getting a Commitment • Understandably, those you speak with for the first time will have a lot to digest after you’ve gone through the program with them, clarified their points of confusion, and/or answered their questions to their satisfaction. • Before people commit to working with us, we want them to realize their own potential selling the POM Pilot and/or building a sales team. Closing Questions • Ask them questions that lead them to having the confidence they will earn a realistic, yet substantial income: – Question 1: “Sue, based on a scale from 1 – 10, how would you rate your own sales ability?” – Question 2: “Great, and based on what you have learned about our company, our product and our opportunity, how many people do you think would join your team each week? (“how many people would purchase a POM Pilot from you each week?”) • At this point, you can develop an income scenario based on their answers. They are now committing to how much money they could potentially earn in a month. – Your Response: “Ok, let’s say you only average 5 retail sales and 2 new team members per month. That would earn you $800 - $1000 in Fast-Start bonuses each month. Encourage your team members to do the same, add in cycling income, and within 6 months you can be making $5000 per month & growing.” Peace of Mind • POM Pilot Users are the Strongest Recruiters and Sellers – The best way to sell your prospects on being a Rep for Vision 20/20 is to interest them in the product for themselves and/or their family members. – Make sure they understand the service and integrity behind the product. – As a Rep they can help others achieve Peace of Mind. – Reps get replicated websites - customized with their contact information. – They also get an administrative back office where they can track sales, commissions, access business tools, etc. – Reps also have access to ongoing training and support. Remember . . . • YOU Have the Cookie! – The POM Pilot is a one-of-a-kind product and service that is bringing Peace of Mind to countless people across the country. – The market for this product is HUGE. – Clearly, Vision 20/20 offers an extraordinary opportunity to achieve financial and time freedom. – Help your prospects imagine what it will feel like to have grabbed their share of that market. Paint a picture of what their life can be like 3 years from now. – REMEMBER: YOUR TIME IS MONEY – and Vision 20/20 is only for those who qualify. Focus on those who catch the vision. – Hundreds of thousands of people are looking for what you have to offer. GIVE IT TO THEM!