Nutrition Essentials   THREE WAY CALLING

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HEALTH BENEFITS YOU CAN EXPECT

THE PRODUCT LINE

EXACT STEPS
TO DEVELOPING YOUR OWN BUSINESS

THE COMPANY

PRODUCT
ORDER FORM

REQUEST
ADDITIONAL
INFORMATION

 
HOW TO DO A THREE WAY CALL
(With a Prospect)

TIPS:

  1. Don't interrupt the flow!
  2. Don't get off track!
  3. Be a great listener!

  1. Ask Distributor about his prospect (two minutes prior to call), i.e. what he's seen and what he would like you to accomplish. (The goal is normally to establish an appointment, if local, or to complete all three "Getting Started" steps if long distance.) To be effective you must complete all three steps.

  2. Teach Distributor how to introduce you, i.e. "Jim's background is with . He's done a lot of research into this company and this industry and I wanted to introduce him to you."

  3. >Listen to introduction.

  4. "Bob, I know that Tom has a high regard for you and I understand you have had an opportunity to look at our business (i.e. listened to an audio overview)." (Listen for answer.)

  5. "Tom asked me to share my experience and research into Rexall with you, but before I do that, will you tell me a little bit about yourself?"

  6. Listen/reflect.

  7. "Bob, would you like me to share with you a little about my background and my knowledge of Rexall Showcase?" (Listen for and answer questions if appropriate. If you receive a question, ask him to elaborate so that you understand his real meaning. Then respond con @l and verify, by asking him, that you've answered the question or concern.)

  8. "Bob, what do you like most about what you've heard?"

  9. Listen, reflect, relate commonalities. What else? Listen!

  10. Bob, it sounds to me like you have a level of interest, would you like to know what the next step is?... The next logical step would be to get your hands on our Team Building Program so you can experience the products and understand the business, then we can put our heads together and develop a game plan, is that okay with you?"

  11. (A) LOCAL.
    "Bob, what would be the earliest, ideally within the next 24 hours, to get together with Tom so that you can take the next step?" (Do not hang up until you have a specific time. Do not go into the specifics of the product order at this time. As soon as possible meet with him and at that time go over and complete all three steps in the Team Building workbook on "How to Get Started".)

  12. (B) LONG DISTANCE. (These are very similar to the steps you will use when you meet with your prospect if he is local.)
    Good. Would you like to know the three steps in the Team Building Program?

    1. You will receive a distributor kit. This gives you in depth information on the company and the products. This also puts you on the computer so you can order products from Rexall at wholesale and sponsor other distributors. The cost for this is $49.50.

    2. Next we need to place your start-up order for a Team Building Kit - 50 audios and 10 workbooks. The cost is $49.95.

    3. Last, you need the appropriate products so you can receive the health benefits and you can honestly tell your prospects that you use the Rexall products and they are all they are supposed to be.

    4. "Is that all right with you?" and/or simply ask, "What address would you like to use for your correspondence with Rexall?" Take the distributor application information over the phone including the credit card information. (Don't worry about the Distributor Application, you can open a temporary account and do the paperwork later!)

    5. Help them select one or two Team Building kits. Now, if at all possible, do a 3- way with Sound Concepts and place the order. If you can't call Sound Concepts you can place the order later in the day.

    6. Have them turn to the page in the Team Building Workbook that describes Group Commissions and the four choices of orders they will need to start their business.

    7. Explain that the first two orders are the most popular, and that the Supervisor order is more of a "business builders" position. "This order will supply impact products for you as well as some products to put directly into the hands of a few people you really care about (parents, family, etc.). Another advantage of the Supervisor order is this speeds up the growth of your organization. Many new distributors will start their business by following your example." (Go over the example in the Team Building Workbook that shows how much more rapidly his business will grow with Supervisor orders versus Associate orders.) Explain that the Supervisor order is your recommendation for his first order, unless he has a financial challenge. Ask if that is okay with him.

    8. (A)     If your new distributor is hesitant or if his answer is "no" to the Supervisor position, ask, "Bob, if you could limit your exposure to approximately $100 would you feel more comfortable?" If the answer is "yes" explain the 90% refund policy. Then ask if that makes him more comfortable. If yes, ask him if it is alright to use the recommended Supervisor order, if not go over the recommended Supervisor order with him and modify it but make sure that the CV is at least $1,000.

      Call Rexall and place their order.

      or

      (2)     Ask for his permission to call in the order later that day. (It is your responsibility as the sponsor to place the order, it is not the responsibility of the new distributor.)

      (B)     If he isn't able to place a Supervisor order ask if an Associate order would be all right, then review the Associate order and place the order as described above.

  13. "Bob, I want to tell you that you are very fortunate to be introduced to this business by Tom. He is very talented and we are working very closely together to expand this market. Also, Bob, just as I am on the phone with you this evening, if you would like, I will be happy to be on the telephone with you and anyone who is important to you after you are trained."

  14. Bob I'll look forward to working with you! Good-bye."

  15. Make sure your prospect hangs up the telephone. (Don't extend the conversation after the 3-way is over. Do not undo what has been done.) If you need to talk further with Jim "flash" off the prospect, get a dial tone and "flash" back Jim.

    Backup Strateay: If for some reason your prospect will not get started ask, "Would you be more comfortable if you enjoyed the products." The answer to this question,is usually yes. Ask, "Would you like to try cross section of the products?" The answer to this is usually yes. Briefly describe our Orientation Package which includes the Rx for Life and the All Natural Remedies. Let them know the price (wholesale or retail is up to you) of $151 or $212 and ask, "Would that be okay?" Ask for their address, phone number and credit card number. You can immediately 3- way call the order into RSI or you can call it in later. ( I recommend that you are involved in placing the first order so you can be sure it gets done properly.) Now schedule a time to talk to them when their product arrives so they mix it properly, break the seals and get off to a solid start:

    1. Pour the water in first
    2. A full glass of water (1 oz.)
    3. 1/2 packet of Bios Life
    4. 1 Optimal Performance
    5. 1 Nature Force
    6. 1 Defendol
    7. Briefly go over the other All Natural Remedies

  16. Next Step: Maintain your momentum:

    1. Schedule a 3-way with one of your business partners
    2. Schedule a business briefing
    3. Invite him to call the national conference call every Wednesday night at (800) 624-9344.

    Three way calls build belief, expand your credibility and the credibility of your team. The only way you will get your teammates to use this valuable tool is by making a practice of this yourself.