Good Monday Morning, Team One!
We have a series of calls each week so you can educate your prospects and new reps on the ITI Opportunity, our tools and products - use each one of them to your benefit!
Today is a great day to evaluate where you are with your goals for 2003 - there are one hundred more days left in this year!
Make it a great week! - Shyamla
| IN THIS ISSUE: |
UPCOMING LIVE CALLS
RECORDED CALLS
212-990-6268 : 4-minute Millionaire's Message for ITI
212-990-6245 : 5-minute introduction to ITI by Kerry Loeb
212-461-2952 : 5-minute sizzle call featuring Michael & Karen Kahn.
212-990-6668 : 13-minute call by Guy & Jody Heckenlively.
212-461-8719 : Training Call with Dr.Brad Cords on MA+.
212-990-6211 : 1-hour May12 MA+ Product Call with many testimonials
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UPCOMING MEETINGS
Oct. 17 & 18 : Dr. Brad Cords & Robert Gauthier in Wooster,
OH. The Friday meeting will be held at the Green Briar Conference Center, 50
Ripple Rd and the Saturday meeting at the Amish Door Restaurant, 6655 Lincoln
Hwy E. ITI block rates are available at the Best Western (330-264-7750),
Amerihost North (330-345-1500) and Royal Star Inn (888-771-8110).
The contact person for this meeting is Keith Begly and he can be reached at
Patlive Extn. 2050 or at 330-345-3873.
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BUSINESS-BUILDING TOOLS
My-PRO : The My-PRO systems include myteampro, myfundraisingpro and mythreetobefreepro and are available for one low price of $29.95. You also get the e-book, "The MLM-MYTH.... why most people fail in Network Marketing and what we can do about it!" by Kyle Newton and Ginny Dye. To sign up or for more information go to www.MyTeamPro.com. You can also sign up from your back office under Rep Tools. The fundraising site allows you to set up auto-responders for your organizations at no cost to you!
Health News :
Master Antioxidants from Whey Protein - Vol. 11, No. 1.
Personal Water Filters - Vol. 11, No. 5
The newspapers can be ordered at www.healthnewssupport.com
or by calling 800-370-4057. Short summary of cost: 50 copies - $10, 500- $89,
5000 - $699 with auto-ship discounts for orders of 500 copies or more. Orders of
less than 5000 also come with your contact information on peel-and-stick labels,
larger orders will have your information imprinted on them. Information the
500-Club are included with orders of 500 or more.
Audio tapes and CDs
If Doctors only Knew - they would tell you: This audio tape includes many
testimonials from people who have benefitted by taking MA+.
Your Health Connection: is an interview with Dr. Brad Cords by Keith
Begly. The loading protocol is covered on the tape and it also has 28 mins of
testimonials on MA+.
If You Only Knew: NEW! Keith Begly interviews Dr. Brad Cords on the
personal water filtration system, available on tapes and CDs.
To order call Dupli-Pack at 888-443-1979.
ORDER-TAKING "PRO-Podium" Web Pages & FREE "Buyers' Club" BANNERS - An effective way to maximize your results in both sign-ups and customer satisfaction! Highlight the "Specialty Items", TARGET your market and increase your customer base. Build trust with your customers through the "Health Coach" system and be rewarded over and over again through "repeat marketing". For more information on PRO-Podium webpages and to get your own FREE "Buyers' Club" website banners, go to www.PROpodium.com.
Business Online Office (formerly Bamboobiz): Auto-responder
with customized emails. Remember to use a html version of your signature to go
with the html-letters - an example is available under the category 'Html
Signature'. The web site also has a new URL - teamone.booonline.com.
If you have never used the system, they do have a demo for preview. SUCCESS QUOTES - SALES
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"Tone of voice, look and manner can prove no less eloquent than choice of words." - Francois La Rochefoucauld
"In the sales profession the real work begins after the sale is made." - Jim Rohn
"To survive, to avert what we have termed future shock, the individual must become infinitely more adaptable and capable than ever before." - Alvin Toffler
"The more you say, the less people will remember." - Anatole
France
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Selling To The Four Different Personalities
Tim Connor
A mistake salespeople often make is that they attempt to sell to everyone the same. These salespeople fail to take into consideration that each buyer or prospect has very individual motives and/or reasons for buying what they do, when they do and how they do. One of the keys to effective selling is to sell the prospect the way they are comfortable buying, not the way you are comfortable selling. Let me explain further.
There are four major types of buyers: Some want quick answers and only the bottom line, and there are those that want lots of details and accurate information. There are some that want to have a personal relationship with you, to get to know you and there are those that want to make buying a social event. They want it to be a fun process.
Each of these four types of buyers must be approached from their perspective or comfort zone. To give a ton of information on features and benefits to a prospect who wants only the bottom line will surly put you back on the street with a NO SALE. To waltz in, give your presentation expect a quick decision and waltz out - with the buyer who wants a relationship will earn his/her and lack of trust. The secret, and it's really not a secret at all, is to have four that's right FOUR distinct selling styles, vocabularies, approaches and presentations.
Here is a brief summary of the needs or motives and how to approach each of the four unique styles.
The Driver or High D Personality
Characteristics: Wants no fluff or details, decisive, aggressive or assertive,
make quick decisions, impatient, big egos, want the bottom line, task or thing
oriented, extroverted, fast paced
How They Want to Be Sold: Be clear and not vague, come to the point quickly, don't waste their time, don't ramble, stick to business, start and finish on time
The Expressive or High I Personality
Characteristics: Like popularity, socially active, want to be liked, impulsive,
talkative, optimistic, emotional, relationship-oriented, extroverted, fast
paced, assertive
How They Want to Be Sold: Socialize, ask their opinions, don't talk down to them or patronize them, don't try to over control the sales process, give them ideas to consider, talk in broad concepts rather than lots of facts
The Amiable or High S Personality
Characterisics: Sincere, attentive listeners, relationship-oriented, trusting,
steady (don't like changes or surprises), friendly, avoid conflict and
confrontation, take a long time to make decisions, introverted, slower paced,
low assertiveness
How They Want to Be Sold: Start with personal information, ask personal questions, don't rush the process, don't dominate, don't be vague, be patient, don't rush the business or relationship, build trust by getting to know them
The Analytical or High C Personality
Characteristics: Very detailed and accurate, systematic, low assertive,
introverted, slower pace, task and thing oriented, precise, factual, set high
standards
How They Want to Be Sold: Be prepared and organized, be direct, provide lots of accurate information, don't be vague, don't dodge difficult questions or issues, provide lots of evidence, be on time, don't rush the (sale).
Trust and respect can be earned when you approach each buyer in a way that is comfortable for them. By the same token you can cause a great deal of conflict, stress and frustration for the buyer when you fail to come from their perspective.
Copyright 2003 Connor Resource Group All Rights Reserved.
This Article is protected under U.S. and International copyright laws and is
intended for use by the subscribed Insider. It cannot be reprinted, reproduced
or any part thereof placed in published form without written permission.
Contact Information:
Tim Connor, CSP
Connor Resource Group
Box 397 Davidson, N.C. 28036
800-222-9070
e-mail: speaker@bellsouth.net
web site: http://www.timconnor.com
(Forwarded with explicit permission from the Sales Training Camp ezine,
www.salestrainingcamp.com )
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ABOUT TEAM ONE NEWS
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