Image- Goals-Dreams! Ideas to take you from where you are to where you want to be!
The goal of this training is to help you evaluate where you are and where you want to be.
This is accomplished by a combination of both MENTAL and PHYSICAL actions to help you assess your situation and decide WHAT you are going to do about it.
Here’s what were going to cover:
1) How does PRICE influence you and your customers? Does it effect your confidence?
2) What is the impact of SERVICE on your customers.
3) How does the TEAM you work with impact your business?
4) What are your goals and dreams?
5) ACTION: Fill your calendar!
What type of image are you presenting to the world and what kind of lasting impression are you leaving with the people you come in contact with? What is your confidence level? It is important that you figure out who you are and how confident you are in what you are selling. I received this in my email:
Most poorly trained salespeople tend to lower the price of the product(s) they are selling as a first response to price resistance. One of the important things I have discovered in sales these past 30 years is that a person’s self-image is a CRITICAL issue when it comes to overcoming price resistance. Those with low self-image tend to reduce the price of whatever they sell, when the price is challenged. What these people are looking for is validation, approval, or acceptance or all three. You may hope to gain these from your prospective customers when you lower the price or allow customers to have your commission, but what you actually are doing is losing in many ways: you are losing income, self-respect, and you can also lose a customer, not to mention your job.
Salespeople with high self-esteem are not looking for validation, approval ,or acceptance because they sell the value of their product, or service. They sell the value of working with them and their organization; and they also sell the benefits of their product or service.
Salespeople with high self-esteem also tend to successfully resist price resistance. Price will always seem high to a prospect, or customer if the perceived value is low. The key to effectively handling price resistance is to under stand this simple yet profound concept. People SAY they want low prices, but what they really want is low cost. What is the difference?
Low price is what the customer pays for your product, or service today, the cash outlay. Low cost is what they pay for it over time. For example, if a customer buys an inexpensive piece of equipment to save money, and it is in constant need of repair because it breaks down a great deal, she will have a higher cost of ownership over time. She may have saved money initially, but their overall cost will be much higher than if they had invested more in a better piece of equipment.
In most cases we get what we pay for. Buy cheap and you get less value over time. Buy expensive and you get higher value or lower cost over time. What are you selling? High value or low price? Personally, I would rather sell a high-priced product or service than a low-priced one. It is much easier to justify high price if the value is there than to deal with poor quality and constant product/service problems.
Is your first reaction to price resistance to SELL VALUE or to LOWER the PRICE? As a sales pro, you must decide. Do not put this decision in the hands of your prospect or customer.” (Author unknown)
Have you thought about this concept before? What image do you present to your customers? Are you confident in yourself and the service you offer? Are you confident in the product you sell?
Let’s talk about service for just a minute. How do you think your customers would respond if you offered MORE at a party, than the average consultant does? If you offer a “Wish List” program, preferred customer program, or specifically ask what her needs are and then follow up on the procedure you will create a great “lasting impression.” If you tell her you will call her, and then you do .. would that make a difference in her feelings toward you? If you run your business in a professional manner, contacting your hosts, following up on customer service issues, etc. wouldn’t that make a good impression on your customers?
I have always loved this song from “The Sound of Music” sung when Maria is on her way from the convent to the family’s home where she will be the governess. She is unsure of herself, but she decides to be strong and have confidence in herself. These are the words I can remember. (I used to sing this to myself while walking to and from school and a tele-marketing job when I was a teenager.)
“I have confidence in sunshine. I have confidence in rain. I have confidence that spring will come again. Besides which you see, I have confidence in me.
Strength doesn’t lie in numbers. Strength doesn’t lie in wealth. Strength lies in nights of peaceful slumber. When you wake up, wake up it’s healthy!
All I trust I leave my heart to. All I trust becomes my own. I have confidence in confidence alone.
Besides which you see I have confidence in me!”
Even if you are new in the business, you can still have confidence because you are part of a team, and a company that has the tools to help you be more successful. They want to help you present an image that is good for both you and the business you are in. If you are lacking confidence of your own, use positive self-talk as you are driving to your parties. Put some of the confidence building TEAM CARDS in your car where you can read them over and over again. Find a song that build energy and confidence for you. Listen to it on your way to your parties and tell yourself,
“I believe in ME!”
James Bender, in his book, “How to Talk Well” relates the story of a farmer who grew award-winning corn. Each year he entered his corn in the state fair where it won a blue ribbon. One year a newspaper reporter interviewed him and learned something interesting about how he grew it.
The reporter discovered that the farmer shared his seed corn with his neighbor. “How can you afford to share your best seed corn with your neighbors when they are entering corn in competition with yours each year?” the reporter asked.
“Why sir,” said the farmer, “didn’t you know? The wind picks up pollen from the ripening corn and swirls it from field to field. If my neighbors grow inferior corn, cross-pollination will steadily degrade the quality of my corn. If I am to grow good corn, I must help my neighbors grow good corn.”
He is very much aware of the connectedness of life. His corn cannot improve unless his neighbors’s corn also improves.
So it is in other dimensions. Those who choose to be at peace must help their neighbors to be at peace. Those who choose to live well must help others to live well. For the value of life is measured by the lives it touches. And those who choose to be happy must help others to find happiness, for the welfare of each is bound up the welfare of all.”
The same is true in the party plan industry. When a host has a bad experience (no matter what the company) she will hesitate to ever have another party. Yet, if she has a good experience (no matter what the company) she will most likely go on to have many more parties. If guests are only looked at as dollar signs and are not given any personal service, they may just set future invitations aside or come up with excuses not to attend. But, if a guest has a GREAT experience, has fun, is given great service, and receives VALUE for her money, she will be excited to receive another invitation and plan to shop at the party. If you take the extra steps to really build a relationship with your customers, a large majority of them will continue to shop from you, even when they have the opportunity to shop elsewhere. PRICE is not always the consideration. People WANT VALUE! When someone was asked about their higher price they responded, “I would rather explain my price once than apologize for my product and service over and over again.” Give everyone on your team the MANTRA Team Card. Encourage them to READ these mantras everyday until they become part of their belief system.
ANYONE can be trained to be a salesperson. But, it does take TRAINING! This is where goals and dreams come into the issue. If you have a dream for your business and you set your goals accordingly you then have a direction to go. You can create a plan. If you want to be good in the sales field, for most people it requires effort. Yes, we all know of those “natural born salespeople” who seem to have the gifts and ability to sell anything. Even those people usually listen to tapes and read books to help keep themselves positive and excited about their businesses. When you learn new concepts and put them into practice, it rejuvenates you about your business (especially when you begin to see success!) Be willing to learn and stay excited about your business.
I, Jenny B, have a new RADIO SHOW called Booster your Business on the Voice America Business Channel. You can download the podcasts for FREE( go to our website) and listen while you drive, work around your home, etc. Filling your mind with POSITIVE ideas will help you stay focused on your goals and dreams and help you be even more successful in your business.
This slogan, “It’s what you do with what you have that makes you who you are” is not talking about what you have in material things, it is talking about what you have inside you. What are your talents? Where are your strong points and where are your weaknesses? Have your team do the activity below. Then discuss the type of talents and weaknesses of your team. THEN, discuss how you can you can help each other as a team.
Introduce the Team Card, “An idea can turn into dust or magic depending on the TALENT that rubs against it.” (TC70519) The “idea” is your business. By overcoming weaknesses, and turning them into strengths, we become better. This is where we GROW! Whether team members are successful, or not, can depend on the TALENTS of your team and how you “rub” against each other to help everyone to become better. Remember the lesson from the corn farmer, “If we are to grow good corn, we must help our neighbors grow good corn.”
Details on an activity is on the PDF you can purchase.
Take a few minutes and discuss the Consultant Training that came with this pack (or one of your choice). Your team members come to the meeting and want to learn specific ACTION STEPS that can help them be more successful. That is why the Business Basics portion of your meeting is important. You can even weave the concepts we’ve been discussing in this training into the specifics. For example, if you are using the Key4B-Gifts training ideas, you can relate how the VALUE of your products as gifts offset the price differences. Relate how YOU come along with your products and that is why you include a “gift card” that has your contact info with each gift. These little things are what sets you apart and makes you stand out in the crowd.
Conclusion, Inspiration: Challenges: Recognition: and Meeting Preparation List are all included on the PDF for purchase. Remember, as a member of the Leadership Level of the Key Pack Club you receive all this training and $7-$9 worth of products that go with the theme for only $5.00 more than the consultant Key Pack. This is a total $35+ value for only $20.14 per month.
To see all the products mentioned in this training or order the PDF click this link to go to the category on our website.
Join the KEY PACK CLUB on the LEADERSHIP level ($20.14 per month for $35+ in products and training each month) and have unlimited access to previous Theme Meeting Plans. (Click the KEY PACK CLUB INFO category on our website for all the details.)