By sharing other's success stories and asking lots of questions, you will validate your future customer need while overcoming their objections too. It's all about timing, so don't forget the fortune is in the follow-up. Always let them know you are here for them.
By asking questions, we put the true power of the decision into our prospect/partnerβs hands. This allows us to focus on taking a Consultative approach, so we can discover what their true needs and desires are. When weβre asking questions, with a true desire to learn about how we can SERVE themβ¦weβre never selling.
This is just a framework and suggested line of questioning. Every situation is different.
FOLLOW THE DISCOVERY CALL TEMPLATE BELOW
IF YOU ARE NEW...simple introduce your prospect and edify your coach/mentor when you begin your 3-WAY CALL like this...
"Hey (NAME), I have ________(coach/mentor) on the line with us. (NAME) is a _________ (give a little background... mom of two, nurse, etc) who is looking to _________ (list their goals). I'm so excited to connect you with ________(coach/mentor). She/he __________(edify your coach/mentor by sharing how long they've done this, success, background, etc). I'm going to let him/her lead the call since he/she will be better suited to answer your questions and recommend how get started."
and then let your mentor/coach lead the discovery call convo!
DISCOVERY CALL TEMPLATE:
Step 1: Connect & Build Rapport Quickly Using F.O.R.M
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(F) Where are you from, name? Are you married/have kids, etc? How do you and ______ know each other?
(O) What kind of work do you do?
(R) What do you like to do for fun?
(M) What are you passionate about?
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Pro-tip: Find common things of interest with them
Step 2: Take Down Their Guard
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“I’m excited to connect with you. I’ve been using and passionately sharing Isagenix for _____ weeks/months/years and am simply here to serve you in this conversation. How can I serve you today?”
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Step 3: Edify / Identify Their Goal
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If you know their goal:
“(Name of enrolling sponsor) told me that your goal is ______, I love that! You remind me a lot of ______ (enter in the name of a community member who they remind you of) he/she was a ______ (stay-at-home mom, stressed out corporate employee, etc) just like you and in just ______ (enter time) was able to achieve _____, ____ and ______ using our _____ system (enter weight loss, performance, wealth creation, etc).”
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If you don’t know their goal (examples):
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– “So what has us on the call today?”
– “What did ____ share with you that has you excited?”
– “What are your goals?”
Step 4: If You Had A Magic Wand… (gear your questioning to what they are inquiring about… healthy solutions or financial opportunity)
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HEALTH:
“If you had a magic wand, how much weight would you like to lose?”
“If you had a magic wand, how much muscle would you love to put on?”
FINANCIAL:
“If you had a magic wand, how much income would it take to make a significant change in your/your family’s life?”
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Step 5: Elicit An Emotional Response (by asking more questions!)
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“Curiously, on a scale of 1-10, with 10 being totally committed, how committed would you say you are to achieving ______ (enter their goal)?”
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“If you achieve your goals, what are some things you’d be able to differently, which you can’t do right now?”
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“Why is this so important to you?”
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Pro Tip: The 7-Deep Technique – Ask “Why is it important to you that you ______” 7-times to discover their deep WHY.
Step 6: STORY TIME
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Tell ANOTHER story about someone in the community (can be ANYONE, including YOU) that they remind you of; 30 Seconds TOPS!
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Pro-tip: Know the stories so well that you keep this part brief and keep the conversation flowing.
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Step 7: Make Sure They Feel Informed
You: “Would you like me to make a recommendation for how to get started?” (Let them answer)
You: “Can you receive picture messages while on the phone?”
Them: YES
You: “Perfect, I am going to send you the pak comparison picture on a text right now. Let me know when you received them!”
Send them the picture of the Ultimate Pack, Value Pack, Premium and Basic system. (linked HERE… https://tinyurl.com/popularpaks )
Them: I got them!
You: “Based on the goals you shared there are 1 of 4 packs I would recommend. Theses popular paks range from $10 a day all the way up to $40 a day. Remember, with these packs you’re having 2 meals a day provided for you.
The $40/day pack is called the Ultimate Pak. It actually gives you meals for 60 days. It is our largest pack as you can see in the picture and its about $1,100 to get started on it.
The second from left pak is the $20/day pack. It is my HIGHEST recommendation based on the goals you shared – it’s truly a complete system!
It’s called the Value Pak. It includes the complete basic system which provides you two meals a day but with this pack you’re also getting a bunch of snacks including healthy chocolates which are amazing, a box of meal replacement bars, whey/harvest thins which are a high protein savory chip so you can snack without the guilt, a canister of greens which has over 30 different kinds of vegetables, womens/mens vitamins which are like nutritional insurance in convenient tear packs, e shots which are healthy energy drinks that give you a focused sustained boost without the crash, a beautiful stainless steel travel blender, a $75 Event Coupon, $25 off your next order, free membership and 2 free memberships to gift to your first two customers.
It breaks down to about $650 for the Value Pack.
The second from right is our Premium pak and it is about $15 a day. It gives many of the products that are within the Value pak but missing the daily essential vitamins & greens. This is a great middle of the road pak.
And finally picture on the right is our $10/day pack. It’s the super basic bare bones system but still gives you the products you need to have a great experience, including delicious chocolate squares that you can have even on cleanse days. It’s $308 + $29 membership which gives you wholesale pricing for the year, plus tax and shipping.
So if it works within your budget, the Value Pak is hands down THE BEST recommendation. It’s just for your first 30 days, then you can drop down for the next month.
Which sounds like the best fit for you?
They answer
“Wonderful! I can grab your info really quick and your products will be shipped out immediately and will be on your doorstep within a few days? Does that sound good?”
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Step 8: “Who do you know?”
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“Would it be okay if I showed you how to get your products for free?”
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“Curiously, who are two people that you know would for sure wanna do this with you? (Let them answer).
“The reason I ask is because Isagenix doesn’t spend any money on advertising and instead rewards its customers for our referrals. So when you help *friend name 1* and *friend name 2* get started you’ll earn anywhere from $150 – $450 back right away. How awesome is that?”
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Step 9: ASK For The Order
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“Do you feel like you have enough information to get started today?”
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Pro Tip: Ask for the order then ZIP IT.
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If They Say: “I have to think about it” or “I have to do more research”:
(The goal of this this language focuses them and commits them to getting on another call)
You: “What specifically would you like to research?” or “What specifically would you like to think about?”
Them: “I would like to research the science behind the products?”or “I would like to think about if this system will fit in to my busy schedule”
You: “Awesome. Why don’t we do this, I’ll shoot you a link. I want to be mindful of your time, knowing that there is so much great information out there about Isagenix, I don’t want you to get lost in internet land. So, what I’ll do is shoot you a link with an article regarding __”insert topic”____, how does that sound?”
Them: “That sounds great, I would really appreciate that.”
You: “Awesome, when do you think you’ll have a chance to review the information regarding the clinical studies?”
Them: “Well, I can review them tonight when I get home from work.”
You: “OK, sweet, so if we were to schedule a call for tomorrow, you’ll have had a chance to review the article and we can answer any further questions that you have?”
Them: “Yes.”
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You: “When are some times that work best for you tomorrow?”
Them: “I can do this same time.”
You: “Fantastic, we’ll just plan on talking again tomorrow at ______insert time_____.”
FOLLOW THE DISCOVERY MESSAGE TEMPLATE BELOW
IF YOU ARE NEW...simple connect your prospect to your coach/mentor via 3-WAY MESSAGE THREAD like this...
"(name), meet _______ (sponsor/coach)! She/he is going to give you some more information about our products."
and then let your mentor/coach lead the discovery message convo!
DISCOVERY MESSAGE TEMPLATE:
YOU: Hey ____________, so happy to pass some info along! Before we talk more a about the program, I want to take some time to learn more about your goal(s). What are two to three areas of your life/body where you would like to see results?
Also go ahead and add yourself to our private lifestyle group so you can be browsing around as we discuss your goals. That page will show you all kinds of great stuff. LINK YOUR LIFESTYLE FACEBOOK GROUP HERE
THEM: they tell you their goals
YOU: I swear I have talked to so many people in the last week and I'm hearing the same thing. (or basically respond to their goals and relate them to other's within our team or people they may know that had the same struggles/goals)
We have actually created a mom pack that her and her mom friends are doing that's super budget friendly, simple and gives you the energy you are looking for. The system is called the Everyday Health Pak and it's about $6 a day. You'll get one shake a day plus our core products including our stress support morning drink & detoxifying cleanse drink to up the energy too. Does that seem like something that would work for you? Do you have any questions? (or basically respond with a pak recommendation, cost, & products based on their struggles/goals or what others have done too)
THEM: Yes I think I can do that.
YOU: Ok great. Here is what I need from you... You get two flavor choices on shakes: We have: (pick two)
-chocolate
-chocolate mint
-vanilla
-strawberry
-peach mango
-we also have dairy free choices if you need those
Then I need:
-shipping address
-email
-phone number
-credit card #
-CVV
-expiration date
-billing on card if different than shipping
I won't finalize the order until I've sent you the final total after I enter your flavor choices and shipping address. The one-time wholesale membership fee of $29 will be also be included in this first order.
(or basically you just send what flavor choices they'll need to the pak you recommended along with the sensitive info needed)
THEM: they send flavor choices and sensitive info
YOU: Great! You final total for this first month is _________. Does that sound good? Also I've set you up on our lifestyle rewards with _________ (whatever products/pak that would suite their next month based on their goals) and I'll be in touch during your first month to support you and make sure you have everything you need to continue reaching your goals. That lifestyle reward order can easily be changed on your part without me so no worries you aren't locked into anything. You'll have wholesale pricing on all our products for a year too! Good to go? Any questions?
THEM: they answer
YOU: Ok great. You order is in and your box should be at your doorstep within 3-5 days. Text me when it arrives!
Also... would it at all be beneficial for me to show you how to make your money back that you just spent?
THEM: they answer
IF THEY SAY NO TO MAKING MONEY BACK:
YOU: That's fine. Just know people will notice the incredible results you are about to have and when they start asking, you have the opportunity to get cash back referrals and I'm happy to help you. I'm excited for you to get started. We will be in touch when your box arrives.
IF THEY SAY YES TO MAKING MONEY BACK:
YOU: Okay great! Watch this first... https://www.youtube.com/watch?v=wGH-Z_m1Xc4
Then when you get a chance, make a list of 20 people you know that would benefit from these products too.
Are you open to making a Facebook post? I will help you create one.
THEM: they answer
YOU: Perfect. Let me know when you check out the video. Then, I will send you next steps on what to do with this list.
(you are essentially walking them through the Getting Started tab and Step 1 of this Team Training site. Just help guide them through these steps in order.)
NATALIA ANGELO'S INSTAGRAM MESSAGE RESPONSE:
WHEN PEOPLE ASK WHAT PROGRAM IT IS OR MORE DETAILS…
So it’s a 30 day program and it’s honestly so simple! It consists of shake days and fully supported intermittent fast day (you get to eat fat burning chocolate & snacks to keep you satisfied). I have tried a million programs and this has been the only thing that has actually changed my body while still enjoying myself and not being strict! Everything gets delivered right to you and you get 1 on 1 coaching & workouts FOR FREE!
Your typical day will look something like this:
Breakfast: Shake
Mid-morning: Snack
Lunch: Shake
Mid-afternoon: Snack
Dinner: Healthy Meal (lean protein, veggies, carbs and healthy fat)
*you can have a shake for dinner and healthy meal for lunch if that works better for your schedule
ALSO SEND THIS IF THEY WANT EVEN MORE INFO
this is a great link to look at if you are a visual person like myself!
Isamovie.com
The video explains the program in depth as well all the clinical research studies done proving our program has better results than just “eating healthy”
WHEN PEOPLE ASK WHAT THE COST IS MAKE SURE YOU SEND THIS FIRST…
There are a few different package options you can choose from that honestly fits anyone’s budget! About how much do you spend a day on food?
Would you say this is accurate?
Breakfast: coffee & breakfast sandwich = $6
Lunch: salad = $8
Dinner: home cooked meal =$4
Snacks:
apple = $1
yogurt = $1
bar= $2
IF THEY SAY YES ABOUT THAT, YOU SEND THIS & THE GRAPHIC
So that’s about $22 a day believe it or not and our packages range from $10-$20 a day!! Check them out here: https://tinyurl.com/paksforyou Which pak seems the best fit for you?
IF THEY SAY NO THAT’S MORE THAN WHAT I SPEND SAY
Okay that is totally fine! Like I said there is a package that fits everyone's budget. If I can show you how to get your first 30 days for free would that be at all beneficial?!
IF THEY SAY YES
Who are two accountability buddies who you would want to do this with or think might want to try it with you? Mom, Sister, Friend, Coworker, Cousin, etc.?
IF THEY WANT THE GOOD PACKAGE HERE IS ALL THE INFO YOU NEED FROM THEM
Name:
Shipping & billing address
Email:
Phone number:
Name on Credit card:
Credit Card:
Expiration date:
3 digit code on back:
Shake flavors: chocolate, chocolate mint, french vanilla, strawberries and cream, peach mango (dairy free options are available they do cost a little more)
(you can mix up flavors for a total of 4)
Cleanse Snacks: chocolate, vanilla, dairy free berry (pick 1)
Also you pick chocolates for your cleanse days: (pick 1) milk chocolate, dark chocolate, mint chocolate or sea salt caramel
IF THEY WANT THE BETTER OR BEST PACKAGE HERE IS ALL THE INFO YOU NEED FROM THEM
Name:
Shipping & billing address
Email:
Phone number:
Name on Credit card:
Credit Card:
Expiration date:
3 digit code on back:
Shake flavors: chocolate, chocolate mint, french vanilla, strawberries and cream, peach mango (dairy free options are available they do cost a little more)
(you can mix up flavors for a total of 4)
Cleanse Snacks: chocolate, vanilla, dairy free berry (pick 1)
Also you pick chocolates for your cleanse days: (pick 1) milk chocolate, dark chocolate, mint chocolate or sea salt caramel
Bars: (pick 1 flavor) chocolate decadence, chocolate peanut crunch, caramel cashew, chocolate creme crisp, lemon passion, s’mores
natural energy shot (pick 1): apple pomegranate, raspberry, lemon lime
protein chips: (pick 1) white cheddar, bbq, sour cream & chive, (dairy free option: thai sweet chili)
AFTER THEY ENROLL ASK THEM
Okay so everything is all ordered and I am so excited for you to get started! I am going to send you a welcome email with your username and password to login to your account - be sure to read through it fully!
One last thing! Would it be at all beneficial if I can help you make back the money you just spent today?
THEY SAY UMMM HECK YES
Yes I know, dumb question but who are two people you know pretty well that might want to try this with you? Think like simple people… your parents, siblings, cousins, coworkers, college friends etc. What two come to mind?
THEY SAY I THINK MY FRIEND AND MY COWORKER WOULD DO IT WITH ME!
Okay Perfect!! Honestly doing this program with friends makes it so much fun and your results will be even better...trust me! Text them this message and share my before and after photos… you can edit this however you like to make it sound more like you just giving you an idea of what always works!
Hey _______ , any interest in doing this nutritional rebalancing program with me? Ive been watching my friend on Instagram for a while now and she looks insane. I am so ready to do it but I want an accountability buddy to get healthy with!
My friend is coaching me, she’s worked with loads of people and doesn’t charge anything, all we do is pay for the products. Look at her before and after picture. I can’t believe it! She just had a baby too! You wanna to hold each other accountable and do this with me?
It takes an average of 4-18 exposures before someone makes a decision, so staying consistent and organized with your follow ups will allow for continuous enrollments over time. Itβs important not to let yourself get discouraged when someone doesnβt say yes on their first or second exposure. Their timing will come, and when they decide to make a shift in their health or their financial blueprint you want them to think of YOU.
PRO TIPS: We do the 2, 2, 2 rule. Follow up 2 days later, 2 weeks later, 2 months later.
If there is a promotion week of free enrollment or free shipping then you can follow up with them during that week as well.
Here are a few follow up message examples to send people you have previously talked to about Isagenix who weren't yet ready to begin.
You: “Hey girl! You have been popping in my mind. I know we previously chatted about Isagenix and the timing wasn’t right for you, but I was wondering if now is a better time. Would you be open to another conversation about it?”
You: “Hey girl! Just checking in with you to see if now is a better time to get started with Isagenix?“
You: “Hey man! I just wanted to touch base and see if now was a better time for you to give Isagenix a shot?”
50% Complete
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