Basic Training G OALS PLANS ACTIVITY NETWORK RESULT RESULT = ACTIVITY RATE X CORRECT KNOWLEDGE I. Getting Started 1) Attend/Soak-in Basic Trainings – attend (5x) OPP – Opportunity Plan Presentation PD – Product Demo NDO – New Distributors Orientation Weekly Goal Setting/Schedule of Activities Note: 1. let him/her attend the trainings straight for one week 2. let him/her take down notes & no invitations yet 3. Teach them “How to Handle Discouragement, Questions and Objection” – Use 3F: Feel, Felt, Found, i.e. Mahal, Walang umasenso, Pyramiding & Etc. 2) Must Use Products 3) Qualify – Pay in II. Role of a New Distributor (What to Master as a Beginner) 1) Use Products 2) Have a weekly Goal-Setting with uplines 3) Soak to Basic Trainings – attend (5x) to master (repetition is the mother of learning) OPP – Opportunity Plan Presentation PD – Product Demo NDO – New Distributors Orientation Note: complete 5-5-5 rule must sit in front must take down notes 4) Must have open communication with uplines/sponsors (update daily) especially to his/her Upline Leader 5) Make a prospect list of at least 300 names (Name, Address, Contact #, Remarks) & make a habit to add 3-5 new contacts daily. Users-------Retailers-------Business Builders (Networkers) 6) Master the Art of Mind Setting and/or Sharing. Try to listen repeatedly Mind Setting Audio CD by Jurgen Gonzales. Outline on “How to Share” 1.Name/Present Occupation/Present Position in AIM 2.Date invited/Who & How were you invited 3.Doubts & misconceptions about AIM before(Product/ Marketing) A.) Mahal ang Products B.) Pyramiding C.) Walang effect D.) Paunahan E.) Walang Time/Busy F.) Walang puhonan 3F (Feel, Felt, Found) G.) Walang Sales Talk H.) Hindi Linya I.) Walang kakilala J.) Walang capital 4) What motivated you to join AIM 5) Top 3 goals 6) Words of encouragements 7) Learn how to do One-on-One OPP and/or PD. Practice daily. Copy successful distributors. Try to listen repeatedly audio CD on OPP, Concept, PD & etc. Note: do One-on-One OPP and/or PD to your prospects before bringing them to the Training Center (avoid “kidnap schemes”) After the one-on-one, there should be a home party in the house of the prospect to neutralize negativity among family members. How to conduct a one-on-one OPP 1. Introduction Something you have to do as part of your occupation. Learn in two weeks. Do it immediately. 2. Purpose a) Can be more independent. No sponsor or upline can be available at all times. b) Cannot just wait for the big presentation of the OPP. May not be convenient to some prospects. The business becomes portable. c) Help their new distributors using the ABC rule. d) Power of duplication. We duplicate both right and wrong things. It is a monkey-see, monkey-do business. Three (3) Basic Framework one-on-one OPP w/ short PD K.) Mind Setting Sharing to erase misconception/doubts of the prospects for them to have an open mind and impart why they should join AIM GLOBAL or use or need AIM in their present situation. “Mahirap painumin ang Kalabaw pag hindi uhaw.” L.) OPP Proper Build rapport, company profile and explain Employment vs. Traditional Business vs. MLM and explain the basic concept of MLM, ladder to success and AIM privileges. M.) Closing Show quick money scheme/retailing system ask for next specific appointment/plan to start the business. What is OPP? OPP stands for an opportunity meeting. ‘Opportunity’ means ‘a chance to do something’ Present the marketing plan properly. Show the business please. 4. Things to prepare OPP Material/Testimonials and other available “A” material, DVD, Sheet of Paper, Nice Ballpen and application forms. 5. Points to note Do one-on-one in silent areas (minimal disturbance) Prospect must be facing the wall during one-on-one Neutral ground 6. What you must do after an OPP is over? – refer to closing 7. You must know how to teach down –role as a New Distributor Should invite and bring prospects to the center for Trainings, Sizzles/Big Events and Goal Setting. Look for serious distributors Note: Master the Art of Prospecting and Invitation Prospecting and Invitation 1. Introduction Sponsoring = Qualifying = Leadership Bonus = Most important income 2. Your prospect list WORKSHOP (10 MINUTES) Name list of 20 prospects 3. The two correct attitudes for invitation a) First is your desire to sponsor them because you want to be successful. b) Second is your sincere desire to help others. 4. You must do the following a) Have a prospect list. b) Constantly add new names to your list. c) Ask for referrals from prospects who are not interested. d) Care about people and events around you. 5. You must not do the following a) Do not judge your prospects i) First is to think others are not good enough. ii) Second is to think that others are too good. b) Do not think it is very complicated.Doubt=Worries=Fear=Inaction Story: Mom, where did I come from? 6. Invitation An invitation is different from presentation The four keys to invitation: courage enthusiasm action belief in success, even before you lift up the phone 7. How to make an invitation a) Use the phone (Do not exceed three minutes.) or text. b) Personal Invitation c) Learn how to end the conversation. d) Do not lie to your prospects 8. Be prepared for situations and use some common sense a) Traffic jam. Your prospect can be late. You cannot. b) Be clear about coming for dinner or after dinner. c) Give yourself enough time between appointments. d) Make sure the prospect is free and respect their time. e) Use your common sense. To talk to a prospect who owns a restaurant during lunch or dinner hour is not a good idea. f) Know your prospects. If they do not like to come out, go to their home. g) Polish up your telephone skills. 9. Use F.O.R.M. (Create a Need) F = Family O = Occupation R = Recreation M = Message Use FORM to listen to their needs Do not behave as if you are a policeman interrogating a criminal. Always remember to use K-I-S-S---U Rule (Keep It Short and Simple w/ Urgency—Learn how to end conversations) Example “Inviting prospects to attend the OPP or homeparty is crucial to the development of a network. Others are able to bring-in prospects to the Training Center with relative ease, while others are encountering difficulties. In an attempt to provide a good training support to downlines or starters, FLP have outlined some proven situational guidelines, to wit:” STANDARD ANSWERS Direct Approach Warning: This approach can only be adopted if you are already well versed and capable to defend MLM and AIM under any circumstances or condition. a) Kasi nag-attend ako ng meeting sa AIM GLOBAL. Napakaganda pala ng marketing plan at hindi benta-benta. Pwedeng gawing part-time at ang laki ng kitaan, grabeh! Imported lahat ng mga produkto at talagang quality. Sunduin kita diyan at puntahan nating yung center. Usisahin nating dalawa. b) Nakita ko na ang solusyon sa problema mo. Alam mo, nag-attend ako ng meeting sa AIM GLOBAL at napakaganda ng kita-an. At kaya-kaya mong gawin. Halika, puntahan natin at pag-aralan. Kung ayaw mo naman, walang problema. Walang mawawala. c) Alam mo, ang MLM o Multi-Level-Marketing ay maganda palang business. At dito sa Pilipinas, ang No.1 na MLM ay ang AIM GLOBAL. Four years na sila at napakarami nang napayaman at nabigyan ng kotse na ordinaryong tao. Ang gagaling pa ng mga products, nakakagaling na iba’t-ibang uri ng sakit. Hindi benta-benta at wala kang boss at pwede walang puhunan. Available ka ba? Puntahan natin bukas! Curiosity Approach Meron lang akong ipapakitang business sa iyo. Sigurado akong magugustuhan mo ito. Puntahan natin at pakinggan mo lang. Huwag ka na munang magtanong. Mas madali mong maintindihan kung makikita mo. Gusto mo ba ng extra income. Sama ka sa akin. Meron akong ipapakita sa iyo na business opportunity. Walang bayad at walang mawawala sa iyo kung ayaw mo. Punta ako diyan sa bahay niyo. Meron akong ipapakita at ipapaliwanag sa iyo na business project. Magandang kitaan dito. Just give me an hour of your time. Huwag ka munang magtanong ng details. Mahirap sa telepono. Punta ka rito sa bahay. May ipapakita ako sa iyo na business/ project. Darating ang mga partners ko at ipapakilala ko sa iyo. Isang oras lang ito. Magkita tayo sa _____________________. May pag-uusapan tayong magandang negosyo. Asahan kita ha? Sorry nagmamadali lang ako ngayon, bye! Trust-In-Me Approach Magtiwala ka sa akin, meron akong ipapakita sa iyo na pagkakakitaan. Puntahan natin, huwag kang mag-alala. Hindi kita ipapahamak, magtiwala ka. Second Opinion Approach Punta ka rito sa bahay. Yung best friend ko kasi darating at meron daw siyang ipapakitang project. Mas magaling ka sa akin tungkol sa business. Tulungan mo nga ako rito baka kung ano pa ang mapasukan ko. I need your advise lang din tungkol dito. Third Party Approach Meron kasi akong kaibigan na connected sa isang Global company na naghahanap ng mga part-timers na pwedeng kumita ng Php 15,000 to 30,000/month. Kung meron kang kilala, I-refer mo nga sa akin, gusto ko lang tulungan yung kaibigan ko. Meron ka bang alam na naghahanap na trabaho? Meron kasing opening, Php 15,000 to 30,000/month ang kitaan, may company akong alam na naghahanap ng part timers ENDING THE CONVERSATION Once you get your prospect commitment for an appointment, end the conversation immediately. Don’t extend and explain. Master How to Handle Questions, Discouragements, Objections use: 3 F’s (Feel, Felt, Found out) Handling Objections and Discouragements “AIM GLOBAL is MLM and people’s business. Expect people to ask questions and make objections. Be prepared to answer their questions and objections. Remember that life is 10% what happens and 90% is how you react to it.” Answering objections Introduction a) Expect questions and even objections. b) Be prepared and practice. 2. Attitude, concept and skill a) All leaders must do their best to listen b) Analyze, digest and solve the problem c) It is a two-way communication. d) Always first accept their objections, and then give your proper answers. e) Have the habit of using a “tie-down” at the end of your answer. f) Don’t give false expectations, win through integrity rather than exaggeration g) Be sincere – use two way communication h) Don’t argue with your prospects i) Always accept first their objections and give your proper answers (Use 3 F’s) Example: “I know how you feel. I felt the same way too when I started out network marketing. But I found out that there were some really terrific people available to help me learn the ropes and give me support. Pretty soon, I was able to work things out.” 3. Questions and objections to expect a) Is it a pyramid scheme? b) Market saturation. c) Do I have to sell? d) This business enriches the people who join at the ground floor. e) I have no time. f) I am not a good speaker. g) I have no friends. h) Products are too expensive. i) I have no interest. Examples/References PYRAMID SCHEME - Philippine trade laws deals with this type of businesses. How To Identify a Pyramid Scheme: Large amounts of sign-up fees and inventory loading to join Don’t have products. If it has, it’s just for a front. Income is based on recruiting, not on product movement. They have distributors but no retail customers No repeat purchases Emphasizes only in making quick money in the shortest time possible. They tell you that you don’t have to do anything after registering big amounts. You’ll just sit there and earn. There is no chance that you can earn bigger than your uplines MARKET SATURATION - We sell consumable products, so there is always a repeat order. (Highlight cigarette smoking if there is saturation; TVs are not consumable, but the market is not saturated yet and will never be, vendors are continually producing TVs.) - New products are develop every year - Every year there are thousands of people who turns 18 yrs old. - MLM is a business with no territorial boundaries - Site Christianity example: “Christianity has been present for the past 2000 yrs or more, but it has not saturated the world with Christians, there are still other religions present. How much more with AIM…” I DON’T LIKE TO SELL - MLM is retail and wholesale business. It’s not door-to- door selling. - Always ask “Do you like Selling?” If YES, “Great, you will like it in here.” If NO, “Great, you will like it in here.” - Tell him/her that all she has to do is invite patients to the clinic, or invite prospect patients and users, and you’ll do the product demo. (Talk about home party system) NETWORKING IS ONLY GOOD TO THOSE WHO ARE ON TOP ALREADY - AIM is not “Paunahan” its “Pasipagan” AIM Scenario Employment Scenario I HAVE NO TIME (I’m very busy) - MLM can help you leverage your time. - Show the hour diagram: - You spend time to save time: Employment: Php 30T/m x 12 mos x 30 yrs = Php 10.8 M MLM : Php 300T/m x 12 mos x 3 yrs = Php 10.8 M “Instead of working for the next 30 years, just give your best in 3 years, and you will save 27 years of your life from working.” - Ask these questions: · “What time do you wake-up in the morning?” – 6am · “What time do you go home?” – 6pm · “What do you do after dinner?” – watch TV, etc… · “You work 12 – 14 hours a day to make money. Are you satisfied with how much your company is paying you?” · “Do you think that, that’s how much you are worth a month?” · “Has it ever come to your mind that you deserve more, to think, the level of commitment, honesty, hard work, and loyalty you have bestowed in your company?” · “Are you satisfied with your income, to think that you have a growing family?” · “Have you ever thought of the kind of future you want for your family, and do you think, with what you are doing right now, it’s the right vehicle for that future that you ever dreamed of?” · “If there’s an opportunity that might be able to help earn extra income for your family, are you open to listen for that opportunity?” - Talk about company shutdowns, retrenchments, lay-offs, globalization, etc… This will help them realize the terrors and fears of employment. I’M NOT GOOD AT SELLING OR SALESTALKING - Getting involved in a new venue, its natural that you don’t understand everything yet. Just accumulate knowledge. - We will help you through A-B-C Rule - You can bring people to the Training Center or homeparty and you don’t have to worry because, there’s a speaker to do all the talking for you. - Sincerely sharing your experience and excitement is more important. - FLP is just a using and sharing of the products. If you’re a user of the product, and you start sharing, you’re far better than just a plain salesman. YOUR PRODUCTS ARE VERY EXPENSIVE (It’s a pain in the pocket) - Use 3 F’s: “I know how you feel because it’s the first time you have seen the products and probably you have not yet joined our product demo. I felt the same way too when I started out AIM but when I started learning the products and join the product demos, I found out that they were not expensive, ‘Ay Grabeh!’, it’s cheaper compared to other commercial brands out the market. Imagine ha, (show product comparisons) “If AIM products are so expensive, bakit yung mga mga hirap sa buhay yumayaman ditto sa negosyo na ito.” These people use and share the products because of their quality and the opportunity attached to these products, which you cannot enjoy with other products sold in the traditional way. Products sold in supermarkets are cheaper because they are not imported and even if they are, they are not of excellent quality compared to AIM and most of all there is no business opportunity. Hindi tayo payayamanin sa mga products na yan…Dito lang sa AIM tayo yayaman. Lastly, products are sold at 30% less upon signing up as a distributor. I DON’T HAVE SO MANY FRIENDS - Start with your family, relatives. List down all family members, sisters, brothers, uncles, aunts, titas, titos, lolos, lolas, in-laws, etc…(It’s impossible there’s no one in the family that has no illnesses.). - Just practice making friends. Just smile. You can start inviting your officemates, some of your neighbors, etc… - Some distributors who made it big in this business started in places that they know nobody. - “AIM, benta-benta yan! Baduy!” - We are not a direct selling company. If it were so, then the professional will not dare join this business. More importantly our no. 1 big earner/distributor, will not make 2Milllion/month if he is selling shampoo and conditioner. “May kilala ako na nag-AIM pero hindi sya nagtagumpay diyan!” - People who didn’t succeed in AIM are either LAZY or a QUITTER or DIDN”T FOLLOW THE RIGHT SYSTEM. If your main activity in distributing products is direct selling, you will definitely have difficulty in becoming successful because FLP business is merely about USING PRODUCTS, SHARE and TELL WONDERFUL STORIES OF SUCCESSFUL PEOPLE… ganun lang ka simple ang business kaya kayang-kaya ng mga jeepney drivers, factory workers, high school graduates, etc… These people now are earning around Php 50T/month average. Extraordinary skills in direct selling are not needed in MLM because this is just a COPY BUSINESS . Bawal ang mga sobrang bright dito… Too much analysis is paralysis! “May kilala ako na nag pay-in na pero walang nangyari sa kanya, yung mga products nya ay nabulok na lang.!” - Ask him/her these questions: § Did your friend use the products? § Did he/she attend basic trainings & sizzles? § If he/she did, did he apply what he learned? § Did he/she gave quality time to do AIM? - AIM is just like going to school. If you enroll in a course, then you don’t do your role as a student (attend classes, take exams, study), it’s not the fault of the school if you FAIL, ITS DEFINITELY YOUR FAULT! In AIM, it’s the same, if you buy a Business Package because you want to succeed in this business, you should do your role as a distributor, if you fail doing AIM, it’s not the fault of the company, IT”S DEFINITELY ALL BECAUSE OF YOU! I HAVE LOTS OF PROBLEMS (I have kids, no maid, I don’t have money, etc…) § That’s why I want to share this great opportunity to you because I want to help you. This opportunity might change your life. § Don’t force him/her…e.g. holding a sand § Talk with sincerity and conviction. Let him/her feel that you’re here to really help and offer a great opportunity. ANSWERING OBJECTIONS IS BASED ON: Learning – repetition is the mother of learning; just practice and practice and practice Belief – believe in yourself, no one else will. Confidence “Accumulate experience and just do it. Your level of knowledge will determine your level of income… Go out there and make us all proud to be in MLM and Alliance in Motion Global… “WE HAVE THE OPPORTUNITY TO MAKE THE DIFFERENCE”
Posted on: Tue, 06 Jan 2015 17:32:12 +0000