OVERCOMING 35 PRODUCT POINT OBJECTIONS.
Strongest tool: Which Products & Services Do You Use Sheet? Available at Melaleuca website – Business Center – Print and Download.
Don’t go into ‘selling’ & ‘convincing’ mode--!!
Stay real, natural, tell your story - help them understand, & make the connection
We all once sat in the audience, didn’t we?
Overcome natural resistance DURING presentation
When highlighting products - focus on the VFL Line – stickiest products [biggest ah-ha, monthly consumption]
Example: Pain-a-trate incredible product but you won’t build a business with it – but you will with Replenex and Phytomega [inflammation]
Very important: You need to be comfortable with your Vitality Pack story and explaining the common sense of the 90 day challenge
“Most who are introduced to Melaleuca – although a bit skeptical – decide they WANT to take the 90 day challenge with the Vitality Pack for them, spouse and kids because there’s no risk and it’s all common sense: They either feel better or they get their money back – so here’s how that shakes out with the points – 2 adults and 2 kids = 37 points $1.57/day”
“We’re not asking you to place a token order here tonight – this is not party plan – in fact, we aren’t asking you to spend any new money – the concept here is to save you money.
What we are suggesting is that you simply switch stores for a small portion of what you are already spending – about $12-$15 a week – and spend it here – in Melaleuca’s store.”
Of course we want you to become brand loyal – absolutely – but to do that, we know we must first earn your trust – To earn your trust, we invite you to try any and all of our products – if you’re lovin them, you’ll understand why our customers are so brand loyal and why we enjoy a 95% monthly re-order rate – but if you’re not satisfied, we promise you a full product refund – does that sound fair?”
“Melaleuca wanted to compete for your customer loyalty so we developed a loyalty program--!! So do-able for everyone – from college students to retirees - 35 points is about 4-6 products
So you can see how easy this is for anyone - Think with me:
What are our activities in the morning?
Wake up, shower [shampoo – conditioner – soap or body wash – shave cream], jump out of shower [body lotion – deodorant – toothpaste – dental floss - mouthwash – facial creams – makeup for the gals], blow dry hair – hairspray
Before we leave the bathroom – we’ve used a dozen products--!!”
“You can see these aren’t AM I going to buy products, but WHERE am I going to buy products, aren’t they?”
You know, we are all already committed to buying these types of everyday basic consumables every week, every month – I guess the only question is which store .
The concept here is to continue to do what you’ve always done – shopping for these basic consumables – just change where you do it – simply switch stores.”
“What’s really neat about this is we’re all already someone’s customer now
Already buying – this is just a new brand
Not buying decision – it’s a shopping decision
Just shop naturally - shop to your needs
The concept here is to continue to do what you are already doing, only change where you do it.”
At the close – when they resist the ‘commitment of the points’ - Watch your energy & attitude
Don’t act flippant, condescending or dismissive -- SMILE and AGREE with them--!!
“I know – I thought the same thing… You know why WE think that? Because we don’t budget our as-needed-consumables--!! Think about this – If you run out of toothpaste tonight – you don’t tell the family ‘Not to worry, I’ll put it in the budget next month’ – Of course not – you just say ‘I’ll stop and grab some on the way home… If someone in your house gets sick – you don’t tell them ‘No problem honey, I’ll put your medicine in the budget next month” – Not. You run down the street to the pharmacy and drop $30 on everything that says cold & flu.
So we don’t think about the $8, the $12, etc. from all the miscellaneous store runs we make.
Actually, once I got going just shopping naturally here, I average about ___points each month…”
Another powerful tool: Loyalty Shopping Dollars - $100 Free
“Who can turn that down during this economy? What’s more economical than free?”
“Where do you shop for your basic consumables? We all shop somewhere faithfully week after week, month after month, right? So the question is: When you get to the Cashier - because you go so often - does the Cashier say 'Thank you for being a Loyal Shopper and because you come in so often, we're going to give you 30-40% off your purchase!' Well, if that were true -- you would never shop anywhere else. That's what we have done here at Melaleuca -- we reward you for your loyalty when you shop with us just once a month!
CLOSING:
“The 90 day challenge – Does that make sense to you?
Most I share this with WANT to take the challenge because there’s no risk….
Who wouldn’t pay $20 to get their energy back?”
Strongest asset: YOUR experience - Enthusiasm – IASM = I am sold myself
RELAXING PHRASE:
“Melaleuca is a very gentle company – we only want you if you want us”