September 3rd – October 19th 2024 6 Recommend with confidence: from helping t o ering real solutions Ho can you make personalized recommendations e ectivel ? Here are a fe simple steps: Every day, we witness the effects of an unbalanced lifestyle: we eat on the go, neglect nutritious meals, lose precious hours of sleep, and forget to exercise. All these habits leave their mark on our bodies, resulting in vitamin and mineral deficiencies, which can lead to various health issues. We're constantly on the move, and our bodies react to this stress: deficiencies in vitamins, minerals, and much more. We naturally want to help those around us. What if we could do this more effectively by focusing on prevention? You can assist your friends, family, or colleagues by recommending products that meet their specific needs, choosing from the Life Care® portfolio. Ask questions that help you understand what they truly want. Examples: - What attracted you to this product? - What expectations do you have from a product that...? - What criteria are important to you when choosing a product? Create a list of relevant questions to better understand the client’s needs and motivations. These questions should be open-ended, client-focused, and keep the discussion on track. Avoid general or irrelevant questions, focus on discovering the client's real motivations. Let’s explain each step: Earn the trust of the person in front of you to discuss their needs openly. Assure them that you will provide clear, personalized answers tailored to their situation. Prepare them for a beneficial discussion by showing from the start that your goal is to help them. • Ensure you’ve correctly understood what the person in front of you wants. Then, explain how the recommended product will meet those needs. • Use the information gathered from the client to present relevant benefits. Examples: If I understand correctly, you’re looking to (fill in with the client’s „why”). Is that right? Great! Let me show you how we can achieve that. • Choose up to three main benefits of the product and tie them to the client's specific motivation. • Each presentation should follow a basic format, leaving room to integrate keywords related to the client’s „why” Examples: The way I will help you achieve ... (client’s objective) is through using the product ... This product is perfect for you because it focuses on ... and ... (key aspects important to the client). • The entire presentation should be personalized based on the information obtained from the initial conversation with the client. Prepare for the most common objections and respond with questions that redirect the conversation back to the client’s real needs. The client's response is usually either „Yes” or an objection explaining why they are still undecided. To prepare, think of the three most common objections you encounter, and for each, add a possible QUESTION that can redirect the conversation back to the client’s „Why”. Examples: - I don’t have the money, it’s too expensive! - I understand, this product is more expensive than what you find with the competition. However, what’s important to know is what you’re getting for this price, so you can see that it’s worth the investment. I offer you my time and expertise to help you choose the solution that best fits your needs. Remember that there are true objections and false objections. Usually, behind a false objection like „I don’t have the money” or „I don’t have the time”, there are not true objections. Be patient and identify what’s behind the objection. Recommend with confidence! You don’t have to be a professional salesperson to recommend products to those around you. Remember, "Nobody likes to be sold, but everyone likes to buy." (Jeffrey Gitomer) Always start with the genuine desire to help the person in front of you, not just to make a sale. Your initial mindset determines the impact you have on the person you interact with. You just need to be attentive to their needs and ready to offer solutions that make a difference. In doing so, you’ll become not just a source of valuable recommendations, but also a trusted person whom others will recommend in turn. Selling becomes a process of transferring trust from you to those around you. By building the relationship, people will return to you for recommendations that suit their needs, and even more, they will recommend you to their acquaintances. Be prepared, and remember, needs are constantly changing—our chaotic lives demand it—and if you are ready, it will be easier for you to offer support to those around you. Building the relationship doesn’t stop with the first sale; it only begins. From the first contact to signing the contract (closing the sale), and beyond, each interaction is an opportunity to build trust and add value to the client relationship. The first sale is just the beginning; you’ve met the client and helped them with a solution for their most pressing need. The true relationship develops through continuous support, understanding the client’s changing needs, and offering personalized solutions over the long term. • Close the discussion by directly asking for a decision after providing details about the price and terms. • Guide the conversation toward finalizing the transaction by asking 2-3 questions to confirm the client's interest, offering details about price and payment conditions, and then directly asking for the sale. Examples: - Is this what you’re looking for? - What do you think of the product/service? Are you satisfied with what you've learned? - If we can help you achieve ..., ... and ..., as we discussed, can we start today? IMPORTANT: If the person in front of you says „YES”, stop! Don’t continue to present arguments as if the sale hasn’t already been made. A common mistake in sales is not recognizing when the transaction is complete and continuing to „sell” instead of moving forward. Set your intention 1 Set your Intention 1 Identify the need(the real „Why”) 2 Identify the real need (the real „Why”) 2 Confirm the need (the real „Why”) 3 Confirm and validate the need (the real „Why”) 3 Recommend with integrity 4 Recommend with integrity 4 Address genuine objections 5 Address genuine objections 5 Build the relationship (from contact to contRact) 6 Build the relationship (from contact to contRact) 6 Focus on building a trust-based relationshi and personalizing the conversation, ensuring a transparent recommendation process that addresses the real needs o those around you, wh eventuall become your clients. We continue t gro together beyond sales, aiming t build a long-term partnershi . All you need t start recommending is t be prepared.
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