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UPC Newsletters>
Training Secrets
November 13, 2004
Training Secrets...Training Secrets...The Decision.
This is where the rubber meets the road. This is where you
MAKE YOUR MONEY!
Picture going through your prospect presentation. You're
really nailing the presentation — going through your series
of "Next Moves" to keep your prospect involved and increase
their knowledge and interest in your opportunity.
Then comes...DECISION TIME.
Secret:
No Decision. No paycheck.
The last thing you want to hear at this point is a "Maybe."
Secret:
Maybes in this business will KILL YOU. You MUST get
Prospects Off the Fence!
The Decision is where the Involvement is either
crystallized or told goodbye. You cannot make money in this
business without bringing them to a Decision.
Secret:
On the Fence = Off the Pay Plan.
So you want to try to bring them to a decision. And the
most common way to do that is through "CLOSING"...
NEVER CLOSE! You will lose out in the long run...
Why?
The last word in Close is Lose...and if you or your
distributors don't close your Prospect, you will think that
you have LOST.
But in reality you have SUCCEEDED!
How?
You got a Decision. And you lead your prospect to the
decision that was right for them.
Secret:
This business is NOT for everyone. Your job is not to Close
people, but to help navigate them to a decision that is
right for them...
How?
By using what we call "Navigators"...
What are they?
Phrases to help LEAD people to the decision that is right
for them.
Think about it...you don't want people to sign up who will
be a headache down the road. So sell them a product, get
referrals, and Move Forward...
Here are what we call the "Master Navigator Questions"...
Start with...
You know, all I want is what is best for you...and is right
for you. This was for me, but you're not me. I am not here
to convince you of anything...only to see if this is right
for you...
Then ask...
Does this make sense? (answer)
What is the one thing that really got your attention?
Yeah...a lot of folks like that part...
I've got an idea...let's do this...let's get the paperwork
out of the way so we can get you on your way...
What you have done is create an environment TO HELP THEM
MAKE A DECISION!
Not CLOSE THEM!!!
People will appreciate this so much more than CLOSING
them…online or offline...even though getting the decision
online simply requires them taking action of some kind...
Navigator 2
You know...I can tell you know whether this is right for
you or not...I have a question...Can you see yourself being
successful in this business???? (answer)
Well...I've got an idea. Let's do this...
Now what happens if they say "No...it's not for me?"...you
say..."GREAT! I am glad you took the time to make an
informed decision that is right for you — I appreciate your
honesty, but I hope you will be a cheerleader for me! I
need your support! And I know you will continue using the
Product. Question — if you were me and you were new in this
business, who would be the first 2 people you know you
would call?
Navigator 3
"Strength = Asset" Navigator...
Let me ask you a question…you have skills, assets and
strengths that you can bring to the table to help any
company succeed. Would you agree?
I have skills, assets and strengths, especially in this
business, that I bring to the table that can help any
company succeed...Let me ask you a question...
Combining YOUR strengths and assets with MY strengths and
assets, what kind of business do you think we could build
together?
Great...I have an idea...let's do this...
There are a lot of other navigators, but these are a
start...
Secret:
Navigation is LEADING...People follow strength...Be a
Leader with Navigators instead of just getting them to sign
an application. If you're a leader, you will get plenty of
apps...
Best of all — the Decision is simple to get...
Secret:
You MUST help and guide people to a decision that is right
for them. If they do not join you, they will REFER you to
folks precisely because you didn't try to pressure them to
do something that was not for them. Get them as a
customer...and get referrals...and you'll achieve success.
.
This is where the rubber meets the road. This is where you
MAKE YOUR MONEY!
Picture going through your prospect presentation. You're
really nailing the presentation — going through your series
of "Next Moves" to keep your prospect involved and increase
their knowledge and interest in your opportunity.
Then comes...DECISION TIME.
Secret:
No Decision. No paycheck.
The last thing you want to hear at this point is a "Maybe."
Secret:
Maybes in this business will KILL YOU. You MUST get
Prospects Off the Fence!
The Decision is where the Involvement is either
crystallized or told goodbye. You cannot make money in this
business without bringing them to a Decision.
Secret:
On the Fence = Off the Pay Plan.
So you want to try to bring them to a decision. And the
most common way to do that is through "CLOSING"...
NEVER CLOSE! You will lose out in the long run...
Why?
The last word in Close is Lose...and if you or your
distributors don't close your Prospect, you will think that
you have LOST.
But in reality you have SUCCEEDED!
How?
You got a Decision. And you lead your prospect to the
decision that was right for them.
Secret:
This business is NOT for everyone. Your job is not to Close
people, but to help navigate them to a decision that is
right for them...
How?
By using what we call "Navigators"...
What are they?
Phrases to help LEAD people to the decision that is right
for them.
Think about it...you don't want people to sign up who will
be a headache down the road. So sell them a product, get
referrals, and Move Forward...
Here are what we call the "Master Navigator Questions"...
Start with...
You know, all I want is what is best for you...and is right
for you. This was for me, but you're not me. I am not here
to convince you of anything...only to see if this is right
for you...
Then ask...
Does this make sense? (answer)
What is the one thing that really got your attention?
Yeah...a lot of folks like that part...
I've got an idea...let's do this...let's get the Free sign
up & trail out of the way so we can get you on your way...
What you have done is create an environment TO HELP THEM
MAKE A DECISION!
Not CLOSE THEM!!!
People will appreciate this so much more than CLOSING
them…online or offline...even though getting the decision
online simply requires them taking action of some kind...
Navigator 2
You know...I can tell you know whether this is right for
you or not...I have a question...Can you see yourself being
successful in this business???? (answer)
Well...I've got an idea. Let's do this...
Now what happens if they say "No...it's not for me?"...you
say..."GREAT! I am glad you took the time to make an
informed decision that is right for you — I appreciate your
honesty, but I hope you will be a cheerleader for me! I
need your support, please help me, can you do me a HUGE
FAVOR! And I know you will continue using the website.
Question — if you were me and you were new in this
business, who would be the first 2 people you know you
would call?
Navigator 3
"Strength = Asset" Navigator...
Let me ask you a question…you have skills, assets and
strengths that you can bring to the table to help any
company succeed. Would you agree?
I have skills, assets and strengths, especially in this
business, that I bring to the table that can help any
company succeed...Let me ask you a question...
Combining YOUR strengths and assets with MY strengths and
assets, what kind of business do you think we could build
together?
Great...I have an idea...let's do this...
There are a lot of other navigators, but these are a
start...
Secret:
Navigation is LEADING...People follow strength...Be a
Leader with Navigators instead of just getting them to sign
up. If you're a leader, you will get plenty of sign ups...
Best of all — the Decision is simple to get...
Secret:
You MUST help and guide people to a decision that is right
for them. If they do not join you, they will REFER you to
folks precisely because you didn't try to pressure them to
do something that was not for them. Get them as a
customer...and get referrals...and you'll achieve success. 
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