Published on July 14th, 2015 | by Gabe0
ARIIX Training – Asking For The Sale
Yes we all choose ARIIX, we all love ARIIX, and when it comes to presenting the business opportunity we all tend to do so with flying colors. ARIIX makes it easy for us to highlight the products, the income opportunity, the potential earnings, and everything in between. The tools and resources to educate our prospect are plenty. So after all the leg work, after that killer presentation, why are we not building up our business partnerships or selling products at better than 60% ?
Tips To Close The Sale & Build Your ARIIX Business & Client Base.
Focus benefits, not specifications.
We can literally get into the science of ARIIX products, from ingredients, to the reason why our products are infused with those ingredients. We can talk about synergistic effects of our products, or the manufacturing process. Yes there is a lot that goes into our products. But people don’t buy “specifications” they buy “benefits”
Let’s use Rejuveniix for this example:
- Açái Berry
- Goji Berry
- Maqui Berry
- Hawaiian Noni Fruit
- Sea Buckthorn
Green Coffee Bean Extract
Sounds like a lot to digest; more often than not sales reps will go into a dialog about Açái, or Mangosteen, and well we are not here to sell the fruits, we are here to sell the product. Itemizing the specs only creates information overload where your potential customer is simply to overwhelmed to make an educated decision.
The right way: Selling the (Benefits)
Rejuveniix provides you an incredible boost by supporting mental alertness, energy, and an overall sense of well being. This means better performance in the work place, more energy to keep up with the demands of your day, from work to taking the kids to soccer practice, you will never have that “spacy head” moment where you are entirely exhausted. Alertness and a boost of energy is critical in our daily routines, from driving our little ones around to pushing our bodies to the limit during a cross-fit session. Rejuveniix simply allows you to perform at your peak without the “crash” where others are entering an energy dive off a cliff.
When you sell benefits you are creating an environment where the potential customer can relate, can easily see the problem and how the product offers a solution after all how many people know what the hell Sea Buckthorn is ?
Focus on value, not price.
The ARIIX business opportunity provides enormous value. Where else can you start a business for less than the cost of most ULTRA – HDTV’s ? Show the value of return on investment, show the value of your leadership and how your new potential business partner will thrive following ARIIX’s simple system. The value of tax savings and tax write-offs. Remember value proposition is your friend, price isn’t!
The most common occupation where deals are LOST on PRICE: Is the auto industry, where the car salesman engages in a price war with the customer as opposed to diffusing the objection with value. Whether it be a great financing terms exclusive to dealership, service department, free oil changes, or free loaner cars should their vehicle need to be serviced over time. The value of peace of mind trumps PRICE EVERYTIME. YES VALUE is more important than price, after-all people still buy $2,000.00 television and price is not a deterrent or factored into the viewing experience of a colossal television is it ?
Focus on show, not learn.
My grandmother wanted to buy a tablet , but she was worried about not knowing how to use it properly. I had two options to calm her fear. One option was to say “No worries. An Ipad is easy to use once you learn how to use it.”
My second option was to say, “I’m with you. I felt the same way. let’s go to the APPLE store. First I’ll show you how to use it, then we will let the APPLE rep show you how to use it, and then when we get home we’ll do it together so you can get the hang of it.”
Learn implies the customer has to do some homework. Who likes homework? Show means you’ll help. Customers buy from people who help them. My grandmother didn’t resist her purchase of a nearly $600 tablet because she knew she HAD HELP! Now I wish I was the one selling her that IPAD and not APPLE – Her excitement that came from the confidence in knowing how to use the device is what sold her. Now imagine if she had to DO IT ALONE ? She wouldn’t
ARIIX distributors and business partners alike, have to SHOW, and not overwhelm the potential customer or business partner with the fear of “OMG I have to learn all of this ?”
Focus on emotions, not reasons.
We would like to think that we are logical and rationale when it comes to making purchasing decisions. The problem is WE ARE NOT, and if we were, there wouldn’t be a need for GUCCI, COACH, PORSCHE, or that ULTRA – HDTV. I would imagine most premium brands would be out of business, but they are NOT
It’s impossible to rationally justify the purchase of a luxury item or starting a business such as ARIIX: We may want it, but we don’t need it. In fact every purchase, no matter how mundane, satisfies an emotional need—if nothing else we want to feel good about the decision we made.
Emotions play a major role in most purchase decisions. Never lose sight of how potential customers want to feel: Safer, healthier, smarter, more attractive and no I am not talking about Victoria Secret, I’m talking about Slenderiiz
In some cases your customers may just want to feel good about doing business with you.
Focus on you, not I.
You need revenue. You need to make a sale. Maybe you desperately need to make a sale. YOUR CUSTOMER DOES NOT GIVE A RATS ASS
Desperation is the mother of pushiness and the founding father of ALL SALES LOST, and the average customer hates a pushy salesperson. Remember that old saying? A customer doesn’t care about you or what you know, until they know you care ? Make the sales process a conversation focused on the customer’s needs, motivations, problems, and emotions.
While you may desperately need to make a sale, only the customer can choose to buy—so always make the process all about the customer.