Vision Illusion Hair 90210 Sales Rep and Host Program/Guide
www.visionillusion.ws Toll-Free 1-877-765-0244
http://www.hair90210.com 1-800-728-7590 Support@hair90210hollywood.com
Vision Illusion Hair 90210 Home Sales Representative At Home Sales Representative: Sales Rep . Sales Reps are individuals who render their services to Vision Illusion on a full-time or part-time bases by going throughout the community verbally, use of social medial or hair showcase parties, advertising Vision Illusion Hair 90210 products and services. Pay: Sales Reps are paid commission and performance bonuses (TBA) only. No hourly or salary wages will be paid to the Sales Rep unless contractually agreed upon and authorized by the CEO of Vision Illusion Hair 90210. Sales Reps will be paid via check or bank deposit if available. Commission will be calculated at close of business on Friday of each week and mailed out on Monday of the following week. Commission and bonus payouts are listed later in this document.
What Does a Sales Representative Do? Sales Representative, a person who represents the company and showcases and sells products. The range of jobs available to the sales representative can vary significantly. The job of a sales representative can be highly variable. Many people are expected to travel, at least locally, and sometimes nationally or internationally. They are the point of contact between a business and customer interested in buying a product or service, which sells the product or service. Some representatives work on leads only, those people or companies who express interest in their products. Others must employ other methods, like cold calling, or simply showing up at a potential buyer’s place of business or residence in order to try to engage interest in products or services. Sales Representative job is to work with Consultant to close the Sales.. They will work with customer/ business with prices, finance, layaways, custom made order. There main job is to Close the sale for a Consultant if needed to asist with customer / business order. Sales Reps under limited requirements have (independent responsibility) to connect with local hair salons, conduct hair showcase parties and advertise through social media vision Illusion Hair 90210 products and services. All sales are made by Sales Reps on a referral bases only. The client purchasing will have to contact Vision Illusion Hair 90210 consultants directly to purchase the product for shipment to their location. Sales Reps can also elect to pick-up and deliver to the client. At anytime a Sales Rep can elect to become a distributor and purchase hair from Vision Illusion Hair 90210 at wholesale prices for retail directly to salons and or clients.
Tracking Sales: Each Sale Rep will be assigned an Agent ID Number for tracking sales. It is the responsibility of the Sales Rep to inform his or her contacts of their Agent ID Number. Sales Reps must ensure that his or her Agent Number is visible on all advertising provided to the salons or individual contacts. All customers submitting orders to Vision Illusion Hair 90210 will be ask if they have an Agent ID Number. Once this number has been identified, it will remain in the customer’s file as long as the Sales Rep remains active. Each time the customer makes a purchase from Vision Illusion Hair the commission will be automatically tracked back to the Sales Rep and commissions paid out at the end of the week.
Sales Rep A representative definitely requires product knowledge of whatever he or she is selling, and is more successful when skilled at talking to people and learned at various sales tactics. Companies may advocate that the representative learn specific sales tactics, and some companies even train employees on the way they want their products sold. People working in sales may also be empowered to make special offers to potential customers when they purchase larger amounts of services or products. Pay Rate Pay rate for the sales representative is highly dependent on the market for the product being sold, and reimbursement strategies can differ significantly. Some representatives are paid on commission only, others work on a draw versus commission basis. Sales representative are paid 12% of the closing price.. Example: $250 of 10% = $25 $850 of 10% = $85 Commission on hair loss Cold Lasers and Products is different see http://www.hllswholesaleguide.com Note: All commissions will be discontinued once it has been determined that the Sales Rep is no longer actively promoting Vision Illusion Hair products in their community. To remain active the Sales Rep must visit their customers every so often to showcase new lines of product. This requirement will be tracked through customer surveys.
Host Hair Showcase Parties What is a Host.. A person who invites guests to a social event (such as a party in his or her own home) and who is responsible for them while they are there Become a Host with Vision Illusion Hair and Hair Loss Laser Solution 1. One who receives or entertains guests in a social or official capacity. 2. A person who Host in a: inn, hotel, event hall, home, church, or business 3. One that furnishes facilities and resources for a function or event 4. You must Host a party once a month, but you can do more
INVITE Everyone you know, or meet is a potential customer. Invite them to join in on the fun and feel beautiful by email, texting, social network, brochure, or share it with your friends online. Or, invite them to become a Host with you.
Why would you want to Become a Host... * Free Gifts in Catalog / or Discounts off Product * Earn points to Shop in Catalog * When Your Guess Buy.. You Shop and Save
HOW DO IT WORK 1. BOOK DATE.. Choose a date and place that works for you and your Sales Reps 2. Invite.. Friends, Family, Co-workers, Neighbors, social media and more for Fun, saving and Shopping Party Sales Total.. Earn a % off the total spent from party .. Use toward your purchase from our Catalog.. Party Sales Total
Your Percentage Off Your Purchase
0 - $399
5% off
$400 - $799
7% off
$800 - $1500
10% off
$1599 - and up
12% 0ff
Example: $1800 off 12%= $216 off Your Order
Sales Representative Job Description Sample
Description: Sales representative Sales Representative Job Purpose: Serves customers by selling hair pieces and cold lasers products; meeting customer needs. Sales Representative Job Duties:
Services existing accounts, obtains orders, and establishes new accounts by planning hair showcase parties, social medial and organizing daily work schedule to call on existing or potential sales outlets and other trade factors. Adjusts content of sales presentations by studying the type of sales outlet or trade factor. Focuses sales efforts by studying existing and potential volume of salons and customers. Submits orders by referring to price lists and product literature. Keeps management informed by submitting activity and results reports, such as daily call reports, weekly work plans, and monthly and annual territory analyses. (as deemed by you, this is a self pass program/position) Recommends changes in products, service, and policy by evaluating results and competitive developments. Resolves customer complaints by investigating problems; developing solutions; making recommendations to management. Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies such as hair shows and hair showcase parties. Provides historical records by maintaining records on area and customer sales. Contributes to team effort by accomplishing related results as needed.
Skills/Qualifications: Customer Service, Meeting Sales Goals, Closing Skills, Territory Management, Prospecting Skills, Negotiation, Self-Confidence, Product Knowledge, Presentation Skills, Client Relationships, Motivation for Sales. None of the above is needed to be a sales Rep but will give you a edge on your income goals. You are an Independent Sales Rep and working at your own past. We are only providing you with proven skills and techniques that will increase your customer base and income.
Sales Rep Confidential posting - Consumer Services Commission Base SALES EXPERIENCE NONE REQUIRED/WILL TRAIN. Job Description The Sales Representative and Consultant position is responsible for driving new business from prospective and existing customer accounts within their respective territory, and meeting and/or exceeding all personal sales quotas (set by you) to achieve individual and company revenue goals. Essential Functions: Prospecting Functions Research and identify potential prospects using a variety of sources such as the internet, social media, print media, company lists, etc. Quickly follow up and qualify web social and call in leads. Develop relationships as a trusted advisor to our existing customer base in order to increase the amount of annual revenue from these accounts. Create demand by identifying the key buying influencers within a individual, salon or company, understanding their personal or business challenges and clearly communicating our value proposition. Visit local salons to build relationships with clients, participate in local marketing activities and trade shows to promote services, as required. Building Activity Objective is to build and maintain a pipeline of existing and New Business opportunities in assigned territory and over the web. Coordinate sales strategy with sales team members including product experts and pre-sales support. Set up appointments and conference calls with newly qualified prospects and existing customer base to identify current needs and potential needs. Develop help Hair 90210 develop presentations and proposals to respond to your customer requirements. Recommend the appropriate products based on the detail needs of the client.
Ensure that solutions balance the needs of both the customer and the company. Differentiate our services from those of our competitors. Identify all decision makers and influencers related to the sale. Delegate non revenue generating customer service issues to the appropriate account management resource. Moving Activity Execute on your sales strategy to move opportunities through the various sales stages and ensure that a sufficient number of opportunities are moving towards closure. Manage your pipeline by continually qualifying and re-prioritizing opportunities. Ensure a compelling value proposition has been presented to the prospect with a specific call to action. Confirm that you have identified all of the decision makers and key influencers on each opportunity, no matter how small i.e., husbands or parents of young teenage buyers. Establish a clear time line with agreement from the prospect. Lead the purchase negotiation process and leverage your internal resources when necessary to mediate an acceptable outcome from an operational perspective while maintaining our profitability and exceeding our customer’s expectations. Closing Activity Objective is to close business to exceed your monthly, quarterly and annual income desire. While sales representatives should always be closing, specific time should be dedicated to bringing large wholesale opportunities to closure through our sales process. If you are effectively building and moving your pipeline forward, closing deals should not take up a large portion of your time. Review contract list for accuracy and completeness. Provide the sales support representative with all the information they need to invoice closed deals. Strategic Planning and Reporting Activity Develop and execute on an individual business plan designed to exceed your desired income quota. Keep an updated and accurate 30-60-90 day sales forecast. Proactively identify potential weak points in your sales funnel. Work with VP of Sales to review recent performance and current pipeline, identify market changes and revise strategy appropriately. Consistently and accurately track all of your sales activities with VP of Sales and maintain current customer and prospect contact information. Keep informed on marketing initiatives, available sales tools, pricing policies and internal procedures. Understand and maintain current knowledge of the company's complete inventory of services. KNOWLEDGE, SKILLS AND ABILITIES: Education: No Experience Needed Skills:
Ability to prospect through social medial Ability to conduct home or away Hair Parties Ability to develop relationships with local hair salons
Business Expertise: None Needed But Identify To Hair 90210 VP of Sales IF You Have Any Of The Below Expertise. So You May Be Considered For Future Positions In Our Company. Minimum of three plus years of direct sales experience in the services based industry or equivalent and a proven track record of exceeding sales quotas
Business sophistication, negotiation and financial justification skills Great listening skills with the ability to ask probing questions, ability to ask probing questions, identify business problems, and present the value proposition of our solutions Strong verbal, presentation, written and interpersonal skills Demonstrated ability to manage multiple projects and priorities. Experience negotiating contract terms and conditions Develop sales strategy for complex accounts Sells beyond product/service to offering complete solution Proven ability to close (history of exceeding quota) Preference will be given to experience with salesforce.com and Microsoft office proficiency.
Social Selling: You Can’t Afford Not to Adopt it
There is every chance that you are reading this somewhere on a smartphone or tablet device. You may have seen it on a Blog, a Facebook page, in a LinkedIn update or a Twitter feed. There is high probability that if you agree with the three key points in this post, you will forward it to your work colleagues and friends. It is because your friends admire you and respect your opinion, not because they know me, that they will read this. The connected nature of social media offers a unique advantage to the socially aware seller and buyers. Exchange of opinion and sharing of information and views within social media has become more influential to the buying decision than the traditional business relationship. The vast majority of B2B buyers claim social media has an influence on future purchases. More than 70% of the buyer’s dynamic journey is completed before they talk with a sales person. Social Selling creates leverage and leverage drives sales effectiveness Social selling makes it possible to increase your network of relationships and fully leverage them. You can follow, communicate and create value for this network constantly and in a timely and relevant manner. You can identify potential buyers and leverage existing customers for referral and we all know referrals are much more effective than cold calling. Social Selling builds credibility and credibility drives sales effectiveness Buyers don’t just buy from brands but also from people and more from the people they trust. Social Selling allows you to build trust with your customers before they even know they are becoming your customer, letting your social persona show your understanding of trends and buyer needs. If you do it well, prospects may find you even before you find them. Social selling provides access and access drives sales effectiveness
Social selling allows you to be much more informed about your prospect and customers. You not only know who they are but also what’s important for them. You know who their key influencers are. You know what’s on their mind and you know that you can reach them at the right time in a personal way. Social selling is about recognizing that the buying cycle is controlled by a more informed and more connected customer, demanding relevance from sales professionals. It is imperative that sales professionals leverage social tools to actively listen, engage, and add value to the customer conversation. Your customer expects you to know at least as much about them as they do about you.
How to Screw up Social Prospecting
Jonathan Catley on the excellent Social Media Today blog, has a great example of how Social media can be abused. It’s well worth checking out just to see the snapshot of the Twitter dialogue underpinning his argument. Jonathans makes the point that one of the worst social media “faux pas” is when you try and sell something before you’ve even established a relationship Jonathan’s post does raise a bigger issue about the use/misuse of social media….. Remember Email? This is going to sound sad but I’ll never forget the excitement of sending my first email to a stranger in Australia – just to see if I would get a response. I was a giddy as a kid in a shop full of giddy sweets when I received a reply less than 5 minutes later. Imagine, you could send an email to one or to many and it didn’t matter where on the Planet they worked. You could conduct ‘conversations’, share documents and even discover that a kind stranger in a bankrupt African state wants you to ‘mind’ their inheritance from a deceased general. Then what happened…….? We _____it up. Or more specifically, marketers and incompetent salespeople _______it up. Marketers decided that they could ‘automate‘ their communication. You could send 10,000 personalised emails overnight containing ‘targeted’ messages. Salespeople could now send emails to pitch for business and a lot of them looked like this -> example I’m no saint, I was guilty of this too. I was even at it with automated faxes, before I hit the email trail. All it achieved was an increase in the sales of spam software. My fear is that Social Media will go the same way. The more pervasive it becomes, the greater the abuse. The greater the abuse, the thicker the walls people will erect. Agree/disagree?
Shift Happens and Why Social Selling is Your Friend
It’s not that long ago that if a buyer wanted information on a vendors products or services, he/she would need to meet with the vendor sales representative to figure out if the vendors offerings/capabilities were a good fit for his or her needs. Now, buyers can get almost all the information they need from you and your competitors websites. Underpinned by an unstoppable technological shift, Google can deliver information in seconds rather than the days or even weeks or the pre internet era. Thanks to an unstoppable shift towards the ubiquitous use of social media, insight and understanding is at the buyers finger tips. Research shows that as much as 70% of the buying process is complete before the buyer engages with vendors sales representatives. This makes it more difficult for the sales rep to influence the buyer. As they say, ______happens. But there is always opportunity in any change or social shift. If buyers are looking to gain insight and understanding online doesn’t it make sense to meet and engage with them there? None of this will ever replace the need to pick up the phone and speak to a prospect live. It’s an opportunity to engage earlier and therefore have greater influence over the buyers decisions. Darwin rules apply.
Foolproof Ways to Boost Your Public-Speaking Skills 1. Practice your message. Writing for the ear (think: television or sales pitch) is very different than writing for the eye (think: newspaper or ads). Adapt your message so your sales pitch doesn't come across as wooden or generic. You shouldn't have a one-size-fits-all approach to selling your product or service. While continuity is important, your elevator pitch shouldn't be a verbatim recitation of your sales materials. 2. Use bullet points. You never want to be fully scripted. "If you sound rehearsed, it turns people off and they tune out," "You want a spontaneous moment [that] you're experiencing with the audience. You won't get the same response [if you memorize everything] as if you're going off-book (not following a script),�. Speak naturally, try to be relaxed, and maintain eye contact with the people you're speaking with. In your preparation, the act of writing down what you want to say may help you remember it better. Carry your bullet points with you on an index card so you have something to refer to if you need it. 3. Have a solid beginning, middle and end. The beginning should hook your audience, while the end, the call to action, must be clear. The Moth, a storytelling institution founded in New York City and performed worldwide, has featured thousands of spellbinding tales since 1997. Moth producers suggest that each story performed on its stage have stakes such as: What is there to gain or lose? Why should the audience care? 4. Make the story personal. Getting prospects to connect on a human level with whatever product or service you're selling. For example, if you're selling cochlear implants, you could cite research, case studies, and list pros and cons, but if you show a video of a child getting their cochlear implant turned on and their reaction to hearing their mother's voice for the first time, customers will remember that. "A personal anecdote sells a little better," .
Proven Sales Tips for Introverts by Thomas Graham Meet me at a party and I won't have a lot to say. Sit next to me on a cross-country flight and I may not say a word to you the entire trip. I am an introvert. It has never been easy for me to start a conversation with people I don't know. But you wouldn't know it if you saw me on a Google Hangout, in a TV interview or at one of my sales seminars. When I got out of college I was terrified to go on a job interview until I realized employers weren't going to come to my house and hire me. At 23, I sold cars for seven years and never got comfortable saying hello to a customer. Yet I still figured out how to reach the top 1 percent of all the salespeople in the auto industry. We can all be introverts or extroverts, depending on the situation. I know people who would be viewed as extroverts at a party they host, but when they are guests at a party where they know no one, they appear to be introverts. As a professional speaker and educator, I become extroverted in order to deliver information, but when I attend seminars I am much more introverted. So, how do you become extroverted in a sales situation when you are not naturally comfortable with it? This is what I do to step out of my comfort zone: Get passionate. I become so excited about what I'm selling that I have to share it with the world. Becoming passionate about your product or service makes you less interested in how you are perceived and more concerned about showing excitement about what you have to offer.
Do one thing a day that you fear. It’s very important for me do the things that make me most uncomfortable. You need to be courageous and make a point of facing your fears, no matter how big or small. The single scariest thing for me was visiting my customers or prospects in person. So that is exactly what I did first thing every day to get over my fear. It instilled courage in me, belief in myself and changed my focus from limitations to possibilities. Related: 5 Ways to Succeed in Any Economy Be so persistent you get criticized for it. In life and in business, especially sales, you won’t become successful if you never get criticized. Follow up on customers so much that they actually complain about it, and once they do, keep following up until they admire you for your persistence. If you believe in your product, company and yourself, then you will be willing to insist—and risk being criticized for it. Say hello to everyone you pass. I refuse to walk past any person without acknowledging him or her. I force myself to look everyone in the eyes and say hello. This builds a muscle enabling me to decide at will when I want to be extroverted, whether in a sales call or other situation. Observe people for their differences. After a series of failed sales calls, you may start to see all prospects as likely rejections. What you need to do is take a moment and observe how people are different from one another. This will stop you from thinking that everyone is going to respond the same way your last few prospects did. Related: How to Stop Offering Free Advice and Make the Sale Force yourself to be in public. Step out of your home and office often so you can socialize with people. When I move to a new city, I will go to the same place over and over until I am comfortable and know everyone there. I have done this same thing with my children, bringing them to the same grocery store every morning until they could talk to the people working there as family. Deliver public speaking engagements. The only way to become comfortable speaking to people is to get in front of audiences. Join a supportive group such as Toastmasters International where everyone is learning how to speak in front of others. Stay busy. When you're constantly on the go, you don't have time to be uncomfortable. You have to ask for help, get help and talk to people because you are running from one sales meeting or event to the next. So, get moving. Help other people make sales. Anytime I go a few days without making a sale for myself, I immediately offer my help to other salespeople because it’s a great way to get outside yourself. After several failures to close, a salesperson can become introverted and anxious. But by working with someone else's prospective customers and having nothing to lose yourself, you will feel more relaxed and regain your confidence. Once you score a sale for someone else, it’s back to your own prospects again.
Hosting Tips for Successful Home Sales Parties Do's and Dont’s When you are hosting a food related hair showcase party with wine tasting there are certain things that will make these home based event successful and others that will make them fail. So regardless of the event you are hosting, here are some general guidelines that will help it be successful. DO invite three times the number of people than you would like to attend. If you want 15 people to attend, invite 45. Yes, you DO know 45 people. Put these categories on a sheet of paper and try to think of 4 or 5 names connected to each: close friends, relatives, neighbors, church friends, co-workers, people for whom you have attended a home party, people you know from your children, friends you haven't seen in a while, people you went to school with, friends of your parents, people who you know are into this product. DO invite people for whom you think would be interested in the product and encourage them to bring friends. There may be a totally different list for people who want to attend a hair showcase or a Cold Laser Therapy demo event. DO make it actually feel like a party. At a fun party there is good food, music and wine or beverages. As the host, it's your job to make sure that people talk with each other, so mill around and introduce people to each other. DO allow the products to sell themselves. If people can touch them and see for themselves how they are helpful they will be more likely to buy. At our monthly party we simply have the products displayed on the table and the sales associate takes orders and answers questions. There is sometimes a brief formal presentation. If people remember the good time more than the fact that they are there to buy something, they will be more likely to come to your next event. DON'T make people feel like they are attending a class. Insist that your sales associate makes comments about the product brief. Nothing is more frustrating that thinking that you are going to a fun wine tasting event and then be lectured to for hours and shushed when you try to talk with a friend. DON'T push sales. People will buy if they want to and Always put NO OBLIGATION on the invitation. We like to stress that these events are an opportunity for a ladies night out. You will sell more if people feel like they don't have to buy. DON'T schedule it on a day or month that you know will be a conflict for most people. A Friday night may be good for a ladies night out, but not Monday during football season in a football town. Scheduling a party before the holidays is good for hair products as they can be a self gift, while right after the holidays when people are broke may not the best time. DON'T forget to support your friends when they have a party too. People resent being invited to events of people who haven't supported their home parties in the past. Following these tips will help you have a successful home sales party.
8 Steps to a Successful Sales Call It's always good to have a plan for your sales visits that can serve as a quick reminder of the essentials. You can use this checklist as a review before and after each sales call to make sure you cover all the bases. Leaving a sales call and wishing you had remembered to ask a specific question or show the prospect another product idea is a horrible feeling; using this checklist may help you avoid that. Edit this list based on the type of sales cycle you're involved in.
Sales Call Checklist 1. Preparation Prior to Sales Call Did I:
Research the account prior to the call? Learn something about the person and their business before the meeting? Send an outline of the agenda to the client before the meeting? Have three value-added points prepared? Bring all materials, brochures, contracts, etc.? Answer the three important pre-call questions: A. What is the goal of the call? B. What do I need to find out during the call? C. What's the next step after the call?
2. Greeting and Introduction Did I:
Observe the prospect's office décor (e.g., trophies, awards, pictures and so on)? Find out about the prospect's personal interests, hobbies, family and so on? Find out the names of contacts in the account and write them down? Bridge to the business topic smoothly? Listen more than I spoke? (Ideally, you should spend 80 percent of your time listening and only 20 percent talking.) Ask the customer about their business or personal beauty goals? Ask the customer what challenges the company is facing (if a salon)?
3. Qualifying Did I:
Find out who the decision-makers are by asking "Who else besides yourself might be involved in the decision-making process ( i.e. husband or parents of teenage buyers)?" Ask what process they normally go through when considering a new vendor or product? Find out how and why they made the decision for their current product or service (assuming they are replacing a product or service)? Find out what their time frame is? Find out if funds have been allocated--and how much (if a salon)? Find out their specific needs? Ask if they could change something about their product or service, what would it be?
4. Surveying Did I:
Ask open-ended questions (who, what, where, when, why, how, how much, tell me about it, describe for me)? Ask about the corporate structure (if a salon)? Ask about the prospect's role at the salon? Ask what's important to them? Ask what's interesting to them and then focus on that? Ask what risks they perceive? Ask how we can help solve their problems? Ask what they think about our company? Ask what they like and dislike about their current vendor or beauty supply store? Ask how industry trends are affecting them? Ask "what if?" questions? Ask what they would like to see from a vendor and salesperson in the area of support after the sale? Ask what their short-term and long-term goals are? Ask how I can become their most valued vendor? Ask what is our next step? Establish a specific follow-up schedule? Parrot the prospect to encourage him to expand, elaborate and go into detail about each answer?
5. Handling Objections Did I:
Listen to the entire objection? Pause for three seconds before responding? Remain calm and not defensive? Meet the objection with a question in order to find out more? Restate the objection to make sure we agreed (communication)? Answer the objection? Complete the six-step process? 1. Listen 2. Define 3. Rephrase 4. Isolate 5. Present solution 6. Close (or next step)
6. Presentation Did I:
Prioritize the prospect's needs? Talk about benefits to the customer? Use layman's terms? Link the benefit to the prospect's needs? Verify each need before moving on? Present myself, company and product in a positive light?
Re-establish rapport? Ask if anything changed since our last meeting? Pre-commit the prospect? Give a general overview of the product or service? Keep the presentation focused on the customer's needs? Involve the customer in the presentation? Summarize the prospect's needs and how our product or service meets those needs?
7. Closing Did I:
Get the customer to identify all possible problems that might be solved by my product or service? Get the customer to identify the value of solving the identified problems? Get agreement that the proposed solution provides the values identified? Ask for the order ("Why don't we go ahead with this?")?
8. Customer Maintenance Did I:
Write thank you letters or emails for appointments, orders and so on? Earn the right to ask for reference letters and referrals? Establish a schedule for follow-up calls and customer visits? Ask for referrals ("Do you know three people who could benefit from my product and service like you did?")? Send thank you notes to lost accounts? Ask what are three important things we can do as a vendor to keep our relationship strong?
This checklist will help you stay focused. Every time you schedule a sales call, run through this list beforehand to make sure you're prepared--and after the visit to see what you can do next time to make the call run more smoothly and increase your chances of success.
Cold Calling Template Even seasoned salespeople are put off by cold calling. Opening Statement Hi________ (state their name)? (Prospect: Yes.) (Your name)___________ here from _____________(Company name). Do you have a quick minute? Great! ________, I'm sure you are a busy and want to respect your time, so I'll be brief. The reason for my call is this. We specialize in working with salon owners, hair stylist and individual Clients, etc.) so that you/they can: State Your Compelling Reason - (The End Result Of The Benefit You Offer) Well, Mr./Mrs... Smith, depending on what you are currently doing, I don't know whether you have a need or an interest in our services. But with your permission, I was hoping to ask you a few questions and see if there is any products or services we have that you could benefit from. Would you be comfortable spending just a few minutes with me if I stick to my timetable? Needs Analysis: (Remember, if there's no 'pain' or problem or a clear opportunity to improve their current situation, there's no reason for the prospect to meet with you/take the next step in your sales process.) 1. 2. 3. 4. If you could create the ideal solution for (XXX), what about your current product/service would you like to improve or change? 5. If you could magically eliminate three of your biggest problems, headaches or stresses what would they be? 6. How do these challenges affect your needs, business or (bottom line)? Summarize and Confirm: 1. "For my own understanding, what you are truly saying is... (Recap what the prospect shared with you; their problems, challenges, and objectives.) Is that accurate/correct?
2. Would it be safe to say that if there was a way for you to: · Restate biggest obstacle. (Example: Overcome the challenge/obstacle/problem of..) · Restate their most important goal or objective they shared with you. It would be worth exploring/discussing in more detail? 3. Schedule Next Step: "Then lets get together or schedule a consultation with a consultant for (state timeline. Ex: twenty minutes) to see if there's a fit. We will answer your questions, share with you several options as well as demonstrate how our product/service will specifically address your challenges/objectives. Mr./Mrs.________, do you have your calendar handy? What day and time would be good for you, towards the beginning or the end of the week? "Do mornings or afternoons work better for you?" Once you determine the meeting or consultation time, continue with: Fantastic. I'm looking forward to meeting with you (or being on a call with consultant) on ____at ____. (Confirm all decision makers.) Thanks. Have a great day!
7 Step Telephone Sales Script (1st is a script skeleton, then is an actual script example) Script Skeleton: 1) “Hello, is this __Person’s Name__?” 2) “This is __Your Name__, from Vision Illusion Hair 90210. This is a sales call; do you want to hang up on me?” Shocking approach. Here’s what happens: defenses are lowered, few hang up, people are ready to listen because they curious. Plus this is a high integrity approach because you are being totally up-front and honest about your intentions. 3) If they say they want to hang up, then let them. If they say something like “what are you selling” then ask them a question such as:
“That’s a good question. Let me explain it in simple terms.” (A Question like: ) “Are you looking to grow your Client base by 30% or more this year?” This is a “Big Fat Claim” that will perk up the ears of your prospects. Plus make it a question that you are pretty sure is a YES for you your target market or disqualifies them as someone that could benefit from what you offer. If “no” let them go. If yes… 4) “I’m a/ We provide multiple services for typical hair enhancement and hair replacement Clients and for hair loss victims and we help people like you to ________________ by helping them _________________. 5) Ask some more questions to find some pain? “What is the biggest challenge that will slow you down or stop you from growing as fast as you want to? What is this challenge costing you? 6) Make an offer. “would you like a FREE estimate/consultation/session/sample?” Your asking for a meeting of some type. REMEMBER: You probably want an appointment from the phone, not to make the actual sale. I make lots of sales from the phone, but usually I set up a phone meeting of 25minutes. Most of my sales happen from a FREE session of some sort. Very rarely is it right from the call itself. 7) Set a time for the FREE meeting or call with a consultant: “What is a good day for you to get together this week/next week? Great what’s the best time for you?” 8) Then go meet with them (or put them on the call with a consultant), and make the sale!
My Actual Phone Sales Script:
ME: “Hello, is this __Person’s Name__?” Prospect: Yes, this is…. ME: “Hi, __Person’s Name. This Larry Graise from Vision Illusion Hair 90210. This is a sales call; do you want to hang up on me?” Prospect: “what are you selling?” ME: “That’s a good question. Let me explain it in simple terms. Are you looking to grow your Client base or business by 30% or more this year?” Prospect: “Of course. What are you selling?” ME: “I’m a business and sales coach and we help people like you to rapidly grow their business, by providing quality hair pieces, in stock or custom made for your typical Clients. We also provide a multi-therapeutic hair loss therapy for your hair loss Clients. ME: Do you have any headaches or challenges that you wish would magically disappear? Prospect: “I sure do!”
ME: “What is the biggest challenge that’s slowing you down or stop you from growing as fast as you want to? Prospect: “Cash Flow!” ME: "Yeah, that’s a fairly common problem. We’ve helped a lot of salons fix that. What do you think this challenge is costing you?" Prospect: “Lot’s of aggravation and it’s keeping us from getting where we want to go.” ME: “We’re offering a FREE 30-minute ‘cash flow’ and product showcase session. Would you like to take advantage of that? Prospect: “Tell me more about it.” ME: ?We’ll get together, clarify exactly what you are wanting for your business, uncover any additional challenges that can make it easier for you to get what you want, then we’ll get inside your head a little bit to see if our products and services is something that will help your current Client base and help build more clients., and then we offer some solutions." Prospect: “sounds great.” Then I make the appointment and I'm a BIG step closer to the sale.