There is a 3-minute difference in getting a small sale and an upsell according to the Empower Network Blogging System, Module 8, Upselling and Getting People “All in”. This module in the Top Producer Formula gives you some clues as to how you can make a difference in your bottom line. The training can help you learn how to ask a few extra questions that make all the difference in your sales.
A few suggestions within the training of the Empower Network Blogging System
Find out what they want, why they want it and how much money they have…so you can make a $5,000 sale instead of a $25. Without the information about these things that motivate people you cannot get them to make bigger decisions. You really are helping people by getting them to buy all the products. It’s not just about the money!
If someone doesn’t own all the products, how can he/she sell all the products to someone else? It’s like saying…I want you to buy all the products but I don’t need them. It’s about believing in the products that you are selling by buying and using those products in your own training and marketing.
When speaking to someone either in person or on the phone, cut to the chase. You don’t want to spend a great deal of time listening to people’s problems. So as rapidly as possible cut into people’s core desires. People throw up objections because they make stuff up. When you have someone’s core desire, they will tell you everything. A core desire is the desire behind what they say or what the real reason is that they want to make the money in the first place.
Example Conversations as set forth in the Empower Network Blogging System, Top Producer Formula, Upselling and Getting People “All in”
Empower Network Blogging System Example conversation:
Caller: Hey, I was looking at your website and I thought it looked interesting. So, I decided to call you and ask a few questions.
You: Which website are you on? What do you see?
Caller: Oh, it’s the one with the video of the guy with the weird hair.
You: Oh, Okay. You obviously called me for a reason, what is it that you want to do?
Caller: I want to make $10K per month.
You: Great, why do you want to make $10K per month?
Caller: I want to pay off all my bills.
You: So you have a lot of bills, huh. What do you have like in the way of bills, credit card debt, and car payments, mortgage payments…that kind of stuff?
Caller: Yeah, plus I have some medical bills. I was in a car accident and the guy didn’t have any insurance. My insurance paid some of it but the rest is up to me.
You: Oh, sorry about the accident! Sometimes when you get hit with extra bills to pay it kind of spirals out of control and you have a hard time keeping up with the bills. How hard are you willing to work to pay off that debt that keeps hanging over your head every month?
Caller: I will do everything it takes.
You: How many hours are you willing to commit each day in your business to pay off that debt?
Caller: I have a full time job but I can spend 3 to 4 hours per evening to work on the Empower Network Blogging System business.
You: It sounds like you are motivated but I want to make sure that you are coachable. Are you willing to listen to everything that I say or are you going to be stubborn and do what you want? I will only work with serious people and I want to make sure you are serious. Are you willing to listen?
Caller: I will listen
You: How much money do you have available to get your business going the right way so that you can get rid of that monthly headache of paying those bill?
Caller: I have about $1000.
You: I just sent you over a link. I am going to give you a package to order and I want you to buy everything. It’s not going to be free or easy but if you listen and do exactly what I tell you to do, I will help you get rid of those bills. Are you going to do that?
Open the link I sent you by email and fill out the Empower Network Blogging System order form and buy every package available. Then you will get some follow up emails sent to you that tells you what to do next. After you have gone through all the videos then I want you to get on our next new member hangout, which will be on Thursday evenings at 7:00PM CST.
Have a great day!
This will make a difference between getting a $25 sale and an “All In “ sale worth $3,000 in commissions
Here is what you are looking for:
What do they want? People are going to do the work for what they are passionate about and why they are doing it.
You are looking for a change in an emotional response to your questioning…when you hear that change, you know that you have hit to the core desire.
If they are dodging your questions for more than 2 minutes…you may want to drop it. The ability to get to the core desire will come to you in time. If you cannot get them to give you a solid answer use some language like this:
I am going to give you one promise…I am going to be totally honest with you as long as we are in business together. What I want from you is for you to tell me the truth. I will always only tell you what I believe will help you hit your goals. Does that sound fair? Good!
When you make $10K per month, what will that do for you?
Challenge everything people tell you that you consider BS.
Example: I don’t have the money, I am broke.
You: Do you want to be in a place 5 years from now where you want to buy something for $500 and you cannot because you are broke?
You are 25 years old now…do you want to be 35 years old and broke? Do you want to be 45 years old and broke? If you don’t change something now you will still be broke in 10 or 20 years? Do you want to change your future?
Do you want what has happened to you this year to happen to you again next year?
You want people to commit within their means. You don’t want them to mortgage their house! Most people can come up with the money if they really want to.
You want people who join you to join at the top level. You cannot expect someone to join you when you don’t have all the products yourself.
I hope this has helped you in some way and if so please comment below and share.
If you do not own the Empower Network Blogging System, you owe it to yourself to get started immediately…and take care of your own core desires by clicking the link below!
Image courtesy of Stuart Miles, freedigitalphotosdotnet
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