Listen, Acknowledge, and Offer!

“Do you want a drink of water?” 

I was skeptical about whether I would learn anything new at convention this year, since I already knew it all…ha, ha!  I actually learned a ton!  Some of the best advice I got was from a class I took from Sherry Bower on how to finish strong.  In other words, how to wrap up your party and get the most orders for your time.  She presented a great example to us.  First, she said, “I’m really thirsty.  I need a glass of water.  If anyone would like a glass too, feel free to come up here and get it.”  We happened to be in a class of about 100 people.  Only one lady came up to get water, and I think it was staged.  She then proceeded to say, “Out of all the people attending this class why did only one person come up?  Didn’t I ask you if you wanted a drink of water?  Why didn’t you take the opportunity to get a drink when invited?”  She related that to our parties.  We often tell our guests about the great benefits of the Q and invite them to try it, but how many do?  Why?  We told them about it?

Now, what if we had bottled water sitting on everyone’s chair and let them know they were welcome to drink the water if they’d like?  Would the odds be better that we’d have people drink the water?  Yes, the odds would be better, but we would still have some that choose not to drink the water because they don’t know how refreshing the water is.  Do we explain to people why they want the water?  Do we say, “This water is so refreshing and it’s so good for your body.  You have got to try this water!  Here, have some!”  Or in other words, do we tell people how the Q will bless their lives?  Do we teach them how the Q will save them money and time, help them eat more nutritiously, and help them be prepared in the future?  Do we show them how it has blessed our lives and invited them to try it for 3 months?

Sometimes we try to push the Q on others by saying, “Here, drink this water.  You really need it!”  The problem is that people are leery of what we are presenting them with.  The more we try to force it on them, the more they back away resisting.  So always teach them about the Q by showing them how it blesses your life and how it can help them!  Listen to their concerns and address those concerns.  In fact, incorporate those concerns into your presentation!  We have nothing to hide!  We all had concerns when we first heard about the THRIVE products.  Address them and solve them in your presentation!

Example:  “When I first saw the prices of the food I was taken back.  I couldn’t see how doing this was going to save my family money.  I was a crazy coupon lady with 5 kids.  However, when I realized that I wouldn’t be throwing away so much food and I wouldn’t be running to the grocery store with my five kids, and I broke down the cost of individual items, I was shocked!  This Q saved me time and money.  Plus, my family loved eating it on a daily basis!”

Sherry taught us these 3 rules, when closing a party and talking to each potential customer:  

 Listen  *  Acknowledge  * Offer

When someone shares a concern with you, make sure to really listen to them.  Don’t ignore their concern by following up with a  sales pitch.  Acknowledge their concern using the “feel, felt, and found” technique.  Then offer a solution to their concern!

Example:  “I know how you feel!  When I first heard about the Q, I felt like I was being sold into an auto-ship program that I would be trapped into.  I didn’t want to be suckered into that mistake.  However, what I found was that I was only obligated to the Q for 3 months at the budget I set and I could completely edit my shipments to be whatever items I wanted them to be.  Also, I could cancel after the 3 months with no obligation or fees.  Then once I started the Q and realized how amazing the food was, and how great it was to have my groceries come right to my door, I actually increased my Q amount!  Let's get you signed up to give it a try.  You're only committed for 3 months and I know you'll love it!”

Here are some other concerns that I’ve had come up at parties and how I address them:

Concern: I don’t have the money right now.  My husband is laid off from work, but hopefully I can do it another time.  (YES!  I love this concern!)

My reply:  Wow!  I can see how that is really hard.  My husband was once laid off for 10 months.  In fact, that’s why I know how important it is to have a home store!  We didn’t have a lot stored, but what we did have, we lived off of and it helped save us money.  I would love you to be able to get some food, especially since your husband is laid off.  What about hosting a party?  Our hosts earn 10% of all sales from their parties in free product.  My average party is about $1,000.  That would be $100 in free stuff?  How’s that sound?  Would you also be interested in learning how you can become a consultant?  It’s a great way to work from home and earn some extra money!”

Another important tip! NEVER LIE!!!  Only use real experiences.  People can see straight through a lie.  You could say, “I know people that have gone through that same experience and they have had this experience….” 

Concern:  I’m not going to order right now.  I need to run this past my husband/wife first before I sign up on the Q.

My reply:  I totally understand!  My husband and I have the agreement that we don’t spend over $100 without consulting each other about it first. However, remember that you aren’t spending any more money on groceries then normal.  You are just reallocating your grocery money.  I found that I saved money and threw less food away.  What husband can argue with that?!  Plus, you’re only obligated to the Q for 3 months.  

Another reply could be, what if you hosted a party at your house?  Then your husband can taste the food and have me explain to him how it works?

Concern:  I want to become a consultant, but I've tried that in other direct sale companies and have never had success.

My reply:  "I hear what you're saying and I can totally relate. (feel)  When I became a consultant, I joined just so I could earn free food storage and earn my rotational shelving at a discounted price. (felt) However, what I found was that the product sold it's self and I realized I was helping people save time and money,build a home store, and become self reliant! Also, because I already had a Q, I only had to purchase a consultant starter kit.  It wasn't very expensive, and I figured that if I didn't have success selling the stuff, I could at least eat my kit!  I love that the company doesn't require you to have any minimum orders to hit to stay a consultant either.  I just have to have a Q going!  I'd love to have you on my team and help train you to have the same success I'm having!  It only takes a few minutes to sign up online.  Will you join my team?"

So…LISTEN, ACKNOWLEGE, and OFFER!  As consultants, we know how great this product is! It should be our goal to have everyone from our parties join the Q, become consultants, and host parties.  Go into your parties with that in mind, be honest, and teach them about the Q, why they should host a party (double dip), and why becoming a consultant could bless their life, and you will have success!

What are some concerns that you’ve had come up at parties?  How have you addressed those concerns, or do you need help thinking of a way to address that concern?  Leave a post!  Lets share with each other!