VALIDATION

The Discovery Process- How To Do A 3-Way Call

 

By asking questions, we put the true power of the decision into our prospect/partner’s hands. This allows us to focus on taking a Consultative approach, so we can discover what their true needs and desires are. When we’re asking questions, with a true desire to learn about how we can SERVE them...we’re never selling.

Note: This is just a framework and suggested line of questioning. Every situation is different. In the words of Anthony Robbins ,“Let your prospect determine your presentation.”

YOUR JOB IS TO LISTEN SO HARD IT HURTS!!!

Pro-tip: Use the 3-second count to make sure they’re truly done talking. Count in your head “1-Mississippi....2- Mississippi....3 Mississippi.”

Step 1: Connect & Build Rapport Quickly Using F.O.R.M

“(F)Where are you from name? Are you married/have kids, etc? 

(O)How do you and ______ know each other? What kind of work do you do? 

(R) What do you like to do for fun? 

(M) What are you passionate about?

Pro-tip: Find common things of interest with them

Step 2: Take Down Their Guard

“I’m excited to connect with you. I’ve been using and passionately sharing Isagenix for _____ weeks/months/years and am simply here to serve you in this conversation. How can I serve you today?”

Step 3: Edify / Identify Their Goal

If you know their goal:

Name told me that your goal is ______, I love that! You remind me a lot of ______ (enter in the name of a community member who they remind you of) he/she was a ______ (stay-at-home mom, stressed out corporate employee, etc) just like you and in just ______ (enter time) was able to achieve _____, ____ and ______ using our _____ system (enter weight loss, performance, wealth creation, etc)."

If you don’t know their goal (examples):

-“So what has us on the call today?”

-“What did ____ share with you that has you excited”

-“What are your goals?”

Step 3A: If You Had A Magic Wand...

EXAMPLES (Tailor this question according to their goal):

“If you had a magic wand, how much weight would you want

to lose?“  

“If you had a magic wand, how much additional income

would you want to create on a monthly basis?”

Step 4: Elicit An Emotional Response (by asking more questions!)

“Curiously, on a scale of 1-10, with 10 being totally committed, how committed would you say you are to achieving ______ (enter their goal)?”

“If you achieve your goals, what are some things you’d be able to differently, which you can’t do right now?”

“Why is this so important to you?”

Pro Tip: The 7-Deep Technique - Ask “Why is it important to you that you ______” 7-times to discover their deep WHY.


Step 5: STORY TIME

Tell ANOTHER story about someone in the community (can be ANYONE, including YOU) that they remind you of. 30 Seconds TOPS!

Pro-tip: Know the stories so well that you keep this part brief and keep the conversation flowing.


  

VISUALIZATION


“There are so many systems and paks that will help you hit your goals, but I want to find the one that’s going to fit your budget. Because when this starts working for you, I want you to be able to keep using it so that you can get all the way to the end of your goals. How does that sound?”

“In order for me to narrow that down, do you mind if I ask a couple more questions?”


“If you were to replace two meals that you currently eat, with Isagenix meals in order to hit your goals, which two meals would they be for you each day?”


*This gets the customer to see that it’s very flexible. It doesn’t matter what their answer is because Isagenix is flexible. They can swap out those meals for shakes any way they want. 

*Get them to visualize replacing meals. When they visualize themselves doing something, it takes them further into being sold already. You’re already doing a lot of the closing with this visualization. 


“What do those meals consist of today?”

*Don’t skip this step-you want them to start building value in the meals that they’re already spending money on


“Great. What do you think each of those meals typically costs you each day?”

*Make them come up with a number. If they say, “not much” or “I don’t know” that is not an answer. 

Say:

“Do you think its maybe $3, $4 (give a guesstimate based on what they explained for their meals)?” 

*Put a number out there if they won’t give you one. 


*Then add those meal costs up:


“So it sounds like you’re already spending maybe $____-$____ a day (whatever it adds up to) which is about ($_____ ) a month 

on the meals that you’re going to be replacing with Isagenix. These systems could definitely fit around that. 


Would you like me to make a recommendation for how to get started?” 


“Based on the goals that you shared there are a few options I would recommend. Remember, with all of these paks you’re having two meals provided for you.”


The $10/day pack is a super bare bones system but still gives you the products you need to have a great experience. It’s $269 + $29 membership which gives you wholesale pricing for the year, plus tax and shipping. I would also recommend adding the IsaDelight chocolates to this order because they are necessary for cleanse days and they are not included.”


*if they want a middle of the road option, present the premium pak:

“For $14/day you get a pack that has many of the most popular products that create success. It also includes some snacks to add in between your meals and includes free membership, an Isa Blender Max, and a $25 event coupon. This is $399 plus tax and shipping”


“The 20/day pack however is my highest recommendation based on the goals that you shared. 

It includes the complete 30 day system and also several other extremely vital components to set you up for the greatest amount of success. It’s going to help you reach the goals that mean so much to you. As a matter of fact, if you don’t love your results, you get to send it back and get your money back anyway.

It comes with delicious chocolate squares that you can have even on cleanse days, a box of whey thins which are a high protein savory chip so you can snack without the guilt, a canister of greens which has over 30 different kinds of vegetables, herbs and botanicals, it tastes great on its own or can be added to your shake, you’ll also get a box of bars which taste like candy, a box of womens/mens vitamins which provide total nutritional support and feature a complete spectrum of extremely high quality supplements, they’re a game changer, you’ll also get a box of e shots which are healthy energy drinks, they give you a focused, sustained boost, without the crash, a beautiful stainless steel travel blender, a $75 Event Coupon, a $25 coupon off your next order, free membership saving you $29, and TWO family and friends coupons saving THEM $29 each also, when we help get them started.

This system is called the Value Pak, so if you really want to do it right, and it works within your budget, this is hands down THE BEST recommendation. It’s $589 for your first 30 days, then you can drop down to a more basic order from there.”


*if interested in the business, add the business builder pack to the options: 

“or $40/day to invest in your business”

For $40/day you are getting an amazing array of almost everything the company has to offer. This is more than enough for the month and then some with the opportunity to share many of the products with others. This is an awesome choice if you are interested in adding an extra stream of income with Isagenix.”


Which sounds like the best fit for you?”

Step 6A: Make Sure They Feel Informed

“Are there any questions I can answer for you?” OR “What are some other questions I can answer for you."

“Would you like me to make a recommendation for how to get started?" (Let them answer)

Step 6B: "Who do you know?"

"Curiously, who are two people that you know would for sure wanna do this with you? (Let them answer).

"The reason I ask is because Isagenix doesnt spend any money on advertising and instead rewards its customers for our referrals. So when you help *friend name 1* and *friend name 2* get started youll earn anywhere from $150 - $450 back right away. How awesome is that?" 

Step 7: ASK For The Order

“Do you feel like you have enough information to get started today?”

Pro Tip: Ask for the order then ZIP IT.

If They Say: "I have to think about it" or "I have to do more research":

(The goal of this this language focuses them and commits them to getting on another call)

You: “What specifically would you like to research? or "What specifically would you like to think about?”

Them: “I would like to research the science behind the products?”or “I would like to think about if this system will fit in to my busy schedule"


You: “Awesome. Why don’t we do this, we have a secret group on Facebook that I’d like to add you to that you can do your research in a focused way. I want to be mindful of your time, knowing that there is so much great information out there about Isagenix, I don’t want you to get lost in internet land. So, what I’ll do is add you to the secret group on fb and I’m going to tag you with an article regarding __"insert topic"____, how does that sound?”

Them: “That sounds great, I would really appreciate that.”


You: “Awesome, when do you think you'll have a chance to review the information regarding the clinical studies?”

Them: “Well, I can review them tonight when I get home from work.”

You: “OK, sweet, so if we were to schedule a call for tomorrow, you’ll have had a chance to review the article and we can answer any further questions that you have?"

Them: “Yes.”

You: “When are some times that work best for you tomorrow?”

Them: “I can do this same time.”

You: “Fantastic, I’m going to go ahead and add you to the group. Make sure you look at what I tag you in and we’ll just plan on talking again tomorrow at ______insert time_____." 

"Good Vibe Tribe" Facebook Group

  Using The Follow-Up System


The “GVT” Facebook Follow Up  System is designed to help you overcome your prospect’s objections through additional exposures to testimonials, articles, videos, inspiration and community support only after they have already seen videos and been on a call. 

Pro Tip: It takes an average of 4-18 exposures before someone makes a decision — this method expedites that process significantly

It’s imperative that you customize the information per each of your prospect’s individual concerns.


Step 1: Tag your prospect’s name with language specific to what they are wanting to learn more about. (This is not designed to be a big shout out or anything along those lines, just a very simple matter of fact sentence, as though you’re continuing the conversation you had on the phone with them).


Step 2: In the “Comments” section, insert the article or video you want them to review. Again, this should be 100% customized based on what they are looking to learn more about or what their objection was. 

Pro Tip: Spend some time familiarizing yourself with company videos found on www.isamovie.com, testimonial videos,  Success Stories found on the Isagenix youtube channel and articles on www.isagenixhealth.net so you’ll always know which resource to provide for each prospect. If you’re not sure, ask a team member for their input.


Step 3: In the next comment box (see example below), tag your prospect again and then tag a team member who had similar goals, objections, etc. 

Use this reference guide to find the right story for your prospect.


This step is vital, as it creates a sense of community and shows your prospect they’re not the only person who had these concerns and that their goals are achievable. (If you are new and are still learning our team and community stories, please ask your mentor for help and/or post in the Good Vibe Tribe page asking for the type of testimonial you’re looking for).

Step 4: The team member(s) you tagged will comment and add value to the thread as well.

Please see (and do your best to follow) the example below:

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Good Vibe Tribe Tagging (jpg)

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