I.M.P.A.C.T. Sales System The 21 st Century Approach To Creating Customers And Expanding...

I.M.P.A.C.T.Sales System

The 21st Century Approach To Creating Customers And Expanding DistributionThe 21st Century Approach To Creating Customers And Expanding Distribution

Investigate

Meet

Probe

Apply

Convince

Tie-up

INVESTIGATEINVESTIGATE

“A wise man will make more opportunities than he finds”

- Francis Bacon

Working smarter with numbers is a perfect combination for speed of accomplishment.

- Dennis Franks

Notes: filling the bean jar, the funnel to find the nuts...getting through the quantity to find the quality.

“A wise man will make more opportunities than he finds”

- Francis Bacon

Working smarter with numbers is a perfect combination for speed of accomplishment.

- Dennis Franks

Notes: filling the bean jar, the funnel to find the nuts...getting through the quantity to find the quality.

A GOOD INVESTIGATOR begins with a case

A GOOD INVESTIGATOR begins with a case

1. Looks beyond the obvious but never overlooks the obvious.

2. Asks a lot of questions.

3. Makes detailed notes and keeps accurate and current records.

1. Looks beyond the obvious but never overlooks the obvious.

2. Asks a lot of questions.

3. Makes detailed notes and keeps accurate and current records.

4. Checks out every possibility.

5. Manages time effectively-do the right thingat right time.

6. Follows up every lead.

4. Checks out every possibility.

5. Manages time effectively-do the right thingat right time.

6. Follows up every lead.

A GOOD INVESTIGATORA GOOD INVESTIGATOR

SEARCHING FOR QUALIFIED PROSPECTS

SEARCHING FOR QUALIFIED PROSPECTS

• Detectives search for suspects (possibilities).

• MA Shop Consultants and UnFranchise® Owners search for qualified prospects.

• Detectives search for suspects (possibilities).

• MA Shop Consultants and UnFranchise® Owners search for qualified prospects.

A SUSPECT (possibility) is a person who...

A SUSPECT (possibility) is a person who...

• may have limited communications.

• may have a need you can satisfy.

• may or may not have the resources to buy.

• may or may not listen to you.• may or may not be qualified.

• may have limited communications.

• may have a need you can satisfy.

• may or may not have the resources to buy.

• may or may not listen to you.• may or may not be qualified.

Why be an investigator?

Why be an investigator?

The better job of finding qualified prospects, the higher your closing ratio will be!

The better job of finding qualified prospects, the higher your closing ratio will be!

WHOWHO• Who has the most obvious need

or desire…• Who are my ideal prospects…• Who do I know that might lead

me to…• Who do I know who fits that

description…• Who has the money…• Who buys similar products...

• Who has the most obvious need or desire…

• Who are my ideal prospects…• Who do I know that might lead

me to…• Who do I know who fits that

description…• Who has the money…• Who buys similar products...

WHOare my ideal prospects?


• For Business Partners– Self-Starter–Driven–Well-Connected– Communication Skills–Wants more money,

time, change the world

• For Business Partners– Self-Starter–Driven–Well-Connected– Communication Skills–Wants more money,

time, change the world



• For Retail Customers–Need the benefits–Has pain, conscious about it– Can afford the product / service–Wants to act now

• For Retail Customers–Need the benefits–Has pain, conscious about it– Can afford the product / service–Wants to act now

• Where do my ideal prospects live…

• Where can I find a list…

• Where can I find the directories…

• Where do my ideal prospects live…

• Where can I find a list…

• Where can I find the directories…

WHEREWHERE

• Why would this person buy from me...

• Why would this person resist buying...

• Why might this time be good to approach...

• Why would this person buy from me...

• Why would this person resist buying...

• Why might this time be good to approach...

WHYWHY

• What will this person find most attractive about my product and service...

• What will this person find least attractive...

• What questions or statements will get attention...

• What information should I gain from my prospect...

• What will this person find most attractive about my product and service...

• What will this person find least attractive...

• What questions or statements will get attention...

• What information should I gain from my prospect...

WHATWHAT

• When is the best time to prospect this person...

• When is it the most productive time from the prospects viewpoint...

• When will the prospect most likely listen...

• When should I prospect them a second time...

• When is the best time to prospect this person...

• When is it the most productive time from the prospects viewpoint...

• When will the prospect most likely listen...

• When should I prospect them a second time...

WHENWHEN

• How can I make more time...

• How can I be more productive...

• How can I sharpen my skills...

• How can I be sure I’m doing a good job prospecting...

This is a major challenge for shop consultants.

• How can I make more time...

• How can I be more productive...

• How can I sharpen my skills...

• How can I be sure I’m doing a good job prospecting...

This is a major challenge for shop consultants.

HOWHOW

for qualified prospects.

for qualified prospects.

Show people what they want most and how they can have it, and they will move heaven and earth to get it! - Dennis Franks

Show people what they want most and how they can have it, and they will move heaven and earth to get it! - Dennis Franks

Investigate

• Provide you the best-selling environment

• Make your prospects feel important and relaxed

• Make your prospects to talk about themselves

• Build rapport

• Provide you the best-selling environment

• Make your prospects feel important and relaxed

• Make your prospects to talk about themselves

• Build rapport

Meet

How to get suspects and qualified prospects involved in what you want to happen. (the desired outcome).

How to get suspects and qualified prospects involved in what you want to happen. (the desired outcome).

• To Buy A Product!• To Become A Business

Partner!

Meet

THE MEETING GOALSTHE MEETING GOALS

• Become personally acquainted

• Establish a strong trust or bond

• Build a warm and courteous rapport

• Set the selling process in motion

This can take time, minutes, hours or days.

• Become personally acquainted

• Establish a strong trust or bond

• Build a warm and courteous rapport

• Set the selling process in motion

This can take time, minutes, hours or days.

• Establish a clear, desired outcome

• Initiate the right amount of contacts

• Take a simple and honest sales approach

• Eliminate tension• Present a positive posture

Note: What is the number of people we need to take to get the desired income. Don’t be tentative in conversation. Need confidence in your ideas and systems confidence in understanding the market.

• Establish a clear, desired outcome

• Initiate the right amount of contacts

• Take a simple and honest sales approach

• Eliminate tension• Present a positive posture

Note: What is the number of people we need to take to get the desired income. Don’t be tentative in conversation. Need confidence in your ideas and systems confidence in understanding the market.

MEETING FUNDAMENTALSMEETING FUNDAMENTALS

• Create Trust• Dress With Respect• Be Mindful Of Mannerism• Be A Good Guest

• Create Trust• Dress With Respect• Be Mindful Of Mannerism• Be A Good Guest


• Build Rapport• Show you care about them…get involved• Gain eye contact, find the emotional field

• Get Your Prospect To Talk About Themselves

• Ask questions to draw them out• Really listen• Show a genuine interest

Note: Every prospect given the opportunity and prompted correctly, will provide you the path to partner or do business.

• Build Rapport• Show you care about them…get involved• Gain eye contact, find the emotional field

• Get Your Prospect To Talk About Themselves

• Ask questions to draw them out• Really listen• Show a genuine interest

Note: Every prospect given the opportunity and prompted correctly, will provide you the path to partner or do business.


Starting A Successful Sales Talk...

• Set The Stage For Action Not Reaction• Think like your prospect, get to the point

• Who are you• Whom do you represent• What do you want• What’s in it for me…”WIIFM”

• Avoid being abrupt• Make it natural…find the bridge and cross it• Bring your prospect back across the bridge…test

the bridge

Starting A Successful Sales Talk...

• Set The Stage For Action Not Reaction• Think like your prospect, get to the point

• Who are you• Whom do you represent• What do you want• What’s in it for me…”WIIFM”

• Avoid being abrupt• Make it natural…find the bridge and cross it• Bring your prospect back across the bridge…test

the bridge

VERY IMPORTANT


Setting The Stage – (Opening Remarks)

Thank you____ for taking the time to speak with me. I am very confident that our time spent will be quite enlightening._______, I am the President of Dennis Franks Marketing, a product brokerage and internet marketing company. We distribute products and services through one-to-one marketing company and social shopping.


Thank you____ for taking the time to speak with me. I am very confident that our time spent will be quite enlightening._______, I am the President of Dennis Franks Marketing, a product brokerage and internet marketing company. We distribute products and services through one-to-one marketing company and social shopping.

Starting A Successful Sales Talk



I specialize in (beauty or wellness), weight loss and anti-aging products. You probably know quite a few people that are looking for these results.

What makes my business so successful is that we partner with a very successful internet marketing company, Shop.com, powered by Market America. This enables us to compete in the major markets online and focus on the results producing activities that generates profits.


I specialize in (beauty or wellness), weight loss and anti-aging products. You probably know quite a few people that are looking for these results.

What makes my business so successful is that we partner with a very successful internet marketing company, Shop.com, powered by Market America. This enables us to compete in the major markets online and focus on the results producing activities that generates profits.




Our business is built on the premises that people love to buy but hate to be sold. In understanding this, we have learned to match people to products and products to people. Different than traditional retail stores or online shopping. We use the power of people to make this happen. This marketing trend is referred to as social shopping. Best of all, we have monetized this process to earn both traditional and retail profits and ongoing income without the traditional high cost of doing business.


Our business is built on the premises that people love to buy but hate to be sold. In understanding this, we have learned to match people to products and products to people. Different than traditional retail stores or online shopping. We use the power of people to make this happen. This marketing trend is referred to as social shopping. Best of all, we have monetized this process to earn both traditional and retail profits and ongoing income without the traditional high cost of doing business.




What I am looking for are select business partners who are self starters, forward thinking, entrepreneurial and want more money or free time. You may or may not be interested to partner with me. However, I am confident you could refer me to some qualified candidates. These candidates, starting part time, would have the potential to earn a six-figure, ongoing income. Earnings are dependent on how well the candidate implements our proven systems.


What I am looking for are select business partners who are self starters, forward thinking, entrepreneurial and want more money or free time. You may or may not be interested to partner with me. However, I am confident you could refer me to some qualified candidates. These candidates, starting part time, would have the potential to earn a six-figure, ongoing income. Earnings are dependent on how well the candidate implements our proven systems.




Personally, I believe you are an excellent candidate and would do very well. Is there any room for additional income in your life...The distribution industry is...Internet marketing and sales is...Today, more people are looking for...Average incomes in our country are regressing...Working form home is becoming...


Personally, I believe you are an excellent candidate and would do very well. Is there any room for additional income in your life...The distribution industry is...Internet marketing and sales is...Today, more people are looking for...Average incomes in our country are regressing...Working form home is becoming...



• Discover what your potential client wants

• Uncover real and perceived needs• Get your prospect involved in the

selling process• To assess their buying questions

Note: If you could improve one part of your health, what would it be? If you had to do it all again, would you choose the same profession? What was your best weight and when was that? What are your favorite hobbies? Do you get to do them enough?

• Discover what your potential client wants

• Uncover real and perceived needs• Get your prospect involved in the

selling process• To assess their buying questions

Note: If you could improve one part of your health, what would it be? If you had to do it all again, would you choose the same profession? What was your best weight and when was that? What are your favorite hobbies? Do you get to do them enough?

Probe

• How to help people discover what they want most.

• Enable people to focus on their needs and wants in their own mind.

• Listen people into buying.

Note: What has to be in place to reach your existing goals? Or what has to change to reach your existing goals?

• How to help people discover what they want most.

• Enable people to focus on their needs and wants in their own mind.

• Listen people into buying.

Note: What has to be in place to reach your existing goals? Or what has to change to reach your existing goals?

Probe

THE FATAL FLAW in selling

THE FATAL FLAW in selling

“The Jawbone Theory”Sales people who talk their way out of sales. Simply put, talking more than listening.

“The Jawbone Theory”Sales people who talk their way out of sales. Simply put, talking more than listening.

ACCORDING TO WEBSTER

ACCORDING TO WEBSTER

PROBE:An instrument used to penetrate, usually for the purpose of measuring or investigating.

PROBE:An instrument used to penetrate, usually for the purpose of measuring or investigating.

PROBE:To look beneath the surface to discover and reveal what’s really going on in the prospects mind and heart.

PROBE:To look beneath the surface to discover and reveal what’s really going on in the prospects mind and heart.

ACCORDING TO DENNISACCORDING TO DENNIS

THE ART OF PROBINGTHE ART OF PROBING

• Determine The Tool – in our case is the interview

• Ask The Question• “In order for me to be of better service

to you, do you mind if I ask a few questions?” To Take a few notes?

• Listen• Do not say a word until the prospects

gives you permission to ask those questions.

• Determine The Tool – in our case is the interview

• Ask The Question• “In order for me to be of better service

to you, do you mind if I ask a few questions?” To Take a few notes?

• Listen• Do not say a word until the prospects

gives you permission to ask those questions.

OPENING QUESTIONSOPENING QUESTIONS

If I would be able to provide you a business plan to increase your financial position substantially, would you spend 30-60 minutes to consider it?

If I would be able to provide you a business plan to increase your financial position substantially, would you spend 30-60 minutes to consider it?

If this business plan was assured to work and you could identify a meaningful income amount each week that you could add to your bottom line in addition to your current income, what amount would that be?

If this business plan was assured to work and you could identify a meaningful income amount each week that you could add to your bottom line in addition to your current income, what amount would that be?

OPENING QUESTIONSOPENING QUESTIONS

FOLLOW UP QUESTIONSTO OPENING QUESTIONSFOLLOW UP QUESTIONSTO OPENING QUESTIONS

• Tell me what the extra, ongoing income would allow you to accomplish?

• How would that make a difference in your life?

• How would that make you feel?

• Tell me what the extra, ongoing income would allow you to accomplish?

• How would that make a difference in your life?

• How would that make you feel?

TIPS ON ASKING QUESTIONS

TIPS ON ASKING QUESTIONS

1. Prepare in advance2. Ask open-ended questions3. Ask broad questions first then narrow

the focus • Should be easy to answer with thought

4. Ask dominant need questions, avoid offensive questions

5. Remember to ask then listen

Note: Until the dominant needs are met, a person can not begin to see their financial future.

1. Prepare in advance2. Ask open-ended questions3. Ask broad questions first then narrow

the focus • Should be easy to answer with thought

4. Ask dominant need questions, avoid offensive questions

5. Remember to ask then listen

Note: Until the dominant needs are met, a person can not begin to see their financial future.

Probing a person

who may want to increase

their financial position...

Probing a person



• If you could be any where right now, where would it be?

• If you had to choose your career path over again, would you do the same thing?

• Is there room in your life for financial improvement?

• Where do you see yourself in 5 years...10 years...25 years?

• If you could be any where right now, where would it be?

• If you had to choose your career path over again, would you do the same thing?

• Is there room in your life for financial improvement?

• Where do you see yourself in 5 years...10 years...25 years?

Probing a person



Probing a person



• Do you currently have a financial goal?

• Are you on track to achieve it in the timeline?

• Would you be interested to accelerate your timeline to meet your financial goal?

• What amount of annual income would reduce your financial stress and allow you to meet all of your essential financial needs? What is the difference between that and what you currently earn?

• Do you currently have a financial goal?

• Are you on track to achieve it in the timeline?

• Would you be interested to accelerate your timeline to meet your financial goal?

• What amount of annual income would reduce your financial stress and allow you to meet all of your essential financial needs? What is the difference between that and what you currently earn?

PROBING A PERSONWHO TAKES SUPPLEMENTS


• Do you currently take nutritional supplements?

• How long have you had an interest in nutrition?

• What prompted you take this interest?

• What are your ultimate goals of supplementation?

• Do you currently take nutritional supplements?

• How long have you had an interest in nutrition?

• What prompted you take this interest?

• What are your ultimate goals of supplementation?



• Are you currently taking specific supplements for this?

• When would you like to start enjoying the results?

• Is there room for improvement? Are you satisfied with the results of your program?

• Are you currently taking specific supplements for this?

• When would you like to start enjoying the results?

• Is there room for improvement? Are you satisfied with the results of your program?

PROBING CONSIDERATIONS

PROBING CONSIDERATIONS

• Seek to understand the prospect’s deepest feelings

• Assure the prospect you want to help them meet their needs

• Ask questions to focus issues and find the pain, the want or need

• Seek to understand the prospect’s deepest feelings

• Assure the prospect you want to help them meet their needs

• Ask questions to focus issues and find the pain, the want or need

• Show your prospect that you understand their needs

• Present the product or plan that will fulfill their needs

• Let them experience how the product or plan will meet their needs

• Make sure the prospect understand

the benefits

• Show your prospect that you understand their needs

• Present the product or plan that will fulfill their needs

• Let them experience how the product or plan will meet their needs

• Make sure the prospect understand

the benefits

Apply

• Provide a personal testimonial or 3rd party testimonial.

• You can reference local newspaper or magazine articles.

• Provide a personal testimonial or 3rd party testimonial.

• You can reference local newspaper or magazine articles.

Apply

Note: Do not over sell, but position the solution to work over time.

• Validate and prove every claim you made• Answer any questions your prospect

may have• Justify your price or start up capital to

emphasize value• Re-emphasize the importance and

relieve any fears of buying or committing

Note: Preparation is critical based on your efforts. All or most references should already be available to use...best electronically. Break price down to daily dosage of ingredients.

• Validate and prove every claim you made• Answer any questions your prospect

may have• Justify your price or start up capital to

emphasize value• Re-emphasize the importance and

relieve any fears of buying or committing

Note: Preparation is critical based on your efforts. All or most references should already be available to use...best electronically. Break price down to daily dosage of ingredients.

Convince

• Negotiate a win-win agreement

• Welcome, identify and answer

all objections• Reinforce your prospect’s

positive feelings of buying• Close the sale• Set the follow-up

• Negotiate a win-win agreement

• Welcome, identify and answer

all objections• Reinforce your prospect’s

positive feelings of buying• Close the sale• Set the follow-up

Tie-up

NEGOTIATE THE CONDITIONS OF SALE

NEGOTIATE THE CONDITIONS OF SALE

• Remember, people want what you are selling.

• If they want it and you want it, then it is a simple process of tying up the sale.

• Remember, people want what you are selling.

• If they want it and you want it, then it is a simple process of tying up the sale.

HOW TO FIND THE CONDITION OF SALE

HOW TO FIND THE CONDITION OF SALE

• Is there anything that would keep you from going ahead with this?• If I could show you how to solve

this problem, would you be ready to go ahead?Note: make sure you understand the conditions. • Okay, let me see if I can understand

what you have told me…

• Is there anything that would keep you from going ahead with this?• If I could show you how to solve

this problem, would you be ready to go ahead?Note: make sure you understand the conditions. • Okay, let me see if I can understand

what you have told me…

CLEAR THE OBJECTIONCLEAR THE OBJECTION• Simplify the objection• What I hear you saying is…

• Be understandable to their objections, accept their feelings. Assure the person. Be sure to respond in the best interest of prospect. Put yourself in their shoes and respond with conviction.

• Simplify the objection• What I hear you saying is…

• Be understandable to their objections, accept their feelings. Assure the person. Be sure to respond in the best interest of prospect. Put yourself in their shoes and respond with conviction.

• Make sure they understand all the benefits.

• Test to see if the objection is gone, do not sweep it under the table. You are looking for additional sales and referrals – lifetime value.

• Make sure they understand all the benefits.

• Test to see if the objection is gone, do not sweep it under the table. You are looking for additional sales and referrals – lifetime value.

CLEAR THE OBJECTIONCLEAR THE OBJECTION

ASK FOR THE ORDERASK FOR THE ORDER

• Use trial closes throughout this step• Is there anything else that would keep

you from going ahead• Can you see how this can work for you• Wonder how you will feel when you

have…

• Ask them to buy when it feels right• Resume the sale. “Is there anything

else we should include before we finalize the agreement?”

• Use trial closes throughout this step• Is there anything else that would keep

you from going ahead• Can you see how this can work for you• Wonder how you will feel when you

have…

• Ask them to buy when it feels right• Resume the sale. “Is there anything

else we should include before we finalize the agreement?”

• Use the either / or close• Do you like it in red or blue?• Can I schedule delivery on

Wednesday or would you prefer it on Monday?

• Deal with the fear of making a decision• If you push, you can lose the sale• “Take as much time as you like”…our products are…the benefits are consistent. You will experience an improvement.

• Use the either / or close• Do you like it in red or blue?• Can I schedule delivery on

Wednesday or would you prefer it on Monday?

• Deal with the fear of making a decision• If you push, you can lose the sale• “Take as much time as you like”…our products are…the benefits are consistent. You will experience an improvement.

ASK FOR THE ORDERASK FOR THE ORDER

Reinforce the Sale andContinue the Relationship

Reinforce the Sale andContinue the Relationship

• Compliment them on their choice

• Invite them to buy more• Assure them of satisfaction• Ask for their help – identify

great leads• Confirm you will follow up, set

the appointment

• Compliment them on their choice

• Invite them to buy more• Assure them of satisfaction• Ask for their help – identify

great leads• Confirm you will follow up, set

the appointment

I.M.P.A.C.T.Sales System

The 21st Century Approach To Creating Customers And Expanding DistributionThe 21st Century Approach To Creating Customers And Expanding Distribution

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