October 24, 2005

Boston Sales Extravaganza

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Sales Extravaganza Table of Contents

Contents

1. Module A- Enhanced Consultation

2. Module B- Objections

3. Enhanced EXT

4. Module C- Client Retention Strategies

5. Module D- Creating the Lifestyle, Upgrades

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Sales Extravaganza Objectives

Increase sales volume to achieve monthly budgets

Hair Loss Experts: Enhanced EXT consultation- Value added service and products

Increase sales revenue to achieve monthly revenue targets. “It’s not a buy, until you apply.

Increase client retention from 35% to 10%:

• Transition to hair:: The 1st 6 months

• Educating the client- What to say, when

Increase higher level programs: Upgrades/Identifying “at risk” clients

To educate, motivate and inspire you to achieve

NB1 and NB2 sales goals- volume and revenue

Sales- Module A

NOWW Selling

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Sales Extravaganza Background

The Consultation

A consultation arrives and you follow all of the steps:

• Meet and Greet

• Video and Pictures

• Discovery and Questionnaire

• Presentation

• Price

You asked questions like:

• “How does your hair loss bother you? What are your goals and expectations for getting your hair back? Does your wife/husband support you? When do you want your hair back?”

You got to the template room, took the measurements, filled out the agreement, and the prospective member says:

• “I need to think about it.” “I am not doing anything today. This is a free consultation.” “I need to talk to my wife/husband.”

You try and overcome all of the objections and the person still leaves without getting started.

Has this ever happened to you?

You followed all of the steps, so what went wrong?

What is the most important part of the consultation?The close?

The greeting?The presentation?

The questions?The best price?

The video scope analysis?

What makes the client say “Yes” or “No”?

Sales Extravaganza Background

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Sales Extravaganza Background

Current Consultation NOWW Consultation

1.Meet and Greet (video-optional)

2.Discovery

3.Video Scope Hair Analysis

4.Presentation

5.Styling Room

6.Enrollment and Close

7.Follow-up

1.Meet and Greet (video-optional)

2.Discovery

3.Video Scope Hair Analysis

4.Presentation

5.Styling Room

6.Enrollment and Close

7.Follow-up

Our consultation focuses on the Presentation and Closing the sale

vs.

Asking the right series of questions to get a client to say “Yes” Now!

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Sales Extravaganza NOWW Sales Strategy

What is NOWW selling?

4 types of Questions

N= Needs and Problems: Questions that determine client’s need for more hair

O = Outcome/Goals: Questions that determine expectations.

W= What if?: Questions that create the significance of hair loss- the “pain” of hair loss.

W = Why Wonderful?: Questions that enable the client to tell you why he/she needs more hair now. Client creates his/her own urgency.

Your job is to understand what matters most to a prospective member.

What does he/she feel? You need to feel the problem like the client feels his/her hair loss.

Asking the right types of questions at the right time to close the sale today

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Consultation Steps Sales Tools

1.Meet and Greet Video (optional)

2.Discovery Questionnaire

Pictures

Brochure

3. Video Scope Hair Analysis Microscopic Video Analysis Form

4.Presentation Video Scope

Pictures

5. Styling Room Consultant Evaluation Form

Stylist

China Marker

Mirror

6. Enrollment and Close New Member Folder

In-House Finance Sheet

7. Follow up Follow-up Letters

Appointment Card

Sales Extravaganza Sales Tools

Good News! Steps of the consultation are the same!

The only difference- It will now be easier for you to enroll a new client!

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Sales Extravaganza Consultation -Discovery

Let’s practice! Ask NOWW Questions

Needs and Problems Questions

Outcome and Goals Questions

What if Questions

Why Wonderful Questions

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Sales Extravaganza Consultation -Discovery

YOU: What is bothering you most about your hair right now?

Needs and Problems? questions

Don’t focus on the problem that you think is a problem.

Example: He is fine with the crown, and only wants more hair in the front. Focus on his problems with the hair line. Expand on questions that lead to the real problems.

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Sales Extravaganza Consultation -Discovery

YOU: What are your goals and expectations for you?

Outcome and Goals? questions

Never assume! Listen to the person’s goals and expectations.

This will help you direct the client into the appropriate hair loss solution.

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What if? questions

If you ask these types of questions too early, client may be too guarded to give you the real reasons.

Sales Extravaganza Consultation -Discovery

YOU: What concerns you the most about your hair loss?

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Sales Extravaganza Consultation-Discovery

YOU: Suppose you had more hair, how would this help your social life?

Why Wonderful? questions

If you ask these types of questions too early, you may be perceived as too pushy and assumptive.

Sales- Module B

Objections

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Objection Solutions

“I want to think about it.”

“I didn’t bring any money.”

“My credit is bad.”

“I need to talk to my wife/husband/significant other.”

“Can I see it?”

Sales Extravaganza Objections

Case Studies

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Sales Extravaganza Case Studies

Bob’s Background:

“I am a 38 year old male with significant hair loss (Norwood 7). I have been losing my hair since I was 21. I have been working in a factory for 15 years. I live in the suburbs with my wife and 2 kids.”

“I don’t like the way my hair looks, so I keep in short. I saw your commercial on TV and thought I should come in for information.”

“My wife has known me for 25 years and doesn’t care how I look. She thinks I should just shave my head.”

“I need to talk to my wife about this.”

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Sales Extravaganza Case Studies

Bob

Task: Create the urgency of the problem and overcome the objection

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Sales Extravaganza Case Studies

Ginger’s Background:

“I am a 56 year old woman with extremely thin hair. My hair has been getting thinner over the past 5 years and I am so depressed. I bought a wig for $200 and wear it when I go out of the house. I don’t like wearing a wig and would like to have my own growing hair. ”

“My kids are all grown and I am a retired school teacher on a fixed income.”

“I need to think about this. I don’t have the money.”

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Sales Extravaganza Case Studies

Ginger

Task: Create the urgency of the problem and overcome the objection.

Enhanced EXT