Eden Slobin: THE DISCOVERY PROCESS THE ROADMAP TO ENROLLMENT
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. 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." Answer any questions quickly and move into.... “Would you like me to make a recommendation for how to get started?" (Let them answer) "Based on the goals you shared there are two packs I would recommend. One breaks down to $10/day, the other breaks down to $20/day. Remember, with both packs you’re having 2 meals a day provided for you. The $10/day pack is a super basic bare bones system but still gives you all the products you need to have a great experience. It’s $272 + $29 membership which gives you wholesale pricing for the year, plus tax and shipping.” “The $20/day pack however is my highest recommendation based on the goals 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 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 box 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 women’s/men’s vitamins which provide total nutritional support in a convenient tear pack 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 $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 Pack, 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 pack from there. Which sounds like the best ﬁt for you? 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 doesn’t spend any money on traditional advertising and instead rewards its customers for our referrals. So when you help *friend name 1* and *friend name 2* get started you’ll earn up to $450 back right away. How awesome is that?"
Step 6C: Show them You Share They Share 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 YES, PROCEED IMMEDIATELY TO TAKING THEIR ORDER WITH, “Where would you like your box shipped?” 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?” You: “I have a great podcast/article that will address that question speciﬁcally. I’ll send it to you tonight, when can you read it for sure?” Them: “Tomorrow on my lunch.” You: “Great, if we talk tomorrow night you’ll have had a chance to read it?” Them: “Sure.” You: “I can do 7pm or 8pm, which works best for you?” ALWAYS CLOSE ON THE NEXT CALL / EXPOSURE