Building an exceptional network won’t happen over night, but the formula is simple. Be coachable, persistent, and willing to follow the principal of sorting not selling.
So, what’s the different between sorting and selling?
Sorting is simply presenting both the ACN Opportunity, and ACN’s services to prospects and potential customers. Once you have shown them what ACN has on offer, you determine if they are interested or not. Essentially you are sorting them into categories of “interested” or “not interested”
Selling involves putting a lot of pressure on yourself to convince someone to sign up for an ACN service or the Business Opportunity.
By sorting and not selling, you are attracting people who are truly interested in ACN and will stick around for the long term.
What Does a Sorting System Look Like?
Step One – Greet
Step Two – Qualify
Step Three – Invite
Step Four – Questions and Objections
The purpose of handling questions and/or objections is to get the prospect beyond whatever it is that is holding them back from getting what they have stated they need, want or don’t want.
Key points for handing questions / objections:
- Listen completely; take notes if you need to. Never interrupt.
- Confirm your understanding by asking the question back to them. Make sure you fully understand what they are asking.
- Handle the question or objection. Getting an experienced upline TC, RD or RVP on a 3-way call can be a great way to do this if you don’t know the answer.
Step Five – Close to Action
Step Six – Follow up
Contact your prospect to see how they are getting on and if you can provide further assistance.
It is important that your customers know you appreciate them and your new IBOs know you are their coach and mentor.