I represent an international European skin care line and help others start their own successful home-based
business.  Communication is the key to having a successful business, and the most important thing in getting the word out about Arbonne is to open your mouth.  Use the 3-foot rule--everyone within 3 feet of you, you should talk to!  However, what are you saying when you open your mouth?  Remember, with every word you communicate, you are either bringing people in or pushing them out.  So everything you say is either bringing money in or pushing it out.

What are you communicating?  A picture is worth a 1000 words!

Do you look the part?
Do you have your business supplies with you—proper literature, business cards, etc.? These are the things that make you look professional and make people want to do business with you.  I’m in the business of making people look and feel great!  Do you have a 30-second commercial that is true for you and one with which you feel comfortable?

Language is so important when you talk to yourself.  What do you say?  Are you talking about being successful and saying things to lift yourself?  Or are you buying into fear and making yourself feel you don’t have what it takes?  Remember every Vice President was a new consultant at one time or another.  They were fearful of what was not comfortable—don’t buy into that defeating self talk!  Feed yourself good
messages.  Say I will, not I’ll try!  You will feel differently and get different results.

Attract people to you by having fun mirroring their voices and actions.  Everyone can have more fun and more friends in their life.  Very few want more complications. What picture are you painting to your friends, family, and clients while you’re doing your Arbonne business?

Communicate about what we have:

Learn the seven avenues of income (on back of the Discover Arbonne 3-Panel Brochure).

Learn the Arbonne story—the success of a company inspired to offer only the purest, safest and most beneficial products.

Learn the business opportunity that has changed people’s lives.  Talk about other people’s stories until you get a few of your own.  Have articles to back them up.  This is another way of communicating.

Make sure you’re up when talking to clients, prospects and your team.  People can read a lot more over the phone than you think!  Remember, tell everyone when things are going great—and when they’re going bad, go to your upline. They can handle it.  Handle what you can without whining and complaining too  much.  That can become a habit and people shut down when they hear you. Legitimate complaints should go up. Say things like:  “Is now a good time to talk?”  When booking appointments, ask, “Is the beginning or the end of the week better for you?”  Save time by cutting to the chase and handling business first and then personal when working with friends and family.

USE A TIMER if you have a habit of being on the phone too long..
Be a good listener—it is one of the most important skills in good communication.  Use this formula:  Ask, Listen, and then Qualify—“What I heard you say is…REPEAT IT BACK—Ask, Listen, and Qualify.  A great book to read is Listening For Success  by Steve Shapiro--how can you give a person what they want unless you know what they want?

 People want to know they are understood.  Words are often a cover for what people are really feeling.  Many times we just use words to protect ourselves.

Communicate what you have:  one-on-one consultations, hostess opportunities, sample packs, facials, part-time and full-time business opportunities, training and support.

Using effective communication skills will better help you sell your product or service.  Take this quiz to determine if you are saying and doing the right things.

Asking your client open-ended questions:

1. Allows the client to give you information
2. Helps build a relationship
3. Engages the client in dialogue

“Drilling down” as it relates to selling skills means:

1. Asking questions to uncover the reason behind a concern
2. Getting to the bottom line of what your product or service can do
3. Continuing to ask questions until you get all the information you need

Always acknowledge what the client says by:

1. Saying, “I understand”
2. Making a brief comment on what the client has said
3. Nodding your head in agreement with what was just said

One reason sales professionals may not listen effectively is:

1. They are thinking ahead to what to say next
2. They are trying to write too many notes on what client is saying
3. They don’t care what is being said

When you first begin your sales presentation:

1. Thank the client for the meeting
2. Give your background to build credibility.
3. Ask the client how much time has been allowed

If selling as a team, be prepared to:

1. Show unity
2. Have each person ready to answer any question
3. Let each person talk for an equal time during the presentation

To “position” in a sales call:

1. Sit directly across from the client
2. Determine whether to give the client handouts of your presentation
3. Give a brief framework of the information you will be giving

If the client raises an objection:

1. Remain silent until you are sure of what to say
2. Show empathy by acknowledging the objection
3. Refer back to your previous benefit statements

The best way to handle objections is to:

1. Consider them as a need for additional information
2. Consider them as ways to practice your negotiation skills
3. Consider them as irritants

Throughout the sales presentation, check:

1. Whether the client likes and trusts you
2. Whether you are being recognized as credible
3. Whether you are satisfying the client’s needs and objections