You have been motivated to become an AllXClub Associate, now it’s up to you to motivate and excite others about AllXClub products and opportunities. Personalized recognition and communication are inseparable from motivation. Together these three elements lead you to setting goals, planning actions, and taking action. Picture yourself traveling by car to a particular destination: • MOTIVATION is the reason to make the trip. Without it, you could never get started. • The ACTION PLAN is the road map you use to reach that destination. • COMMUNICATION is the road signs along the way. They give you information and feedback as you proceed, and help you decide which route to follow. • The GOAL is the destination you wish to reach. • REWARD, BENEFIT, OR RECOGNITION is what you receive for reaching your correct destination safely and on time—much as a fellow car passenger would say, “Thanks for driving. You did a great job.”
MOTIVATION............................................................................................................................................ Reason to Go ACTION PLAN.................................................................................................................................................Road Map COMMUNICATION........................................................................................................................................Road Signs GOAL............................................................................................................................................................Destination REWARD, BENEFIT, OR RECOGNITION .....................................................................................Results of Achievement YES, YOU CAN!
Setting and reaching specific goals early in your AllXClub career will be important to your personal development as an Associate. When you receive your first sales bonus, you will know that you can set and achieve goals. The habit of success is reinforced by: setting a goal, taking action, reaching the goal and thus receiving a reward, benefit, or recognition. Not only will you learn how to succeed, but, more importantly, that you CAN succeed.
POSITIVE MENTAL ATTITUDE A positive mental attitude will keep you steering in the right direction on the road to success. Establish a PMA (positive mental attitude) before you do anything else. Don’t begin selling AllXClub products until you have read these next pages and devoted much thought and consideration to the approach and philosophy of PMA. Your mental attitude will decide whether you are embarking on your journey in an old jalopy or a brand new luxury automobile. Many of our self -concepts are developed early in life. In fact, by the time most of us have reached the age of 10 or 11, we have developed many negative concepts of ourselves and the world around us.
Unless you have actively taken steps to change these non-constructive attitudes, you are preventing yourself from using 90% of your personal potential. We will examine how you’re thinking process works, how you form the attitudes and habits that control your life, and how you can comfortably acquire positive habits and attitudes that will aid you in building your AllXClub Distributorship. CAUTION! You may be tempted to skip this chapter, so you can begin reading what you may feel is the “real meat” of the Training Kit. DON’T!! All of the technical information in the world will not make you a successful AllXClub Associate unless you begin your journey with a positive mental attitude.
TAKE A PERSONAL INVENTORY. Write down what you like about yourself. This is no time to be modest! Do you have a pleasant smile? Do you love to laugh? Do you enjoy meeting people? These are all assets. Regardless of how small it may be, anything positive will be a big plus. Maybe there’s something you don’t like. Perhaps you’re a few pounds overweight. Maybe you’re a bit shy in crowds. These may be characteristics that you’ve resigned yourself to. But the human will can be incredibly strong; whatever you don’t like about yourself, there’s a good chance you can change. Introverted? Take an assertiveness training course. Some things, however, you may not be able to change.
In those instances, remember these words: “Grant me the serenity to accept the things I cannot change, the courage to change the things I can, and the wisdom to know the difference.” In other words, no human being is perfect. But, a positive mental attitude will make you the best that you can possibly be! THE IMPORTANCE OF GOAL SETTING A person with a positive mental attitude makes the most out of his life today, and sets goals for all of his tomorrows. Setting goals, as you begin your AllXClub business, could be the single most important factor in your success. People who set goals are far more likely to reach success than those who seek some vague concept for the future. BE SERIOUS!
Map out specific goals for yourself and get results! Determination is the key to the positive mental attitude of a winner! Set your own course to success and don’t let anyone or anything shake you. Even with a few detours in the road, you will arrive at your destination if you’re determined to get there. EFFECTIVE GOAL SETTING WILL: • Give direction to your efforts. • Give you a guide to measure your progress. • Eliminate much of the fear of the first steps in beginning your own business. Goals are manageable concepts that you can aim for, rather than trying to “attack the giant” before you’ve prepared to go to battle. • Let YOU “plan the attack,” rather than feeling you’re being attacked by something overwhelming. GUIDELINES TO GOAL SETTING • Make your goals SPECIFIC. Don’t use vague goals like “I want to be happy,” or “I want to make more money.”
Decide specifically how much money it will take to make you happy. Example of a vague goal: I would like to do something that will allow me to live comfortably when I am older. Example of a specific goal: I would like my income to be $100,000 per year at age 50, by working at my own AllXClub business. • Goals should be ATTAINABLE AND REALISTIC. Set goals that are within the realm of what is truly possible. Never stop dreaming, but don’t set goals that are unrealistic. SET DEADLINES FOR YOURSELF This is possibly the most important aspect of goal setting. Set deadlines for short-range AND long-range aspirations and adhere to them as closely as possible. Deadlines will keep you motivated. MEETING a deadline will give you a tremendous sense of accomplishment. This kind of POSITIVE REINFORCEMENT is a powerful factor in “staying on the right road”. Always have private methods of “patting yourself on the back”. Pride in yourself goes a long way. Don’t be shy in giving yourself credit for a job well done.
SHARE YOUR GOALS Actually talking about your goals makes them more real. Share your dreams and objectives with someone you trust and feel close to. Your goals will come alive and become tangible when you allow yourself to verbalize and visualize them. Talking about your aspirations lends an extra dimension of commitment to reaching your goals. LOOK AT YOUR GOALS Put it in writing. Sit down and take the time to make a list of your specific goals. Keep your “Personal Goals Book.” Include photos, advertisements, travel brochures, or any other materials that picture the things you would like to purchase, or do, with your extra earnings from AllXClub.
HOW TO SET YOUR GOALS THE GOALS YOU SET TODAY CAST THE PATTERN FOR HOW YOU WILL LIVE YOUR TOMORROWS. Goal setting deserves careful attention and thoughtful contemplation. Sit down with your spouse or a close friend in a quiet atmosphere without interruptions, and seriously consider what your goals are as individuals, and as a couple. If this is something you’ve never done before, its way overdue. Take charge of your life. Choose the roads you will travel to achieve your goals. When setting your goals, keep an open mind that is unhampered by the present restrictions in your life. Have a positive attitude about what you would really like to achieve and don’t be embarrassed to talk about it. As you decide on specific goals, write them down. It’s so easy to forget a great thought that was expressed a week ago.
GOAL REALITY Now that you’ve set your goals, it is important to make them a real part of your world. By working with the following sheets, you can fill in your AllXClub goals. Once filled in, put your goals in your office for everyone to see. How goal oriented are you? Occasionally, you will want to go back and take a look at your goal setting and “goal watching” reviewing and working toward your agreed upon goals. If you feel that you may be slipping, try answering the questions listed below: Goal Watchers Quiz. Your score can tell you a lot.
GOAL WATCHERS QUIZ YES NO
1. Do you have a set of clearly defined goals for which to work? _____ _____
2. Are your goals committed to writing? _____ _____
3. Do you talk about your goals with others? _____ _____
4. Do you have a weekly action plan to achieve your goals? _____ _____
5. Do you monitor your progress on a weekly basis in a specific goals review session? _____ _____
6. Does each of your goals have a deadline? _____ _____
7. Do you have a mental image of what you are working for? _____ _____
8. Do you keep pictures around your home or office of what you are working for? _____ _____
9. Have you shared your goals with your spouse? _____ _____
10. Have you helped your Associates set their goals? _____ _____
11. Have you communicated your goals to your Sponsor? _____ _____
12. Are your goals yours or someone else’s? (Answer YES if yours) _____ _____
13. Have you broken your goals down into the very smallest pieces? _____ _____
14. Do you think about your goals every day or only occasionally? _____ _____ (Answer YES if daily.)
15. Do you really believe it is possible for you to reach your goals? _____ _____
16. Have you achieved a balance of personal and professional goals? _____ _____
17. Are you really committed to your goals? _____ _____
18. Are your goals consistent with your spiritual beliefs and life values? _____ _____
19. Have you ranked your goals in order of importance? _____ _____
GOAL (What I want)
BENEFITS (Reason why I want it)
WHY I DO NOT HAVE IT NOW (What changes do I need to make?)
SOLUTIONS (Specific plans to achieve the goal)
TARGET DATE (Specific date for achieving a goal) Affirmation statement (“I am...”) Visualization (Pictures)
START WITH THE FUTURE AND WORK BACKWARDS Example: How much money do we want to have at age 65? Where do we want to live when we retire? How old do we want to be when we retire? How much money do we want to be earning ten years from now? How many days a week do we want to be working ten years from now? Where would we like to go on vacation next year?
NOW, PLAN FROM THE PRESENT FORWARD Set your goals for the next 6-12 months. Be very detailed and realistic about your short range goals. Example: Next week – have an extra $50 to put in the savings account. In two months – purchase a new outfit. In six months - buy the new plasma screen TV you’ve been waiting for to go on sale. In nine months - take the holiday trip you’ve been talking about for the last two years.
PERSONAL POTENTIAL Let’s look at HUMAN POTENTIAL. There are four components that go into making up your individual potential.
• INNATE GIFTS AND TALENTS: These are the special traits with which you were born. They are uniquely yours and are part of your genetic makeup. Take the time to make an honest assessment of your individual strong points and outstanding qualities. Use these to your advantage. Something as simple as a warm smile can be a great asset.
• KNOWLEDGE AND INFORMATION: This is a collection of facts, experiences and skills that you have consciously and unconsciously been attaining since birth. Everyone has their own personal storehouse of knowledge and experience. Use it to your advantage. Draw on this personal treasury when meeting new people (prospects), entertaining (product tasting), and organizing your AllXClub Distributorship.
• MOTIVATION: This is your built-in drive to use the first two aspects of your potential. Everyone is born with it. Just watch a baby learning how to walk. Bruised knees and a sore bottom never hinder the determination of a child to get where he’s going. Strive to rekindle and re-emphasize that drive to grow and excel. Many times, as adults, it is something for which we too easily lose our flair.
Don’t confuse manipulation with motivation. Manipulation is an external motivation that comes from fear or thoughts of reward, i.e., being on time for work for fear of losing your job. Internal motivation comes from within yourself and, therefore, works much better and lasts longer, i.e., getting to work early because you want to put the finishing touches on your sales report.
• EMOTION: This goes beyond learning. It is your feelings, whether conscious or unconscious, about yourself and everything around you. Exposure to knowledge or facts seldom registers as pure information. Your mind automatically catalogs how you feel about the information you are receiving. For example, in some cultures, octopus is a diet staple. But some people will not even try octopus. Their knowledge tells them it is a good source of protein and has been cooked in a delicious sauce and probably even smells good. Yet, because of their emotional bias against octopus they will not touch it. People have emotional leanings towards or against many things, and it is the emotion you feel combined with the information you know, that forms your ATTITUDE.
Most of us know at least one person who prefers to drive a car on a long trip rather than fly. They feel safer in a car even though they probably know that, statistically, a passenger jet is much safer. Yet, because of the media coverage on airplane accidents, they have developed a poor attitude toward air travel. It is natural that your feelings (whether rational or not) will often guide you, rather than your knowledge. In fact, 20% of your actions will be based on what you know, against 80% on how you feel. THE POWER OF POSITIVE THINKING There is a very important principle which pertains to anyone who has made the decision to begin anew by turning to an untried path on their journey to success.
“Human beings change their lives by changing their thoughts.” Our thoughts determine our behavior, which is the emotional reaction and physical action in response to the stimulus of our environment. Your past thoughts have brought you to the present. Therefore, your present thoughts will determine where you are going. In other words, if you want your life to change, then you must change and the way you think must change. Otherwise, you will not move from where you are now. If you think negatively, the end result will, most likely, be negative. If you desire the positive you must think positive thoughts. Dr. DuPree Jordon, Jr. said, “Success or failure depends more upon attitude than upon capacity….successful men act as though they have accomplished or are enjoying something. Soon it becomes a reality.
Act, look, and feel successful, conduct yourself accordingly, and you will be amazed at the positive results. “This may sound a bit farfetched, but before being too skeptical, consider the field in medicine called “Biofeedback”. Biofeedback has established itself as a viable form of medical treatment. The premise of this therapy is to picture in your mind that which is desirable. People who experience migraine headaches are instructed to visualize the vise they feel being pried apart. We are not talking about miracle cures, but about sound medical treatment in tandem with POSITIVE MENTAL ATTITUDE that has proven to reinforce and heighten the healing process. Conversely, all of us have seen someone work themselves into a state of acute nervousness, possibly to the point of becoming physically ill. This is an example of negative mental attitude. Create your attitude and experience success. POWER OF CHOICE Attitude is an accumulation of thoughts.
The power of choice is our ability as thinking, reasoning beings to monitor and choose our thoughts. It is of the utmost importance to your success that you focus your energy on selecting positive thoughts. You alone can view your options and choose what’s best for you. This power of choice is the greatest power we possess as human beings. It is this that elevates us above lower species. Always be aware of this personal power and use it to your advantage on your journey to success. Your thoughts alone are like a quiet pond. The negative thoughts you inject are a pollutant to that pond and they muddy the water, stagnating it, and making it difficult to clearly see the bottom. But your positive thoughts serve as a cleanser making your thought pond crystal clear and flowing with new ideas. By thinking positively, you can easily find your direction. To be uccessful, think positive.
As you are building your AllXClub Distributorship, be sure the thoughts you carry in your mind are vivid pictures of your business flourishing and growing as people benefit from the tremendous products and opportunities AllXClub has to offer. The sooner you begin to hold these thoughts in your mind, the sooner you will begin to realize a thriving, money-making AllXClub business.
TIME MANAGEMENT/WEEKLY ACTION PLANS As an AllXClub Associate, you need to manage your time wisely. But before you can manage it, you have to know what you are doing with it. Start today with seven sheets of paper, one for each day, and list all the things you do for one week. At the end of the week, step back and take a good look at what you have done.
LIST THE CHANGES YOU WOULD LIKE TO MAKE Tools Needed for Good Time Management
• A yearly calendar – or a “year at a glance.”
• A monthly calendar – or a “month at a glance.”
• A weekly calendar – this can be used as a diary, cash expense log, etc. How to Set Priorities for Your Time • Make a list of everything you need to do for a daily, well organized business plan.
• Prioritize; either use letters A, B, C or numbers 1, 2, 3 to rank importance.
• Start with those things that are A’s or 1’s – and cover as many points as possible.
• The next day, continue from the item where you left off and then begin your list again. Days Are Like Suitcases. Some Can Pack More Into Them Than Others. It is important to work with the time you have, and not against it. Study the time you have. Where does it go? Can you streamline your activities, and thus create more time? Where are you wasting time? Why are you wasting time? Could you be wasting time and not knowing it? Ways to Increase Your Time • Realize the importance of time. It is money!
• Get organized. Set your priorities.
• Learn to say “no” to unimportant activities.
• Don’t procrastinate! • Break important events into smaller parts, e.g., a product tasting presentation a. Guest list b. Invitations c. Reminder calls d. Tasting preparation—etc. Time is Money “Show me a rich man, and I will show you a man who knows how to manage his time.” Time is money. But there’s a big difference between the two. You can bank money, but you can’t bank time. Once time is spent, it’s gone forever. You can’t store it up for a rainy day. How much money is time worth? Say a person earns $75,000 a year. That person’s time breaks down to $39 per hour. Waste one half hour and you’ve wasted $19.50. True, time IS money! It isn’t enough to spend time efficiently; you must also spend it effectively. Gauge the effectiveness of your time by your accomplishments, rather than your activities.
Ask yourself these questions:
• How many hours did I spend on my business this week?
• How many prospects did I contact? • How many product sales did I close?
• How many training meetings did I hold (or attend)? Expand your time and expand your business. You will observe that a successful man – or woman – is an effective time manager!
CONTACTS “Those who are willing to take steps enough are the ones who reach the top.” AllXClub Associates have many things in common. They all joined the program because they recognized the superior quality of the AllXClub products and the benefits of its distinctive marketing plan. Our successful Associates make use of the wonderful AllXClub products in their daily lives. They realize that consistent personal usage continuously enhances their belief in the products and their marketing opportunities. This section will introduce you to the principles of successfully establishing your CONTACT LIST.
Incorporating these principles into your everyday activities will expand your horizons. You will meet new people, you will experience personal growth, and you will develop self-confidence and fulfill your ambitions. Associates commit varying amounts of time to working the program. Whether you are a fulltime or part-time Associate, the following guidelines will assist you in increasing your productivity and profitability. “Convince a man of what he wants and he will move heaven and earth to get it” THE CONTACT LIST The very first step is to list your contacts in an organized fashion. You may choose to use the CONTACT LIST form provided at the end of this section or devise your own. We cannot over emphasize the importance of maintaining and constantly updating your CONTACT LIST. This list will prove invaluable as a tool to direct and focus your efforts.
Who should be on this list? Everyone you know is a contact—a potential customer or a potential member of your downline. Here’s a list of possibilities for your CONTACT LIST. Relatives and Friends, Neighbors, Business Associates, Club Members, Acquaintances, Milkman, Paperboy’s Parents, Doctor, Accountant, Minister, Real Estate Agent, Supermarket Clerks, Lawyer, Beautician/Barber, Taxi Driver, Local Store Owners/Managers, Bank Teller, Librarian, Nurse, College Fraternity, College Sorority, Policeman, Security Guards, Letter Carrier, Dentist, Pharmacist, Optometrist, Insurance Agent, Veterinarian, Florist, Salesmen, Children’s Teachers, Interior Decorator, Servicemen (TV Repair, etc.), Tailor, Dance Instructor, Medical Assistant, Therapist/Analyst, Fireman. Additional resources you have are: your checkbook, your Christmas card list, your home telephone book (white pages & yellow pages), direct-mail lists, and your business card collection.
With a little imagination, there is no end to finding contacts. Referrals are one of the best sources for gathering additional names. Not everyone you introduce to the program is a prospective Associate, but everyone could be a prospective customer. And remember, everyone has friends and relatives whose names they can furnish for your CONTACT LIST. Asking for referrals should become a reflex, and will in time, as everyone you meet can provide you with potential names. Cultivate this lucrative habit. “Habits are first cobwebs, then cables.” Successful Associates are “people watchers”.
They are outgoing, friendly, and aware that everyone they meet is a potential addition to their CONTACT LIST. They talk to everyone. They talk to their neighbor on the plane, the person behind them in a line, and while waiting for a bus. They take advantage of every opportunity to inject AllXClub into their conversations. This is true for Associates at all levels of the marketing plan. It is true for Associates who only work their AllXClub business a few hours a week and Associates whose only business is AllXClub. It is true for every single successful Associate! We suggest that you start your CONTACT LIST with 100 names. But always remember that your list never ends. It must be periodically reviewed and updated to remain valuable to you. Stick to your task, ‘Till it sticks to you. Beginners are many. But enders are few. Honor, power, place and praise.
Will come in the time to him who stays. Stick to your task, ‘Till it sticks to you. Bend at it, sweat at it, smile at it, too. For out of the bend, the sweat and the smile, Will come life’s victories after a while. PROSPECTING “Luck—when preparation meets opportunity.” “There is not a single moment in life that we can afford to lose”.
Now that you’ve read the section on “Contacts” and have identified your prime contacts, it is time to take the second step—Prospecting. The formal definition of “prospecting” is determining if the individuals on your CONTACT LIST want and/or need the product and/or program and, if so, arranging for them to try the product and review the marketing plan. Let’s see how this concept applies to your AllXClub business. As an AllXClub Associate, you will be involved in two kinds of prospecting: Prospecting for customers: People to purchase MXI Corp products from you at retail prices, and Prospecting for Associates: People who are promising candidates as AllXClub Associates to help build your downline.
Never sacrifice one type of prospecting for the other. Prospecting for customers while ignoring Associate possibilities is like bypassing gold for silver. Both are valuable. And when you prospect for both, your success will double! Also, a retail customer can often be an equally excellent Associate. So when you go prospecting, keep your eyes open for all possibilities! Successful prospecting always necessitates an “I won’t give up” attitude. It is doing the things that unsuccessful people refuse to do. It is a never-ending process, but one that brings rewards to the person who executes it successfully.
What’s the difference between a Contact and a Prospect? A prospect is a person. . .
• Looking for extra income.
• Desiring to be his own boss.
• Seeking an organization to belong to.
• Desiring economic security.
Everyone wants to enjoy life so EVERYONE IS A PROSPECT!!! Everyone is a prospect for becoming either a retail customer or a member of your active downline. So, prospecting in the AllXClub sense is a simple, straight-forward matter. Everyone is a prospect and should be introduced to the AllXClub products and marketing plan. SELLING THE DESIRABILITY OF ATTENDING AN MXI INTRODUCTION MEETING It is now time to begin inviting your prospects to an AllXClub meeting. This is a crucial step. You know you have a wonderful opportunity to offer your prospects and it is time to make your initial approach. This is not the time to sell the program or the product. Your objectives are: (1) to make a favorable impression upon your prospect, and (2) to stimulate the prospect’s interest in the product and program.
It takes time to properly introduce the AllXClub products and explain the marketing plan and it would not be to your advantage to discuss these issues in depth at this time. Your focus should be to promise a benefit, offer a service, or appeal to their curiosity. There are three ways to approach your prospect: (1) a personal interview, (2) a telephone call, or (3) internet. The personal interview is the most effective method as it is more difficult to say NO face-to-face. The telephone is effective in that you can reach a wide audience more quickly. However, it is easier to say NO to a voice and, of course, you cannot impress your prospect with your professional appearance nor can you offer a sample of the product line. E-mail is an inexpensive method of reaching a very wide audience. However, it lacks the stimulation of personal contact.
THE PERSONAL INTERVIEW APPROACH This is the best way to make a good impression. It is the essence of the one-on-one approach, but there are several other details you must consider beforehand, to make your prospecting a success. Dress in a businesslike manner and be well groomed. Remember, you are a professional! Get to know your prospects and listen carefully to everything they have to say, because it is all valuable information.
The range of information that you can glean from your prospects is limitless. By taking these things into consideration you show that you care about what you are doing and that it is important. You will project a better image and it will rub off! Follow up the meeting. You might even go for lunch and an informal chat with your prospect. This could be the crucial time for you to cement your business relationship. You will get to know your prospect and can gauge his reaction to the introduction meeting. Then you will know which tact to follow depending on whether he seems to be more of a customer or a potential Associate.
One of our successful AllXClub Associates adheres to this practice and firmly asserts that, “The most important meeting is after the meeting.” Here is a list of tips for the interview approach: DO & DONT DO
• Be prompt.
• Mispronounce your prospect’s name.
• Be concise and to the point.
• Be impatient.
• Greet the prospect warmly.
• Discuss controversial topics.
• Smile and maintain a pleasant demeanor.
• Chew gum, smoke or display nervous habits.
• Compliment your prospect sincerely. .
• Maintain eye contact.
• Be enthusiastic.
• Be professional. USING THE TELEPHONE Call your prospects. When you call, be courteous. By answering the telephone, your prospect is giving you his valuable time (time is money, remember!). Respect that courtesy by introducing yourself immediately. If the kids are screaming or you’ve caught a prospect in the middle of dinner, offer to call back later. Never, ever try to do business at a bad time. If the timing is right, have a short, friendly, upbeat conversation. Explain that you want to introduce them to AllXClub—an exciting, convenient, economical and tasty way to benefit their health and budget.
Convey your enthusiasm so your prospect will be eager to hear what you have to say. Don’t be afraid to admit it if your prospect has a question to which you don’t have an answer. Offer to get the answer and have it by the time of your in-person meeting. Then, inform them about the “Introduction to AllXClub Meeting,” and offer to pick them up. Ask like this: “Shall I pick you up at 7:00 or 7:30?” This creates a situation in which the response will always be positive and it’s always a good idea to end on a positive note. Close the conversation here. You do not want to drag it out because you run the risk of losing them before the meeting. Make it, as they say, short and sweet. Here is a list of tips for the telephone interview: DO DON’T • Call where you will not be interrupted. • Argue. • Rehearse in advance. • Allow the business portion of your call to last • Introduce yourself and come directly to the point. longer than 5 minutes. • Use the prospect’s name frequently. • Hang up without asking for the appointment. • Be courteous and sincere. • Be in control of the conversation.
THE BEST TIMES TO TELEPHONE Physicians Between 10:30 am and 3:00 pm Sales Managers Afternoons Office Workers Between 10:30 am and 3:00 pm Homemakers Midmorning Retail Stores Between 1:00 pm and 3:00 pm Executives Before 8:30 am; after 4:00 pm FOCUS YOUR INTERVIEW PITCH Pre-planning your initial contact is vitally important. Remember, your focus should be either to promise a benefit, offer a service, or appeal to their curiosity.
To determine which direction you should go during your first contact, ask yourself the following questions before you approach your prospect:
(1) Has the prospect expressed a desire to own their business? If the answer is “yes,” explain how Associates can determine their own income, set their own hours, and be their own boss.
(2) Does your prospect work a full-time job? Explain how the AllXClub products are functional foods that are loaded with antioxidants, nutritionally balanced, and absolutely delicious.
(3) Is the prospect between jobs or thinking of retirement? Our program is a wonderful extra income opportunity.
(4) Is the prospect a homemaker with children? Most moms would enjoy an outside activity that provides opportunity for earned extra income.
Here are some extra tips to help you get started:
• Always maintain a positive attitude.
• Remember to invite both your prospect and the spouse to the Introduction to AllXClub meeting.
• As soon as your prospect accepts the invitation, close the conversation.
• Impressions are important, so always dress and behave professionally.
• Remember, the initial contact is to sell the appointment, and not the program.
• Prospecting is hard work, but its fun, too, and very rewarding if you do it consistently.
At the end of this section, are some guides for overcoming possible objections. Being prepared for objections from your prospect is the best way to overcome them with confident replies. It also includes possible opening statements you may wish to use or modify when making your initial approach. Try to end all prospecting approaches with a final statement that gives them a choice between “A” and “B” as opposed to “yes” or “no”:
Positive Closes
• Should I pick you up at 7:00 or 7:30?
• I can come over on Tuesday or Thursday. Which would be best for you?
• Do you want to meet me at the meeting or would you prefer I pick you up? Negative Closes
• Do you want to come?
• Can I come over and show you our products?
• Do you think you can make it?
Remember, too, for those prospects who do not choose to become Associates, they can become valuable retail customers. We easily forget that the way people act toward us may be the result of our own behavior. “Act as if it were impossible to fail.” - Dorothea Brands
OVERCOMING POSSIBLE OBJECTIONS TO THE INVITATION: “I’m too busy.”
• Too busy to learn about this wonderful opportunity?
• Too busy to take stock in your future?
• Too busy to learn about products that can change your life?
• Too busy to get what you’ve always wanted? “I can’t come at that time.”
• Then let’s arrange for a more convenient time.
• If the second invitation is rejected, thank them for their time and plan to contact them again in the future. Perhaps the next contact should be one in which you invite them to your home for an informal viewing of AllXClub products. “I’ve heard about AllXClub and I’m not interested.”
• What have you heard? Now is the time to listen and learn what the specific objections are so that you can answer them accordingly. “I’m not a salesman.”
• Neither am I. But I would like the opportunity to show you what this program has done for me and all the business building tools at our disposal. “I have no one to leave the kids with.”
• No problem. I can explain this opportunity to you in your home – in private.
CHANCE ENCOUNTERS, OR “COLD PROSPECTING” Chance encounters can be a little frightening, but they’re usually fulfilling. A chance encounter is just that—taking a chance, reaching out to someone. Your message may be rejected, but it may also be accepted enthusiastically. The best advice for chance encounters is to be yourself. Your sincerity and a smile are the best sales openers. Begin easily. Don’t lead off with your sales pitch. Let the conversation follow its natural course. You will be able to pick up information about your prospect, based on his comments. Remember to always listen carefully! Ask your prospect questions. Everyone likes to talk about themselves or their family! Make your conversation easygoing and relevant. Do not come on too strong or seriously. When people come on too strong, we tend to put up defense mechanisms to shut them out. When people come on too seriously, we often tune them out. Make your message meaningful and enjoyable. Start out with a teaser. “I just started a new exciting business and I love it.” Make your teasers tantalizing, but don’t exaggerate. The convenience and quality of the AllXClub product stands on its own merit. Use the right teaser and you will spark interest. If your prospect is not interested, try to get a referral. The great thing about AllXClub products and marketing plan is that so many different types of people can benefit from them. If your prospect isn’t interested at this time, perhaps they know of someone else who would be interested. Try to find out the referral’s present employment situation; if they desire extra income; and if they are interested in being self-employed. If you don’t get a referral, don’t count it as a loss. JUST PLAIN HARD WORK… That’s what it takes to build a successful business. Overall, you must be friendly, outgoing, interesting, and diligent. Don’t wait for success to fall out of the sky and land in your lap, because unless you win the lottery, it won‘t. Don’t be discouraged if the going is a little slow at first. Just keep at it! Helen Keller, an inspiration to us all, said, “We can do anything we want to if we stick to it long enough.”
POSSIBLE OPENINGS FOR THE INITIAL PROSPECT APPROACH: • I really value your opinion. • So you’re thinking of retirement . . . • You seem like a real self-starter. How come you don’t own your own business? • How would you like to earn some extra income for what you have always wanted? . . . • It’s hard for a housewife to be financially independent. But I’ve found a way to earn some extra income. .. • I bought my new bedroom set with money I earned selling AllXClub products. You can do it, too. The ninety and nine are with dreams content; But, the hope of a world made new Is the hundredth man who is grimly bent On making that dream come true. CONCLUSION The end of this Training Kit is actually the beginning: your beginning. As a successful Associate and Sponsor, you have no place to go but up. AllXClub Associates can become networking Executives in a matter of months. How successful you are will be determined by how hard you want to work. If you truly desire to succeed, you will put forth the required effort. We wish you the utmost success as you pursue the AllXClub opportunity. You, by becoming an Associate, have expressed your confidence in us. Please know that by accepting you as an Associate, we believe in you also. By becoming an Associate, you have become a special member of the AllXClub family. Through hard work and an unwavering commitment and dream, AllXClub has changed our lives. We hope it changes yours in the same way. Remember what Thoreau once said, “If one advances confidently in the direction of his dreams, and endeavors to live the life he has imagined, he will meet with a success unexpected in common hours.”
