THE THREE-CATEGORY CLOSE
2
3
1
Preferred Member
Supplemental Income Significant Income
SHOP & REFER 5-10 hours/week
SHOP & REFER 20+ hours/week
SHOP Improve health Enjoy $100 in free products
30%–50% discounts
$5,000+/month*
$500–$2,500+/month*
PERSONALIZING THE CLOSE As you near the end of your time together, your potential customers will be wondering what to do next. This is a great time to help them make a decision by using the Three-Category Close. As shoppers, we often need a framework to make an informed decision. The Three- Category Close is an excellent framework. Once your potential customers have seen what a Preferred Membership with Melaleuca makes available, this close lets them identify
their level of involvement—whether it’s 1) Preferred Member; 2) Supplemental Income; or 3) Significant Income.
MAKE IT REAL WITH SUCCESS STORIES Before you move on to the close, consider sharing one or two product or business stories. These success stories help take what the video just outlined and bring it to life with personal, relevant proof.
You might say, “Almost all customers at Melaleuca fit into one of these three categories. Which category do you best see yourself in?” Then, once they’ve made their choice, plan a follow-up session to help them hit the ground running!
START OUT RIGHT WITH THE HOME CONVERSION AND VALUE PACKS
these savings packs often leads to a customer staying loyal and ordering month after month. For example, Senior Director 9 Ernest Ross always talks about the packs. He knows enrolling
Many Marketing Executives won’t close a Melaleuca Overview without talking about the Home Conversion and Value Packs. These packs are the best way for new customers to experience a wide variety of Melaleuca products at an incredible savings. Ordering one of
with one of them will make a huge difference in a new customer’s enthusiasm for shopping from Melaleuca’s full breadth of products.
HOME CONVERSION PACK
Melaleuca.com/QuickSharePro
34 AUGUST 2019 | MELALEUCA.COM
*Results vary. For typical results, please consult the Annual Income Statistics on page 58.
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