FROM TRAINING CONVENTION 2019
Approaches That Become Appointments An approach begins long before you make the contact call. National Director Jill Parker’s Convention 2019 training, “Approaches That Work,” guides you through the process of preparing and empowering your approach for maximum results. In her own words, here is how it’s done!
Take Your Contact List from Good to Great Your contact list should look like this: name, phone number, and the answer to, “How can I help them?” The whole approach process becomes very organic when you identify how you can help, and that becomes the reason for approaching them. When you make the contact call, you want to be able to say, “I thought of you because…” You find out how you can help from your conversations with people. As you build your relationship with them, do more listening and less talking. Sometimes we overtalk the whole situation because we feel like we have to sell, sell, sell. We don’t give the person
a chance to say, “Yes, I’m interested.” So ask questions. Maybe the person likes to work out, maybe they have small children. Do they have kids in college? Did they mention that they need a second job or extra income? Is someone in the household concerned about their health? As you’re talking with them and asking questions, you’re going to start learning some of these things. Are they baby boomers, Generation Xers, or millennials? Here is why that information is important. Baby
boomers want to retire but can’t, and they’re having to work longer. They have health issues. They’re starting to change and move into an area of life that’s a little different for them. The X Generation has kids going
Jill Parker National Director
36 AUGUST 2019 | MELALEUCA.COM
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