Winning Edge

Dedicated to Your XANGO Success!

CANDY WEBB: BACK TO BASICS - LEADING WITH YOUR PASSION!

On this call, 200K Candy Webb inteviews 4 passionate XanGo distributors, each building in a way that's aligned with their respective passions of nutrition, the meal packs for starving children, using the products for animals. Afterwards, Candy's husband, Jim Webb, explains some fo the excitement of the new Customer Connect program.

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NEW "CUSTOMER CONNECT" PROGRAM! 200K Chuck Kidd and Shannon Explain!

XanGo has outdone itself again! Beginning July 4, 2011, XanGo distributors will be able to enroll WHOLESALE customers for only $5 and earn 20% on each order! That's $24 on a two case XanGo Juice order! Plus we can earn 4 additional levels of commissions! If that weren't enough, we can MOVE THAT VOLUME to WHERE WE NEED IT at the end of the month! Furthermore, this customer program requires NO front loading, NO inventory in your garage...just the same customer-direct, wholesale consumption network building we've always had. Moreover, we're anticipating a REFERRAL incentive that every customer will receive when referring people to our products! LISTEN IN...and bring a pen and paper! This is GOOD STUFF!

 

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200K CHARLIE EMMENECKER'S MAY 16 2011 "GET UP AND GO CALL." TOPIC: FACING OUR FEARS!

In a somewhat informal call, Charlie Emmenecker facilitates a discussion on facing our fears, especially in regards to our business. EVERYONE has fears to face and just about EVERYONE has a "chicken list" -- people we're afraid to call. A refreshingly honest discussion, with some good practical tips...  30 min 13 sec long.

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200K CANDY WEBB CONFERENCE CALL: MAY BLITZ, COST TO PROFIT, ECONOMIC UPDATE

Listen in to 200K Candy Webb's Training Call of Saturday, May 7, 2011.

On this call, Candy gives a XanGo Update on the amazing things happening right now with the MAY BLITZ meetings around the country! She also covers how to help candidates and new distributors move from cost to profit quickly! Finally, Candy covers some of the positive economic indicators that can help our businesses!

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MICHAEL BERNOFF #9: OVERCOMING OBJECTIONS: 5 SIMPLE STEPS (YOUTUBE REPOST)

In this session, Michael brilliantly introduces 5 Simple Steps to overcoming objections. They closely parallel what I've taught for years, but this lesson presents an overview to this approach better than anything I've ever seen.

Our candidates typically expect us to resist or push back on their objections. They are expecting us to give reasons why their objection is wrong. In some cases, candidates may also be expecting us to just fold over and believe their objections at face value, even if the objection is essentially a lie.

When receiving an objection, Michael suggests we follow these 5 Simple Steps:

1) NEUTRALIZE. We neutralize the objection by simply saying "Okay" and pausing. We could also say "Maybe you're right" (see the previous video). In our candidate's eyes, it seems like we may be agreeing with them. Whatever the case, we disarm them and take the power out of the objection. Pausing or otherwise creating a small space is important.

2) CONFIRM what's really going on. "Well, is that your only concern with our {product/ opportunity}?" Find out if that is their only objection.

3) QUESTION AND UNCOVER why they feel that way. "What makes you feel {the product's too expensive/ you don't have the time/ this isn't for you / etc.}?" Find out, through more questions, to find out what, specifically, is underneath their objection.

4) REPOSITION. "Wow, I guess I've failed." Like "maybe you're right," this phrase disarms the candidate. It breaks their pattern. It opens a new window, a new conversation. "Wow I guess I failed to really show you all the value of this {product/ opportunity} and the full value you get when you {purchase it from me/ work with me/our team}. Let me review what you're getting with {our product/working with us}. I don't want to fail you or fail me. I want to make sure you've got the right information."

5) RE-ASK FOR THE SALE. Ask again based on the objection...

 

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MICHAEL BERNOFF #8: NLP PHRASES: "MAYBE YOU'RE RIGHT (YOUTUBE REPOST)

It's a fact that when we communicate with others, changing the words we use and the order of those words can completely transform the entire direction and meaning of our conversations.

Learning how to respond to our candidate's concerns and objections is one of the most important skills we can ever master as network marketers.

In this video, Michael first observes that most of us inadvertently or mistakenly 'push back' on our candidate's objections. Somehow we just can't resist the impulse to subtely argue with the objections we hear. We innately want to prove our point and disprove our candidate's worries and concerns. More often than not, this strategy expands the gulf between our candidate and ourselves and keeps our candidate from saying yes.

We can bypass this error with a single phrase we can use when we hear an objection:

                                                                        "MAYBE YOU'RE RIGHT"

For example, our candidate says, "The product is just too expensive."

We say "Maybe you're right."

Or our candidate says, "I don't have the time."

We say, "Maybe you're right."

Whatever the objection: "Maybe you're right."

What does this accomplish? For starters, it's probably the last thing our candidate was expecting. They were likely expecting a retort or an argument. They were expecting to hear why we thought their objection was wrong. "Maybe you're right" disarms them. It creates space. It diminishes the  power and momentum of the objection.

In this space, something new can arise. A window, an opportunity, has been opened. A new conversation can begin. Maybe the conversation can go something like, "Maybe you're right. Maybe you don't have the time. Would you like to perhaps look at how people who are incredibly busy do this business?"

Mind you, we're not telling our candidate that they are right, we're just saying maybe they're right. But that makes all the difference...

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MICHAEL BERNOFF #7: HOW TO GET TO A FASTER YES (YOUTUBE REPOST)

Being an effective agent of change, and helping people get to yes faster begins with a little bit of Psychology 101 and knowing where nos (as well as the yeses) come from.

We each have a conscious and unconscious mind. The conscious mind is the world we live in as we go about our day. The unconscious mind has a very distinct task -- to make sure we feel good, are comfortable and stay safe. In many ways, it's survival oriented. It runs on a simple program of doing what works and what keeps us safe.

When our candidate's are making decisions about our product or opportunity, their unconscious mind is working to keep them safe.

There are two additional observations about our candidates that are relevant here:

1) Most people do not know what they really want.

2) If they do know what they want, they don't see it as 'safe,' or as something that could happen for them.

These observations are invaluable in getting people to yes. It leads us to the two most important questions of prospecting: Can I find out what a person really wants? and Can I help that person actually feel what it would be like if they had what they really want?

For instance, someone might say they want a gym membership. But is this what they really want? Well, not exactly. What they really want is to be in better shape, lose weight, have more energy, feel stronger, have more confidence and self-esteem. We can discover what they really want to get from a membership by asking a few simple questions. Whatever they specifically want, what they really want are the RESULTS of the gym membership.

In addition, they probably haven't yet moved past the adversity (their "objections" if you will) of the membership: the fact that they have to show up several days a week, workout, and invest the time and energy.

So, what's the solution? What if we were working at the gym desk and our prospect was contemplating a membership? Success is enrolling them would mainly depend on getting them to feel good, to feel comfortable and to feel safe about the long term implications of their decision. 

In this situation, Michael suggests saying something like (paraphrasing now), 'Imagine walking into the gym two months from now; you have more confidence, more energy, you are stronger, your body is more toned, you feel more alive, and more flexible and you wake up every morning feeling great, knowing you are doing something good for yourself and your family...how would that make you feel?'

In short, we're working with our candidate's unconscious mind and their deep-seated need to feel safe, comfortable and good about their decision. We're not only helping our candidate identify what they really want, but addressing how they'd feel if they actually had it.

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MICHAEL BERNOFF #6: GET TO YES FASTER: WHAT GOES ON IN PEOPLE'S HEAD (YOUTUBE REPOST)

Wouldn't it great to be more skillful in getting people to yes?

Of course.

It's important, then, to understand people, to understand human nature. We're all creatures of habit. We say yes to many of the same things each and every day. By the same token, we're also saying no to many other things. When we chose to eat at our favorite restaurant, we're, in effect, saying no to every other alternative. Many, if not most, of our 'yeses' in daily life are highly conditioned.

Same with our candidates. Their yeses are highly conditioned. Therefore, to say yes to something new means making a change. Change involving breaking out of their past conditioning is often difficult to do.

As marketers, we need to get into our candidate's heads. We need to understand what makes people tick. Only then can we help them make changes -- changes that not only we'd like to see them make, but which, are in fact, good for our candidates as well...

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MICHAEL BERNOFF #5: EMOTIONAL MARKETING: THE RESULTS ARE IN (YOUTUBE REPOST)

The key to taking people from where they are emotionally to where we want them to go involves our physiology, our tone of voice and (least effectively) our words and language. Our job is to help people make a decision. We can be better at what we do and get a lot more yeses by being better with WORDS.

We all have needs, wants and concerns. Our prospects have theirs. When they look at our presentation, they want to know, "What's in it for me?" (WIFM)

A powerful NLP technique involves presupposition. PRE means before and SUPPOSE means, of course, supposes. For instance, in old school marketing, a popular word is "FREE." Free presupposes there is no cost. Of course, in the end, there always seems to be one. Nevertheless, the word "free" is powerful in marketing and draws your attention.

A word Michael introduces here is "RESULTS." Results presupposes that others have used our product or done our business before, and it's worked. Results is a much better word than "testimonials." The latter elicits skepticism in the minds of some (Were these statements doctored, cherry-picked or fabricated?). Results is far more commanding.

Even when a disclaimer is given ('these results are not typical'), most individuals reason that they will, neverthess, get the very same results because, in their mind, they are not typical people.

Start using this word for today -- in your communications and your presentations -- for better results in every area of your business!

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