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Lessons for you to learn and practice from.

• Lessons 1 – 8 are general conversational topics.

• Lessons 10 – 30 are to address the top objections or concerns that we sometimes encounter.

 

Guidelines for the lessons below

• Unless the lesson specifies something different, work in pairs or groups of 3

• Perform the role play for 5 mins each, swap after 5 mins

• Change partners and repeat the above

• Group discussion and any top tips

Remember to smile and have fun learning!

 

Lessons To Cover General Conversational Topics

 

Lesson 1 - Interested, not interesting!

Working in pairs or groups of 3, start a conversation as though the person you are speaking with is either a stranger or an old friend you haven't seen for a long time.  No rules on the content except that you are not allowed to mention your business opportunity.  Ask lots of questions and try not to say anything or very little about yourself.

Remember the acronym FORM or anything else that helps you!

• Conversation for 5 mins each, so swap after 5 mins.
• Change partners and repeat the above.
• Group discussion and any tips for this?

 

After the meeting, try repeating this exercise during the next week.  Speak to as many people as you can, friends, family, strangers but you are not allowed to mention your business opportunity.  Easy?  Give it a try!

 

 

Lesson 2 - Starting a conversation with a stranger

 

 

Lesson 3 - One Liners to search for interest

I've got a good story,   It takes about 20 secs

I used to get lots of bills every month, now, instead they send me money! 

 

The Perfect gov pension would be £500 / mth, I know how to double it!
What's even better is you don't have to wait until retirement to get it, you can start having it now or in a few years’ time!

I’ve got a good story. I will tell you when we have a chance to catch up. Are you free this week on Weds?

What's new with you?
What do you do for a living?
Well I’ve got a good story...

Do you get an electric bill?

I'm just curious - do you use your phone much? Pay full price for your shopping?

 

I show people how to fire their boss

 

You know how people, don't like working so hard, don't like waking up to an alarm clock, don't take enough holidays, don't earn enough, don't want to work until 60...

 

 

Lesson 4 - Answers to tricky questions

Negative Responses – Can’t decide, No Time, No Money, Don't know anyone

Relax, it is okay to make a decision not to join/ switch. (Now/tonight) [Then highlight the consequences]. It doesn't matter to me. But it is also okay to make a decision to join now [highlight benefits] as you are throwing away £50 every month that you delay by. 

or (the harsher version)
Of course you don't, that's why I'm talking to you now. You don’t want to be broke the rest of your life, so let's sit down now and figure out how to help you. 

 

 

Lesson 5 - How energy levels change the responses

 

 

Lesson 6 - How emphasis can alter the question

Using this statement: “I never said he stole the money”

How many ways can you say this?

Note the body language with each variation.

Write down the below emotional states, 1 per piece of paper and randomnly hand them round the group.

As a group, 1 person say the statement, using the emotion on their chosen paper. The others decide on what type of emotion they were projecting or using.

Then move around and the next person do it.

[Bored, Fear/Scared, Lying, Aggressive, Thoughtful, Confused, Defensive, Excited, Guilty, Funny]

 

 

Lesson 7 -

 

 

Lesson 8 –

 

Lesson 9 -

 

Lessons that cover the top objections / concerns

 

Please note that most experienced partners, very rarely encounter these but the perception for new Partners is that they will get these!  Reassuringly, the answers below have been supplied from experienced Partners from when they did get these.  This was in the days before they had improved their posture and belief levels to the point where they then encountered them less… Interesting that isn’t it!

 

Business Objections:

 

Lesson 10 – I don’t have the time

• Are you very busy then?

• That’s interesting, how much time do you think this takes each week?

• That’s why I wanted to show you this, busy people are the ones that always get things done, that’s why they are so busy!

• I think I know what you mean, when I first looked at this, I thought that as well.  I think most people do but before I share with you what I found out, how much time do you think this takes each week?

• I thought that you might say that, as I know that you’re incredibly busy.  That’s why I thought that you would be able to see the benefits of this, if you had me helping you!  You are busy, very good at what you do and I have the experience of how to do this and more time.  If we get together and are very focused, it wouldn’t take any more of your time than you wanted but would be very beneficial.

• This can be slotted into the nooks and crannies of the day

• Jar of pebbles analogy – filling up the spaces left between the pebbles.

• If you did have the time, what would you do with it?

• This business fits around your current job, it’s not to replace it but enhance it.

• You are building the equivalent of a super pension in a few years

• Make your questions more thoughtful or emotionally provoking. Use Alan Pease techniques.

• This is a home based business, so you manage your own time and we teach you tips for this

• We can work together, you have the contacts, I have the skills, so let’s do this together!

 

 

Lesson 11 – It’s too good to be true

• That’s interesting, why do you think that it’s too good to be true?

• I know, I still keep thinking that myself!It’s just so much better than any other option out there!It’s not perfect, it takes hard work but it’s so worth the effort.

• Give me chance to show you why - what if it is true? - Give it 30 days and then decide!

• Yes, I think I know what you mean, when I first came across this industry and this business, I thought that as well.I think most people do but before I share with you what I found out, why do you think that it’s too good to be true?

 

 

Lesson 12 – Is it sales?

• That’s interesting, why do you ask?Do you like Sales?

• Yes I do – Great, you will enjoy this then!Although we do tend to refer to this as recommending.

• No I don’t! – Great, this isn’t a sales role, so you will be fine!This is about referrals and helping people who like recommendations.Have you ever recommended a good book, film, restaurant, holiday place to a friend? ….. Well this is just the same, except you will get paid for the people who take up your recommendations.How cool is that!

 

 

Lesson 13 – I’m not a salesman / salesperson

• That’s interesting, why do you think it’s a sales role?

• Great, this isn’t a sales role, so you will be fine!This is about referrals and helping people who like recommendations.Have you ever recommended a good book, film, restaurant, holiday place to a friend? ….. Well this is just the same, except you will get paid for the people who take up your recommendations.How cool is that!

Tip - What is the worst thing that can happen?
Don't be afraid to be a sales person.
We are born to sell. If children want something they go to their father, if he says no, they go to  mum and if she says no, they call nanny, etc.  Somehow as we grow older and we have been told so many times that it is wrong to want things, this ability to keep trying dwindles away. So as adults we have to relearn how to sell.

To go for the yes if we want to be able to have what we want.
If you cannot sell, then you cannot buy. Poor people are poor because they cannot sell their talents.

 

 

 

Lesson 14 – I don’t know enough people / many people / anyone

• That’s interesting, why do you think you need to know lots of people?

• I’m glad it wasn’t just me that thought that when I was in your position!

• Yep, I know exactly what you mean, that’s exactly what I thought when I was first shown this!

• You don't have to! It’s actually a good thing to start with people you don't know. Friends and family can be difficult to start with. I will teach you how to meet new people and how to start conversations. 

• There are so many ways to meet new people: find people with same interest, gym, gallery, clubs, cooking demonstrations, etc. Look online and go to meetings like language class, museum, church, book club, yoga, dogs, photography class, local football league game, markets, parks on summer days, music festivals, take skiing or surfing lessons, do volunteering work, holidays…

 

 

Lesson 15 – I don’t have the money £100/£50/£200

 

 

​Note: This objection means that fundamentally your prospect doesn’t understand or see the value or return on investment of the business startup cost.  The business will require more time than money to make it work, so money isn’t really the major factor to determine success.

• That’s interesting, if you don’t have £100 to start an amazing business, then you seriously need to evaluate your current position!
• Yes, a few people say that.  If we could find a way to overcome that problem, is there anything else that you are concerned about?
• Let me just check what you understand about the business startup cost, please tell me what you understand about what you get for your money and then what you can get paid for growing it?

 

 

Lesson 16 – I earn enough already

 

• That’s ok, quite a few people don’t need extra income, however, they normally would like to have more free time as they have very little of it due to currently  working so hard.  Does this ring true for you or is it something else?
• That’s great, I’m really pleased that you have a great money / time balance in life and have things sorted out.  However, I bet you know a few people who could benefit from this as they haven’t done as well as you?  Would you like to help them?
• That’s great! What does that enable you to do?
• What do you do in your own time?

 

 

 

Lesson 17 – Need to think about it / more information

• That’s ok, quite a few people want more information.It’s sensible to take your time over important decisions and check things out.I have a website with lots of information that you can research and I would be happy to let you come along to our next business meeting with me.There you could meet some of my fellow business partners and chat with them.Would that be helpful?

 

 

 

 

Lesson 18 – Is this a scam / pyramid?

• That’s interesting, why do you think it’s a pyramid?

 

 

Lesson 19 – How do you get customers?

• That’s a great question!
• Well that’s something that we teach you on training but what I can say is that most people find their first few customers from close friends and family. Then by looking after them well and asking for referrals, that leads to many more customers.
• How do you think you would get your customers if you were to do this?
• “If we could teach you to [ask for referrals] what else do you have questions/concerns about?”
• Give stories….my friend became a customer and then spoke to her family and I got referrals from them also…etc.
• Go back and ask for testimonials – ask someone to ‘tag’ you when saying thanks for the savings/great services etc.
• Make use of the referrals rewards/voucher system from NHQ
• Alan Cass – “we are a referral only business so I will be asking you for 5 like-minded people you know that might be interested in saving £100s”
• Talk about direct referrals – referrals book (Paul Hines)
• Take the “selling” aspect away – ‘I just present this to you so you can make an informed decision’.
• Ask better/searching questions to help them find the solution to their objection/problem
• Note: Keep a few testimonials from customers to show new people.
• Using the LED bulbs – and ask the magic questions!

 

 

Lesson 20 – How much do you earn?

• That’s a common question.As I only recently started and you understand the way that our income builds up, I’m not earning a huge amount yet, compared to my traditional job / business.That’s what’s so great about this opportunity, the way it works and how you can decide how much you want to earn and over what timeframe and we are all different on that one.As an example, how much would you like to be earning in say 6 months or a years’ time from this? …. So how much time are you prepared to invest in developing your business to achieve this?

• Interesting...

 

 

Please send in requests for any objections that we don't yet cover or any alternatives that you would like to have included.

 

Full list of topics for covering:

• Business Objections:

  • Not enough time 
  • I earn enough already 
  • Don’t have the money £100/£50/£200
  • Need to think about it / more information
  • Not a sales person 
  • Is this a scam / pyramid?
  • Is this too good to be true?
  • How much do YOU earn?
  • I am too shy 
  • I don't know many people 
  • How do you get customers
  • I don't drive.
  • My friends live at home with parents 
  • Child care issues 

   

  Customer Objections:

  • I have just switched 
  • We are moving soon / We have recently moved 
  • My partner does the bills
  • Already have a good deal / Existing loyalty
  • Your electricity is more expensive 
  • Mobile phones are cheaper elsewhere 
  • We are stuck in a contract 
  • I have got TV/BB all together 
  • Will it mess up my broadband?
  • I want to keep my email address 
  • I don't use the Internet 
  • Last time I have switched, it was disaster 
  • Debt with current supplier
  • You can’t compete
  • I have always been with. ..
  • I never shop at Sainsbury. ...
  • I have never heard of UW
  • I have got enough cards already