Agreement Or Bust

I've been in the sales arena for years and years. One thing that I've learned is that you have to get AGREEMENT from the prospect before you can make a sale. From the moment you open your mouth, until the moment the purchase is made, all parties must agree. There are several phases in each sales process, no matter what it is you offer. During each phase, you must get AGREEMENT before you can go to the next phase.

If you don't get AGREEMENT before carrying on, you will not change the prospects mind, and you will ruin your credibility with the prospect too. Continuing a presentation without AGREEMENT is degrading and desperate. How much more dignified is it to stop while you're ahead? Stopping and dealing with disagreement shows that you are savvy, and confident in your product, and it shows that you're in control and aware of what's happening with your prospect. Your time is valuable. Get AGREEMENT, or go home. 

Getting AGREEMENT is a skill that I learned long ago when I was new to sales. Today it's second-nature to me. My entire sales process hinges on AGREEMENT. I do not move forward without AGREEMENT. I will stop in the middle of a presentation if I do not have AGREEMENT. It shocks people, and that's okay. You can shock people and still make a sale--lots of sales... You have to be willing at any time to walk away from the deal--no emotional ties. It must be a win/win situation, and your prospect must agree all the way through.

Proceeding without AGREEMENT is a waste of my time. I simply won't do it. I would rather let the disagreeable person off the hook and spend my energy finding someone who agrees with me--or giving the person time to "simmer" longer, or stew over what I have to offer. Perhaps the prospect will benefit from more information or attending a presentation. No doesn't always mean no, but lack of AGREEMENT is the kiss of death.

You have to be good at sniffing out disagreement and incongruency in your sales process. You have to learn what disagreement is... A person who is incongruent won't say, "I'm incongruent." They would rather be polite and act remotely interested, but give vague answers. Not everyone will tell you what they're thinking. Not everyone will realize what they are thinking. It's up to you, as the presenter, to flesh out the real situation to keep from wasting your precious moments on someone who doesn't agree with what you're saying.

I cannot sell to someone who is not in 100% AGREEMENT with any aspect of my presentation. Sales is all about congruency and AGREEMENT, every step of the way.

People think sales is about convincing someone to buy something, but that's incorrect. Selling is about finding people who need, want or will benefit from what we offer and separating that person from those who are not interested. It's about educating the consumer, and presenting your product in a way that shows value. It's about positioning the product in the eye of the prospect so that the prospect decides to make the purchase on his or her own. 

A great sales person intuitively knows what types of behaviors are indicative of a no-win-situation. The key to becoming good at signing up reps is learning who is really serious, and who is kicking-tires... It's about being brave enough to ask the tough questions rather than taking a walk through a fantasy fairy tale of wishing for a sale.

I'd rather hear NO than maybe any day of the week!  I can work with no. Maybe? There is nothing I can do with maybe. 

Example

Introduction to Product

Today while grabbing my coffee at Starbucks, I was talking to a prospect on the phone. I asked him if he's seen what I'm doing online. He found me on Twitter. He said, he has seen a couple of things... AGREEMENT BELL 1 (DING DING)

Call to Action

I told him that I'm doing something big and that I'm all in, and I asked him if he would take a look at it. He said, "Yes, I will." AGREEMENT BELL 2 (DING DING)

Commitment

Then I asked him when would be a good time for him to watch the video, and he told me that he would watch the video this weekend (today is Wednesday morning). DISAGREEMENT BUZZER (EEEEEE)

Address Disagreement

This was not a good answer for me. It's unacceptable. It shows me that this person is not serious about watching the video... I have never, ever, ever signed-up a rep who said, "I will watch it this weekend." That is a nice blow-off. Now, if I were a nice "agreeable" person, then I would placate this guy and tell him I'll call him Monday, but no thank you. Obviously I have not made my case clear enough. THIS IS SOMETHING THAT HAS CHANGED MY LIFE AND IS FREAKING ME OUT, and he's going to wait to watch it THIS WEEKEND? WTF? Nope. Not happening.

So I said, "Well, I don't think that will work. You're not really interested in this, are you." (PULL BACK & PUSH FOR THE NO) I am not afraid to hear no. I'm not afraid to let a prospect go. My whole entire sales process is built around letting the prospect OFF THE HOOK, just as much as it is displaying the benefits to get the prospect ON THE HOOK. I know this is counter-intuitive for new people, but you must understand human nature. You can't convince anyone anything. They must come to their own realizations. As a person with limited time in a day, you must become well studied in how people behave when they're not buying what you're selling--otherwise, you'll go broke.

And through the course of the conversation, I found out his objections, which were that he doesn't really have time to "go to meetings," etc... So basically, the underlying problem is not that he can't watch it this week, it's that he just didn't want to watch the presentation, and he was trying to let me down easy. Instead of being naive and calling him on Monday like a good little girl, I pushed for the no, poked around for the objection and nipped the situation in the bud.

What this tactic did was allowed me to know up front that the guy is not interested, or needs more work from a value-prospective, and kept me from trying to sell my product in vain. I saved myself the frustration of rejection and thinking it was something I did. Wild horses can't make someone buy something if they aren't in AGREEMENT, so find out where they really are so you can cut your losses and move to someone who's ready to make a move... Or, find out what they disagree with and overcome their objections, or build trust... Anything!!! Just get on the same page.

The secret to selling stuff, or sharing stuff, or marketing stuff, is to seek-out AGREEMENT, and to not be afraid of the word "NO." The word No is a very informative word. It tells you where the prospect really is in their head, because the only thing worse than hearing the word "No" from a prospect, is hearing the word "Maybe" from someone who really means NO. As a professional, I need to know where I stand so I can take the actions that are best for all parties.

If you are on my Free People Team, or on any of my other teams and you want to know more about AGREEMENT, give me a call. I'm glad to discuss.

7 Ways We Were Blessed at The View 2012

Free People Team / Team Legacy

 Just when you think life is getting ordinary, something happens that pushes you higher than you ever thought possible: IF you're surrounded by amazing, positive, high-energy folks. Believe it or not, I'm not talking about the ladder of success--not yet, anyway. I'm talking higher in your spirit, higher in your heart and higher in your level of belief in yourself and those around you. If I had to use one word to describe this past weekend's events, I would have to say the word, "HIGHER."

Jefferson Santos & Megan Santos

The View from the Edge 2012, WorldVentures' flagship finale event of the year hailed victorious, doling out hope, faith and promise to its 4000 attendees. You may think it's just an ordinary, run-of-the-mill, network marketing convention, but let me interrupt those thoughts if that's what you're thinking... NOT TRUE!!! There is something different about this group. Something deeper. Something more real and true. More love. More connection. More freedom. More fun. More fulfillment. Trust me. 

Words are really inadequate to describe the intensity of the fire that was burning in all our hearts and passed from person-to-person. Since this is a blog post recap of The View from the Edge 2012, held at the Allen Events Center, I'll try my best to boil it down to the 7 most common incredible denominators:

7 Ways We Were Blessed at The View 2012

Free People Team / Team Legacy

1. Team Connections 
2. Corporate Connections
3. Leadership Inspiration
4. Motivation & Guidance
5. Recognition
6. Fun, Parties, Meals & Dancing
7. Future Focus

1. Team Connections

Due to our heavy involvement in social media, our team is spread out throughout the United States. This means, we spend a lot of time working together over the phone. I had not even met some of my top leaders yet! It was such a blessing to look these friends in the eye and hug their necks! We knew we had a short time together and needed to make the best of it, plus, several of my teammates stayed at my home, which made it super-enriching. We were able to spend time bonding that we would not have had otherwise. I have a feeling that we will not only work together for many years to come, but will continue to grow as friends as well. This, is perhaps the best part of The View for me. I really love connecting with others in a deeper way. We are becoming like FAMILY!

2. Corporate Connection 

Called to Succeed Team
w/Jefferson Santos

The View gave us a much better vantage of WorldVentures as a corporation. The more you know about the company, the better you can share the message of opportunity and expansion with others. We were fortunate to be able to hear from our top leaders about the explosive growth of WorldVentures--we're looking at 1,000% growth for 2012, as well as the plans for fortifying our international endeavors. We heard from all the top executives, many of which have been with the company since day one, as well as new seasoned executives being recruited as we launch into a billion dollar company. The momentum is astounding. We've got the deal. Oh, and if you're a professional looking for a career change, WorldVentures IS HIRING top talent to take us to the top and beyond.

3. Leadership Inspiration

Wayne Nugent as Rudy Ruettiger

We also received much inspiration from the leadership of our organization. It's good to follow people whom you trust and believe are working diligently in your best interest to grow your company with the utmost integrity. Over and over again, the message of our top 10 Core Values was recited. Clearly, this is a company that values standards and values... We were privileged to hear from Wayne Nugent who gave an outstanding speech which incorporated the message of the movie, "Rudy," as well as from Mike Azcue, whose kind heart and commitment to the reps was obvious and real. Both co-founders, Mike and Wayne were authentic, accessible and endearing. This is clearly a company of leaders from the ground up. I feel so blessed that I recognize this!

4. Motivation & Guidance

Marc Accetta - The View 2012

The View from the Edge is our flagship event held every year. This power-packed presentation is considered "edutainment," performed by our Director of Training, Marc Accetta. Every year, Accetta breathes life into these unique characters that teach us about building character, personal growth and our businesses. He is obviously very well-versed in network marketing, with over 30 years in the industry. These mini shows are entertaining, informative and inspirational. A personal favorite of mine was "MAN IN THE BOX." This skit gave a concrete visual of a person stuck in their comfort zone who finally climbs a ladder and jumps to freedom. Powerful message.

5. Recognition

Jefferson Santos
Addressing His Massive Team

We were privy to hear from top producers as they were recognized for new ranks and achievements. Hearing from people who are in the field and succeeding at those high levels is powerful for helping you grow your business. Seeing that these people are no different from you or me helps put things in perspective. It makes the goal of reaching IMD (International Marketing Director) so much more realistic!!! It brings the objective down to earth, where it's actually achievable. It's also motivating to know that once you achieve certain ranks, you will be handed the microphone, and you will walk across that stage, and you will have a chance to tell your story and impact the lives of those who are working their way to the top, just like you did in the past. People like Bethany Webster, Jeremy Larson, The Braun's, Kari & Lisha Schneider, Jefferson & Megan Santos, the list goes on and on...

6. Fun, Parties, Meals & Dancing

dotJenna's Free People Team

Hector de Santiago
Jenna Ryan & Fritz Menke

When you build a team at WorldVentures, you get to hand-pick those people who come alongside you to pave the way... This means, you have the privilege of hanging out with people you really like, and want to be around. From the first moment to the last, I had a blast with my peeps!!! Everyone was so motivated and ready to learn, ready to have fun and get more fulfilled. It was great to see their dedication, and all of us together for one purpose, to grow as people, to gain financial freedom and to help others do the same glued us together all the more.

We enjoyed a fancy kick-off dinner with a ride in a fancy limo for the top teams, plus a saunter down the red carpet. we felt like a movie stars...  The next night's Halloween Costume Party was hands down the best costume party I've ever attended. Those party-people at WorldVentures certainly know how to party. The events were amazing. Call me crazy, but somehow, even the bathroom breaks were fun.



7. Future Focus

Jefferson Santos
Millionaire Networker

WorldVentures is just getting started! We haven't even hit "momentum-mode" yet. At seven years old, we've much work to do and milestones to reach in our quest to be a billion dollar network marketing company. Next year promises to be another record-breaking year as we unroll a new, undisclosed benefit... Apparently, we're about to catapult our brand and our lifestyle company to the next level AGAIN in 2013, with some new incentives coming down the lane. It's all supposed to go down, or be announced, rather, at the Momentum conference in Nashville, TN. It's looking like that will be an incredible time to attend... The future is also bright for our corporate office, with new executives coming on board, and new plans for international expansion. This company keeps looking better and better every day!!!

Conclusion

Dave Ludena, Hector de Santiago
& Fritz Menke at
Sherlocks, Addison, TX

I tried my best to put into words what went down at The View from the Edge 2012 in Allen, TX, however, I must admit, these words are inadequate. There are some things you can't put into words, things like, the impartation that I received in my spirit to go further and move beyond my existing limitations. How do you describe that? Words certainly don't work. There are some things you "just gotta be there." There are some things you must experience to understand. Trust me. This event was life-changing and the next event will surely beat this... Momentum.

Hope you too can get beyond yourself, have a little faith and take a leap out of the box to see what we're all about. Believe in yourself and believe in others and get the motivation, inspiration, recognition and training you need to take you HIGHER. Join us!

Click Here to find out more info about joining WorldVentures & the FREE PEOPLE TEAM!!!  

The Rung of Belief

 by Jenna Ryan "dotJenna"

One of the most common issues for people who join network marketing is the tendency to give up once things get difficult. People come into the business gung-ho, ready to tackle the world, then as soon as they come to realize their own limitations, they become discouraged and feel like giving up.

In my minds eye, I see levels of Personal Development that each of my new recruits are standing in when they sign-up on day one... It's like rungs of a ladder reaching up into the clouds, up to their goals, dreams, desires and visions. Each of the rungs must be mastered before the recruit can progress to the next level. It seems everyone wants success, but not everyone is willing, or prepared to take the steps on the ladder that are required to get there.


One of the first rungs on the ladder is BELIEF that you CAN and WILL achieve, and that you'll do whatever it takes to accomplish your goals. You must step-up firmly on the Rung of Belief before you can take the next step, and the next and the next. You must pass this "test" so to speak, before you can go any higher in life--inside or outside of the network marketing business.

The Rung of Belief

be·lief/biˈlēf/ 

1. An acceptance that a statement is true or that something exists.
2. Something one accepts as true or real; a firmly held opinion or conviction.

When you believe something, you have faith that it exists, whether you see it or not. The opposite of belief is what? Disbelief. Disbelief is doubt that something exists or that something is true. When you doubt that you can achieve your goals in network marketing, then it is equivalent to taking a step down. If you do not believe that you can succeed, then you won't be able to do it, no matter how bad you need it, or want it or wish for it. The solution is to keep yourself firmly planted on the Rung of Belief in yourself at all times, and to pick yourself back up if you fall.

You see, results are dependent on your actions, and your actions are guided by your internal beliefs. The things you choose to do when you BELIEVE you can accomplish something is opposite of the actions you will take when you doubt yourself. The Rung of Belief is the rudder that causes you to take action to achieve your goals. You must step up on The Rung of Belief if you wish to achieve success in any endeavor.

As you can see, firm footing on the Rung of Belief is a valuable asset. This posture, or position, if you will, keeps you  motivated to take the right actions at the right times to ensure that you will live up to your own expectations of success. Unfortunately, many obstacles block our ability to step into belief in ourselves; including self-doubt, fears, insecurities and self-sabotage.

How to Step Up Onto the Rung of Belief

Stepping up onto the Rung of Belief is crucial, and can't be overlooked. You have to do what it takes to get positioned on this rung so that you can move onward and upward to achieving success. Here are five suggestions for getting past your own fear, doubt and unbelief.

1. Stay plugged-in. Stay plugged-into the source of your business at all costs. Make a sacrifice to attend trainings, make an effort to connect with your leaders and mentors. Just like iron sharpens iron, being around other people who believe in themselves and who believe in you can help you believe in yourself.

2. Seek counsel. Many times we just need to talk to someone about our insecurities. Just sharing how we feel inadequate is liberating enough to help us sort through our own thoughts, and help to reset our mind to the truth--that we can and will make it to the top. Talking about your doubts and then listening and acting upon the advice of your leaders and support system is a way to get your needs met. When your needs are not met, you feel powerless, worthless and your belief wains. When your needs are met, you feel powerful, valuable and ready to conquer the world.

3. Soak in positive messages.Your position on the Rung of Belief can be bolstered greatly by staying immersed in positive messages. Get hold of training audios, videos, books, or articles from positive, motivational people. Find mentors that have overcome the obstacles that are in your way and who can motivate your heart to believe in yourself more and more every day.

4. Know your obstacles. Examine your own heart to figure out what the obstacles are that are blocking you from being able to believe in yourself. Perhaps there are people in your life who are holding you back? Maybe you were misled as a child and told you will never accomplish anything? Maybe you are afraid of failing, so you stay in your comfort zone? Maybe you are afraid of success, so you procrastinate and sabotage yourself? Finding the source of your disbelief is key to overcoming the obstacle. "You can't fix what you don't face."
 
5. Pray & meditate. There are some things that you just cannot do on your own. You need your higher power and your higher self to do it for you. There is wisdom and revelation available to you from God, and from your own subconscious that will help you to untangle the knots of self-limiting beliefs. There are keys to helping you overcome your limitations within the realm of prayer and meditation. Take time to seek answers from the wisdom that is in your own soul and spirit. Your success is just a belief away.

So there you have it! The Rung of Belief. This is a crucial point for any person to get past if you want to succeed in life. For many people, belief in oneself is easy at first, but then, when you reach your own limitations, that belief starts to slip and you fall off the ladder. My suggestion is to stay plugged into the source of your endeavor--in the case of network marketing, that means your team, your company trainings and meetings, to talk to your mentors, soak in positive messages, get to know yourself by defining your obstacles, and pray and meditate for higher wisdom. If you can muster the courage to take these actions, then you will find yourself firmly planted on the Rung of Belief, ready to take that next step toward your destiny.

Looking forward to seeing you there!

Are You ALL IN?

I believe that ultimate success in WorldVentures rests on one thing, and that is, being ALL IN. If you are ALL IN, success is inevitable. If you are ALL IN, then you have the commitment level to overcome obstacles and do what you have to do to improve your skills to get to the next level. Here is what ALL IN looks like:

1. You make up your mind that failure is not an option.

2. You go to trainings, meetings, make calls, even when it's not convenient.
3. You analyze where you are and make improvements in yourself.
4. You seek help when you need it.
5. You make a commitment to personal development.
6. You roll up your sleeves to do "Whatever it Takes."
7. You keep a positive attitude, even when things aren't going your way.
8. You resolve to attend all events, even if it means giving up something else.
9. You sacrifice your comfort now for the rewards that you will gain later.
10. You celebrate small victories.
11. You keep pushing, through doubt, naysayers & fluctuating emotions.
12. You seek out the training you need to fill in the holes of your abilities.
13. You keep aloof when it comes to rejection.
14. You concentrate on taking massive action.
15. You keep running, keep digging and keep going no matter what.

When you are ALL IN, it is impossible to fail. This is a simple, easy system that can be learned by anyone. True, you may have to work on yourself. True, you may have to face reality and humble yourself to learn what you can do to be better. True, it may take some more time than it does others. True, you have to pay your dues... but also true that once you are ALL IN, there is no stopping you.

BET ON YOURSELF! Don't hold anything back from achieving your goals. Face the pain. Face the wind. Face the rain. No turning back. Give it your all. Go ALL IN.