THE DISCOVERY PROCESS

HEALTH TEMPLATE (Scroll down for FINANCIAL TEMPLATE)

THE ROADMAP TO ENROLLMENT

By asking questions, we put the true power of the decision into our prospect/partner’s hands. This allows us to focus on taking a Consultative approach, so we can discover what their true needs and desires are. When we’re asking questions, with a true desire to learn about how we can SERVE them...we’re never selling.

Note: This is just a framework and suggested line of questioning. Every situation is different. In the words of Tony Robbins, “Let your prospect determine your presentation.”

OUR JOB IS TO LISTEN SO HARD IT HURTS!

PRO TIP: Use the 3-second count to make sure they’re truly done talking. Count in your head “1-Mississippi....2- Mississippi....3 Mississippi.”

Step 1: Connect & Build Rapport Quickly Using F.O.R.M.

(F) Where are you from, name? Are you married/have kids, etc? How do you and ______ know each other?

(O) What kind of work do you do?

(R) What do you like to do for fun?

(M) What are you passionate about?

PRO TIP: Find common things of interest with them

Step 2: Take Down Their Guard

“I’m excited to connect with you. I’ve been using and passionately sharing Isagenix for _____ weeks/months/years and am simply here to serve you in this conversation. How can I serve you today?”

Step 3: Edify / Identify Their Goal

If you know their goal:

“[Name] told me that your goal is ______; I love that! You remind me a lot of ______ (enter in the name of a community member who they remind you of) he/she was a ______ (stay-at-home mom, stressed out corporate employee, etc) just like you and in just ______ (enter time) was able to achieve _____, ____ and ______ using our _____ system (enter weight loss, performance, wealth creation, etc)."

If you don’t know their goal (examples):

“So what has us on the call today?”
“What did ____ share with you that has you excited?”
“What are your goals?”

Step 4: If You Had A Magic Wand...

“If you had a magic wand, how much weight would you want to lose?”

“If you had a magic wand, how much muscle would you love to put on?”

Step 5: Elicit An Emotional Response (by asking more questions!)

“Curiously, on a scale of 1-10, with 10 being totally committed, how committed would you say you are to achieving ______ (enter their goal)?"

“If you achieve your goals, what are some things you’d be able to differently, which you can’t do right now?”

“Why is this so important to you?”

PRO TIP: The 7-Deep Technique - Ask “Why is it important to you that you _____?” 7 times to discover their deeper WHY. Their first reason for achieving the goal is rarely the only, or most important reason to them.

Step 6: Story Time

Tell ANOTHER story about someone in the community (can be ANYONE, including YOU) that they remind you of, using 30 seconds max.

PRO TIP: Know the stories so well that you keep this part brief and keep the conversation flowing.

Step 7: Make Sure They Feel Informed

“Are there any questions I can answer for you?” OR “What are some other questions I can answer for you?"

Answer any questions quickly and move into....

“Would you like me to make a recommendation for how to get started?" (Let them answer)

"Based on the goals you shared, there are three packs I would recommend, and most people start on one of these packs to experience the full system. The cool thing about each of them is that they will replace 2+ meals a day, so I like to walk through with people what they’re already spending on 2 meals a day, as most people find they are simply shifting their spend to Isagenix or even saving money.

Curiously, what would you estimate you spend on average, on your breakfast and lunch each day?

[They answer.]

No matter their response, say, “Great! My best recommendation pack for you is called the Value Pack, and will include everything you need for the month and then some. You’ll get 2 meals a day covered, plus tons of snacks, cleanse day support products, organic greens for each day, and our amazing vitamin packs for am/pm. This pack is roughly $20 a day for your first month, or $589. My next best option is about $13/day or $399 and it includes a lot of what I already mentioned- meals and snacks- just doesn’t include the organic greens or vitamin packs. And the basic pack is about $10/day. It’s more basic with only your shake day and cleanse day essentials, and still covers 2+ meals a day for the month, without any of the “extras.”

The Value Pack is my best recommendation, and they are all great options. Keep in mind this is just for the first month, and ongoing you can drop it down and spend much less. Which pack sounds like the best fit for you, based on your goals?

Which sounds like the best fit for you? Whichever pack they pick, respond, “Great!”

Step 8: "Who do you know?"

"Curiously, who are two people that you know would for sure wanna do this with you? (Let them answer).

"The reason I ask is because Isagenix doesn’t spend any money on advertising and instead rewards its customers for our referrals. So when you help *friend name 1* and *friend name 2* get started, you’ll earn anywhere from $200-500 back right away. How awesome is that?" 

Step 9: ASK For The Order

“Do you feel like you have enough information to get started today?”

PRO TIP: Ask for the order then ZIP IT.

If They Say: "I have to think about it" or "I have to do more research":

(The goal of this language focuses them and commits them to getting on another call)

You: “What specifically would you like to research? or "What specifically would you like to think about?”

Them: “I would like to research the science behind the products?”or “I would like to think about if this system will fit in to my busy schedule"

You: “Awesome. Why don’t we do this, we have a secret group on Facebook that I’d like to add you to that you can do your research in a focused way. I want to be mindful of your time, knowing that there is so much great information out there about Isagenix, and I also don’t want you to get lost in internet land. So, what I’ll do is add you to the secret group on FB and I’m going to tag you with an article regarding __"insert topic"____, how does that sound?”

Them: “That sounds great, I would really appreciate that.”

You: “Awesome, when do you think you'll have a chance to review the information regarding ___"insert topic"___?”

Them: “Well, I can review them tonight when I get home from work.”

You: “OK, sweet, so if we were to schedule a call for tomorrow, you’ll have had a chance to review the article and we can answer any further questions that you have?"

Them: “Yes.”

You: “When are some times that work best for you tomorrow?”

Them: “I can do this same time.”

You: “Fantastic, I’m going to go ahead and add you to the group. Make sure you look at what I tag you in and we’ll just plan on talking again tomorrow at ______"insert time"_____."