The 'O' in FOCUS: Give them an OVERVIEW

Once you've established rapport and you've Found their need you can move on to sharing a solution with them.

Keep in mind, if you did not identify a need and obtain permission to share a possible solution, you may find yourself talking to someone who is no longer listening to you. Why? Because they can tell you have entered into the 'what can I sell you mode'.

So how do you 'obtain' permission to 'sell them' on your solution? Simple again, ask them. The question you ask will depend on the results of FORM-ing them. In other words, what MESSAGE is appropriate for them. For example:

• Mary, thank you for sharing with me about your child {try to say the child's name} who has {illness} and wanting to spend more time with them. A lot of parents feel that way. May I ask you a frank question? Wait for their answer and proceed only when they say "Yes".
  

• Mary, If there was a natural product that may help with that, would it be worth 15 minutes of your time to get information that may help {you/your child/your parent}? Again, wait for their answer and proceed only when they say "Yes".

If the MESSAGE needs to be a business or money message, then use a similar question but offer a financial solution. For example:

• Mary, thank you for sharing with me about your family and wanting to spend more time with them {or traveling, etc}. A lot of people feel that way. May I ask you a frank question? Wait for their answer and proceed only when they say "Yes".
  

• If there was a way for you to make an extra $4,263 a month {pick any number that you believe they will believe}, from home, working part-time, in addition to whatever you already earn, would it be worth 15 minutes of your time to see if you qualify for it? Again, wait for their answer and proceed only when they say "Yes".

Remember: Your only objective with either the Product message or Income message is to pique their interest in what you have to offer.

Important: If they say ‘No’, move on. If they say ‘Yes’, then keep them in FOCUS and

• For a product message: Offer them a Doctor's CD, a Product CD, or send them to your Product Website.

• For a business message: Offer the a business CD or send them to your Business Website.

We have an advantage with MJS and DiscoverMangosteen websites, we can select which MESSAGE is the correct Overview and send them an Invite. You still need to exchange information and set an appointment to follow-up with them - this technique is just a method to offer an Overview.

Later when we discuss the 'C' in F.O.C.U.S. we will go back and discuss what to say when you follow-up with them. I may even go into some techniques on how the follow-up appointment is set.

Hopefully this topic will trigger lots of discussion from the community and others with offer techniques of setting the 'required' follow-up appointment.

That's it for now... the 'O' stands for OVERVIEW.

Wow! Wow! Wow!