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New
Consultant Orientation
Part 6
ACTIVITY
Role-play what you would say with another Consultant in your Training
Session:
• MESSAGE 1,
THE INTRODUCTION
• MESSAGE 2,
THROUGHOUT THE PARTY
• MESSAGE 3,
YOUR PARTY CLOSE
• MESSAGE 4,
ONE ON ONE
Dating Over the
Phone
As a Tupperware Consultant, you will soon find that the telephone
is one of your best business-building tools. While the party is the best
place for a dating conversation, it's not always possible at that time.
If you didn't get to talk to someone, or they were unable to come to the
party, make a follow-up phone call. Be sure to make the call within 24
hours of the party.
The telephone is
a remarkably versatile and powerful tool for your business. Always make
sure you have an efficient working environment when you make calls, and
be sure to take careful notes for your customer files.
Some ideas for making
dating calls:
• Set aside
a good time when you will not be interrupted.
• Place what
you want to say on 3X5 index cards near the phone. (You can use your
cell phone, but make sure you are ALWAYS being safe! NEVER drive
when you are making those dating calls!)
• Call the
people with whom you feel most comfortable first.
• Be ENTHUSIASTIC
about what you have to offer.
• Write down
a goal, e. g. "I will not stop until I have six datings."
• Use the 5
Step Sales Process as a guide during your dating phone calls.
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Step
1
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Step
2
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Step
3
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Step
4
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Step
5
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Prospect
(Calling your
customers)
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Ask Questions
(Talking to
them about their likes to customize the conversation)
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Selling the
FAB
(Features,
Advantages and Benefits of Hosting "A Taste of Tupperware" Party)
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Overcoming Objections
(Being prepared
to LEAP (Listen, Empathize, Ask and Produce) in order to get the
dating)
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Gain Commitment/Closing
(How to get
the Dating!)
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Calling
Past Hosts
Hosts who have had successful parties with you in the past are likely
to have another one. Make it a point to re-contact your Hosts every 3-4
months.
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Step
1
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Step
2
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Step
3
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Step
4
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Step
5
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Prospect
Hi Sylvia,
this is Anne, your Tupperware Consultant! Do you have a minute?
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Ask Questions
I'm calling
because Tupperware has a fabulous new party and I immediately thought
of you! You still love chocolate right? How would you like to invite
a few friends over for our Decadent Desserts party experience?
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Selling the
FAB
I know you
and your friends will love the delicious new recipes in our new
Decadent Desserts Party! We have a new Chocolate Bread Pudding that
is so easy to make and it tastes incredible!
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Overcoming Objections
(My friends
and I are so strapped for time these days)—Sylvia, I can totally
understand. Do you think your friends could spend an hour at your
house to try a new dessert?
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Gain Commitment/Closing
Why don't
you get a few friends together next Tuesday at 7 p. m.? I can share
not only the Chocolate Bread Pudding, but the Best Banana Pudding
recipe too!
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Calling Recent
Customers
Customer Updating is a system of contacting recent customers once
every three months to tell them about new products and promotions. It's
a great way to get new datings.
Calling Leads
Sometimes you'll be given names of potential Hosts by other customers.
You'll want to be sure and call them within 48 hours of receiving their
name. Use the five steps on the previous page and make some notes on what
you would say when calling a lead.
Dating at a Tupperware
Access Point (TAP)
Tupperware Access Points are an alternative dating and selling channel
that includes mall showcases and the Internet. They can strengthen your
party business by helping you reach new customers and get new datings
and recruits. You will receive sales credit and commission on your sales
when you work a TAP location, but the biggest benefit is the party leads
that you generate.
You can learn much
more about working a TAP and about lead generation at a TAP by attending
your Distributor's TAP or Showcase-specific training.
Datings are Everywhere
While parties are the best place to date parties, you can look for
datings everywhere you go. These are creative ways to generate interest
in dating A Taste of Tupperware party!
• Carry catalogs
and flyers and offer them to everyone!
• Keep a piece
of Tupperware product in your car.
• Carry your
loose change in a small Tupperware container instead of your wallet.
• Call every
customer who places an order but does not attend the party.
• Use Tupperware
products when you take snacks anywhere.
• Use a Tupperware
key chain.
• Wear a Tupperware
name tag or logo-wear every day.
What creative ideas
do you have that will generate interest?
PLAN
Prior to starting the Party Planning section, please make sure you
have a Party Planning Packet (the envelope you received in your Business
Kit) to follow along.
Party Planning is
a 15-minute meeting or phone call with your Host to plan the details of
her upcoming A Taste of Tupperware party experience. Schedule a
time (preferably within 24 hours) to plan the party in person or on the
phone with the new Host. Party Planning can also be done at the party
where the new Host dated!
Experience has shown
that Consultants who take the time to carefully plan each party have higher
sales, more datings, more recruit leads and a more satisfied Host. Party
Planning is your insurance policy that your future Host will not break
her commitment to hold the party.
What Do I Need
for Party Planning?
• Party Guide
Grid (Section 4 of your Business Binder)
• Calendar
(Section 8 of your Business Binder)
• One recruiting
flyer*
• One Welcome
Guide* (included in your Business Kit)
• One tax chart*
(optional)
• Place the
following in the Party Planning Packet (Envelope)
• A recipe
booklet* (included in your Business Kit)
• Two Guest
Mailing Lists* (included in your Business Kit)
• For those
who cannot attend the party: three full-line catalogs*, Monthly Flyers*
and order forms* (included in your Business Kit)
• One self
addressed, stamped envelope, for returning a copy of the Mailing List
to you.
| *Note:
These items are available as sales aids and you may order them from
my.tupperware.com > my business > sales aids. |
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