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New
Consultant Orientation
Part 8
Sell Like a Pro!
Selling is sometimes the most difficult part of a Tupperware business.
New Consultants sometimes are unsure of how to sell, because they don't
want to appear pushy. During this portion of your training, you will be
provided with examples of how to use the 5 Step Sales Process and words
to say regarding Tupperware products.
Remembering the 5
Step Sales Process will help make your interactions with customers easier
and more beneficial. This process is a great tool to use when interacting
with customers, not only during the selling process, but also during dating
and recruiting.
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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
(Approaching
customers)
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Ask Questions
(Develop
a rapport with customers)
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Selling the
FAB
(Maximize
your product knowledge skills)
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Overcoming Objections
(Be prepared
to answer questions)
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Gain Commitment/Closing
(Selling,
recruiting and dating in the TAP environment)
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Your goal when interacting
with customers is to find out what your customers' needs are, and how
you can fulfill those needs. Using the 5 Step Sales Process will help
you to identify those needs. It will also help you to introduce our unique
Tupperware ® products, the exceptional quality and benefits of Tupperware,
and our lifetime warranty.
Step 1 Prospect
Prospecting is all about approaching customers. It is the first step
in the 5 Step Sales Process, and is a critical key to your success.
Remember these simple
guidelines when prospecting:
• Making assumptions
about people limits your interactions. Talk to as many people as you
can during your A Taste of Tupperware parties. You never know
who will turn out to be your best customers!
• Treat everyone
at the party the same!
• Be aware
of the party guests and what they like!
• Be CONFIDENT!
Approach people without fear of being told "No." Remember, a "No" is
NEVER personal and usually means that the person doesn't have enough
information.
Step 2 Ask
During this step, you are really opening the door, and introducing
a specific Tupperware ® product. Your goal when doing this is to get the
party guests interested in what you are telling them. To do that, you
can get their attention by telling them a story that they can relate to.
Give them an example of something that they may have experienced in their
own home, with their own family. You also want to present a lifestyle
image that is appealing to your guests.
For example:
"Have you ever
opened the crisper drawer in your refrigerator and been greeted by a
mushy mess? Well, imagine opening the fridge after a hectic day and
you find your FridgeSmart ® containers with all the fresh produce for
the evening's salad."
Or
"Do you like
to prepare different types of chicken for your family? Tupperware provides
you with many different options! For quick and easy, you can roast an
entire chicken in the Oval Microwave Cooker, or my favorite, delicious
Chicken Wings baked in the oven on the Silicone Wonder™ Mat!"
You have taken two
very simple sentences and made an excellent selling tool!
Step 3 Selling
the FAB
Now that you have asked specific questions and you have an idea of
the customer's needs... place Tupperware in the hands of your customer,
and begin selling using FAB.
FEATURE —
What makes the product special
ADVANTAGE —
Explanation of what the feature does
BENEFIT —
What the product will do for the customer
Remember:
FEATURE:
answers the question "Because..."
Because the Rock 'N Serve ® containers are made of a very durable
strong material...
ADVANTAGE: answers
what the feature does...
Rock 'N Serve ® containers are virtually unbreakable and stain
resistant...
BENEFIT: answers
how that will benefit the customer...
That means the Rock 'N Serve ® containers are long lasting, easy
to clean-up and can go from the freezer, to refrigerator or microwave,
to table.
Combine FAB with
these product lead-ins and you have a dynamite combination, and an easy
conversational way to sell the unique qualities of Tupperware ® products.
By the way...
if you purchase the FridgeSmart ® container set, you will
save money on the cost of the product AND your grocery bills!
Did you know...
you can use the Saucy Silicone Spatula in the skillet at temperatures
up to 400º F?
Did you see...
how easy the Decorating Bag is to use?
Have you seen...
the beautiful new colors of our Open House™ Collection?
Let me show...
you the entire Rock 'N Serve ® Small Set. 29
FAB Worksheet
Now it's
your turn! Use your Product Fact Sheets in Section 7 and fill in the FEATURES,
ADVANTAGES and BENEFITS for each of the products below!
PRODUCT: FridgeSmart
® Containers
FEATURE: Did
you know that because the FridgeSmart ® containers have these specially
designed vents...
ADVANTAGE: The
airflow is controlled within each container...
BENEFIT: This
will provide you with optimal freshness and will save you money!
PRODUCT: Fresh
'N Cool TM Containers
FEATURE: ________________________
ADVANTAGE:
______________________
BENEFIT: _________________________
PRODUCT: Stuffables
TM Storage Containers
FEATURE: _________________________
ADVANTAGE:
_______________________
BENEFIT: __________________________
PRODUCT: Classic
Sheer ® Midgets ®
FEATURE: _________________________
ADVANTAGE:
______________________
BENEFIT: _________________________
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