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Sales Processes

Table of Contents

Fill your Funnel

Your funnel is the network of people you can contact to build rapport, promote sales, and give information about becoming a member of your team. Below, we’ll go over some top tips for filling your funnel either in-person or utilizing social media. 

Filling Your Funnel in Person   

Finding potential customers and promoting your business in-person can be done in many ways.  If you aren’t online, these are some of the best ways to build your community face-to-face: 

  1. Face-to-face conversation
  2. Connect with the people you already know – use the Who Do You Know List!
  3. Establish new connections in your community
  4. Keep business cards on you
  5. Have Foil Packs on hand

Check out these great tips on building your funnel with top Consultant Dana Barish:

Work in the conversation about Pure Romance in any scenario! Here are a couple examples of introducing products into conversations:

Example 1:  

You are at a restaurant with your friend and your server is working their butt off. This is a great opportunity to try and connect with them. Once you have confirmed that your server is over 18, you can start the conversation off with a compliment, then lead into information about products or your business.  

Consultant – Start with a compliment: Hey {Server’s Name}, you’re doing an amazing job, and thanks for the great service. I will definitely sit in your section again. As a thank you, I wanted to give you a little something extra – here is a fun sample from my company. 

Server: Thank you, I appreciate this. What kind of sample is this?  

Consultant – Lead into products:  It’s a great product for shaving. It helps eliminate razor burn, bumps, and irritation. It’s called our Conditioning Shave Cream. Have you heard of it?  

Server:  No, I haven’t.  

Consultant: Awesome, my card is with the sample. Try it out and can we connect on social so I can see how you like it. 

Example 2:   

Perhaps you are in the locker room at your local gym, and you overhear a woman behind you complaining about chafing. This is the perfect opportunity to start up a conversation about the remedy that has been helping you, Chafe Escape, and connect with her on social or text so she can find the same relief you’ve been experiencing. Here, you can start with product immediately to propose a solution to her problem! Don’t forget, you must first verify her age!

Consultant: Hey, I couldn’t help but overhear you talking about chafing and irritation after your workout. Have you heard of Chafe Escape? 

<wait for reply. The answer will probably be a no.>

Consultant: What it does is it comes out as a lotion, but dries as a powder, and it’s made with tapioca starch instead of a talc powder. I have some in my gym bag. Would you like to try it?  

<wait for reply. Nobody turns down a free sample.>

Lead: Yes, I would love to try it.  

<after testing>  

Lead: Where do you find this product?  

Consultant: I actually sell the product. I am a Pure Romance Consultant and this is one of my favorite products out of our product line. I have a coupon code that you can use if you would like. 

<offer coupon code and website>  

This is also a great opportunity to make use of Foil Packs. If you have a Chafe Escape Foil Pack on hand, you can give her a free sample so she can experience its benefits herself. When she sees how great the product works, you are likely to have made a sale from a chance encounter at the gym!  

Pro Tip: Make sure to connect with them, either through social media or text, after offering them a sample.  

Check out these examples of connecting with others while introducing them to Pure Romance and filling your funnel:

Once you’ve established this connection, they are now in your funnel for other opportunities with Pure Romance! Let her know how she can earn her product for free by having a party with you, or how she can join you on this journey and start her own business!    

The women in this category may stay in your funnel for a long time, and that’s okay! “No” doesn’t mean “never.” It just means “not right now.” Stay genuine, open, and driven in your communication plan and you are sure to convert some maybe’s into yes’s.   Keep in mind, sales is all about numbers. For every 10 women you are pitching your business to, only one is likely to want more information! We recommend you reach out to at least 10 women a day! As you begin making this a normal part of your routine and your confidence starts to shine, you will see an increased amount of interest.

Filling your Funnel Online   

Finding potential customers and promoting your business online can be done in many ways.   

 Great ways to generate interest in your business:   

  1. Marketing Your Business: The ways to market your business and build your funnel are endless. Check out our marketing section to get more ideas on building contacts! 
  1. Social Media: One of the best ways to promote your business is on social media. From there, you can get your business in front of hundreds of people instantly. Learn more about PR Connect and the Media Center so you never run out of content to post!   

Don’t forget to track your new connections with the Lead Connection Form.

Of course, this form will come after your initial contact for anyone that shows interest but isn’t ready to say yes. This will also help you keep your funnel(s) organized. You will start developing a few different funnels as your business grows. Utilizing your Lead Connection Form will help you easily target those that may be potential customers, have interest in partying, or joining your team.  

For example, if you have a personal party quota you want to meet and you need to schedule a party – use your Lead Connection Form to identify women who have already shown interest in a party!

Need help creating the perfect recipe for filling your funnel? Check out Kayla Slice, one of our top Consultants, as she breaks down her process on finding more customers!

Establishing Rapport

As you fill your funnel, establishing rapport is the next key step in the process of forging connections across your network, earning trust, and maintaining relationships. This is important because it makes your business relatable and shows that you are trying to improve another person’s life, either through products or opportunity. Here, we’ll cover the process for reaching out to potential team members and customers, and what to do if they aren’t interested.    

There are four elements of rapport:

  1. Shared Reality: you are physically in the same location 
  1. Commonality: you have a common interest 
  1. Understanding: you are actively conveying information on many levels   
  1. Trust: you earn respect by showing you’re putting the other person’s needs first 

You can build rapport with your network in person or online! Check out our top tips below:    

Establishing Rapport in Person   

  1. A Genuine Smile   
    • Connect with a warm and friendly smile. People are naturally drawn to those who are happy and friendly 
  2. Eye Contact   
    • Eye contact is an expression of interest and respect in most cultures. It also demonstrates your genuine interest in what the other person is saying
  3. Find A Common Interest   
    • With questions, you can find a common interest that will create a strong connection. A great question could be, “What made you decide to meet with me today?”   
    • The following statement is also powerful to discover more about your lead: “Tell me about you” 
  4. Match and Mirror   
    • When you match and mirror your lead by sitting in a similar posture, folding your hands in a comparable manner, or crossing your legs like them, the lead will feel at ease with you because they sense you are more like them
  5. Voice Quality, Pitch, Speed, and Tonality   
    • When you adjust your voice, pitch, speed, and tone to align with your leads, they will relax. If they talk fast, and you normally talk slow, you will want to speed up your pace. If they talk slower, you will want to slow your pace down. 38% of the message is achieved through your voice

Establishing Rapport Online   

One great way to make a personal connection with someone before they have purchased something from you is by commenting on, and interacting with, their social posts! The post(s) you comment on don’t have to be relevant to your business – this is just a low-pressure way to engage with them and show them that you care about them. That way, when you reach out to them later about their interest in products or joining your team, they’re more likely to respond to you in a positive way.  

  • Comments should be at least 3-4 words 
  • Comments should be personal and professional  
    • Try not to talk about sales and promotions in the comments – that’s what the DMs are for! 
  • Comment/congratulate them on life events 
  • Comment (positively) on pictures

Pain vs. Pleasure: The Buying Behavior of Consumers

As humans and consumers, we are emotionally motivated by two things: pleasure and pain. We are driven to action by trying to experience pleasure or avoid pain. Therefore, your job is to influence emotion that leads to your desired result – buying product or joining Pure Romance.    

Buying for Pain

The “pain” a buyer experiences is not necessarily physical pain (though it can be). Think of customer “pain” as them saying “something is not right,” or “something needs to change.” Your goal is to show them that your product or service can alleviate that pain, and further improve their life into the future – we’ll get back to this last point later.  

If we go to the root of this idea, psychology, we start to understand how powerful the notion of pain is in influencing buying decisions. Put simply, the brain’s top priority is survival. Therefore, it prioritizes alleviating pain above all else. If your customer is buying for pain, their brain is likely to view solutions to that pain as a “need” instead of simply a “want,” making them more likely to make a purchase.    

Learning to address their pain and turn it into pleasure is the best way to make the sale.    

Buying For Pleasure

A customer that is buying for pleasure is not experiencing pain or believes that a product will turn their pain into pleasure. They are optimistic about the future and see the product as something that can improve their life today, tomorrow, and beyond. Further, it is likely that they are buying something they “want” rather than something they “need.” While this may seem like a straightforward sale, this is where you will likely be met with the most objections. People will be hesitant to spend their money on something they don’t identify as a “need.”    

If a customer is pleasure-oriented throughout the buying process, the best way to help them make a purchase is to get them excited about the ways the product will give them pleasure in the future.    

However, if after talking about the product, you are met with such objections as “I don’t want to spend that much right now,” you will need to illustrate how not buying the product will cause pain. Therefore, you need to set up the following idea in their head:    

Buying the product –> Pleasure   

Not buying the product –> Pain

Turning Pain into Pleasure   

Let’s go over some examples of turning pain into pleasure with Pure Romance products!    

Example 1: Presenting at a party   

Consultant: Have you ever gone to the beach, laid out for a few hours, taken a shower, and realized your skin is super sunburnt? This has happened to me many times, and it’s always painful and dry. But I found the perfect product to help eliminate my sunburn – Hydrating Body Oil. Last time this happened to me, I spritzed it all over my body to hydrate my skin. When I woke up the next morning, I noticed my redness was faded and didn’t look burnt.  

In this example, the Consultant takes a common experience – going to the beach and getting sunburnt – and generally assumes everyone else has experienced the same issue (pain). Then, the Consultant uses this implicit pain and turns it into pleasure. Not only does our Hydrating Body Oil help eliminate sunburns, solving the immediate problem, but it also can be used as your “lotion” to hydrate your skin.  

Example 2: One-on-one conversation   

Consultant: Let’s talk about intimacy, how are things in the bedroom? Are there any products I talked about tonight that you’d like to learn more about?  

Customer: Honestly, my partner and I aren’t really having sex anymore. It’s uncomfortable for me because I feel so dry, it’s painful.  

Consultant: Believe it or not, most women experience this. Others who have experienced the same thing have benefited from using lubricant. Let’s talk about our silicone-based lubricant, Pure Pleasure. This is a topical lubricant that doesn’t absorb so it will continue to work for you throughout the night. Another benefit, if you enjoy water-play, silicone goes a long way!  

In this example, the Consultant uses an open-ended question to uncover the pain the customer is experiencing. Then, the Consultant gives a suggestion that not only solves the problem the customer is having but also shows them how the product will enhance other aspects of their intimate experiences. 

Be a Great Storyteller

A great salesperson is a great storyteller. No matter what you sell, you will need to elicit emotion from your audience, sway their opinions, deliver information, and do something memorable. All of these necessities and more can be taken care of through storytelling!   

Whether selling products or trying to add another member to your team, storytelling is a great way to get people to relate your pitch to their life. In other words, it makes what you’re selling relevant to the buyer so they can understand how it will benefit them.   

When sharing stories based off your experience, never use yourself as the example if the item is intimate. Remember, no one wants to visualize you with a toy. For example: “My customer said the Oh Em Gee literally made her say Oh Em Gee” 

5 Ways to Be A Great Storyteller   

1. Use your voice to your advantage 

What’s the main difference between telling a story and writing a story? You get to talk!  The more engaged you sound in your story, the more likely your listeners are to be engaged too. A great way to draw your listener’s attention is by moderating your volume and speed. When you are getting to something important, slowing down and talking a little softer forces them to listen more closely to understand, and gets across the idea that this is information that they don’t want to miss. 

Check out some examples of Consultants using this technique below: 

2. Use body language to your advantage   

When you’re talking to another person or a group of people, most of your communication is done through gesture, expression, and tone rather than through words. Yes, people need to listen to your words to understand what you’re saying, but they pay attention to your body language to figure out what you mean. Through these nonverbal forms of communication, you can generate the most interest and engagement in your presentation.    

Be sure to have proper posture, look attentive and engaged, use your hands and body when you talk to emphasize what you’re saying, and keep body language “open” (no crossing of arms or guarded stances). Play around with the ways you can use your body, tone, and facial expressions to heighten your sales pitch and find what works for you.  

3. Master the narrative 

Every story has a few important aspects   

  • A protagonist or hero
  • A problem the hero must solve    
  • A change in the hero spurred by the problem   
  • A conclusion that shows how life has improved after the hero makes said change 

Disney/Pixar have mastered this in their films and shorts. They are constantly telling stories to connect emotionally with their customers. Here is the framework they use to build their stories:   

  • Every day…    
  • Until one day…   
  • Because of that…   
  • And because of that…   
  • Until finally…   

This is a great way to generate ideas that you can use in your sales pitches! You can find example stories within demonstrations on the product page for any product. In addition, we’ll look at some examples of how you can use this framework later. 

4. Tug on their heartstrings   

Think about your favorite stories in films, songs, books, etc. What sets them apart from the other stories you’ve seen, heard, or read? Chances are, these stories stuck with you because they connected with you on some emotional level. The same needs to be true of your sales pitch. You must be able to draw your audience in by connecting with them, either through a point of pain or common experience.    

Once you have established that connection and relationship, you can help them see how your products or opportunity can improve their life today and beyond. This is done through relatable characters, compelling narrative arcs, and masterful storytelling through gesture, expression, and tone.    

5. Practice your storytelling skills   

Some of us are naturally inclined storytellers, easily able to construct and convey a story, but for most of us, this is a learned skill that takes time to master. Like anything, the more you practice, the easier it will become. Here are a couple tried and true ways to practice your skills:    

  • Write your story out first, then read it aloud to bring it to life. Be sure to make note of words or phrases that seem clunky or unnatural. Some things sound more natural when written than when spoken
  • Practice starting at the end. Have a firm understanding of the knowledge you want your audience to come away with. If you already know where you’re going, it will be easier to build the rest of the story up to that point
  • Practice your storytelling with family and friends. Pause to think “what do I want them to get out of this story” before you start, and work on building a concise, singularly focused story around that idea. This will help you work on your storytelling skills in lower-stakes situations.

Overcoming Objections

The best way to grow your business is to ask for business. This can be stressful for new salespeople, as it is inevitable that when you are selling anything, you will hear “no” a lot more often than “yes.” Having a game plan for overcoming these objections is a great way to lessen this anxiety, perfect your sales pitches, and learn to flip those “no”s into “yes”es.     

Utilize Pain vs. Pleasure Principles   

As we talked about before, people are motivated to make a purchase either because they are trying to resolve an issue (pain) or because they believe the product will improve their lives beyond the current moment (pleasure). When someone objects to your sales pitch, you will have to do a bit of digging to uncover their pain point. To do this, you must use open-ended questions that force them to expound on the reasoning behind their objection. Through this, you will be able to figure out where their objection stems from. Once you have a firm understanding of their objections, you can show them that not buying the product will ultimately result in more issues (pain) than the pain that led them to object in the first place. One great way to help potential customers see this idea is through storytelling.    

Use Your Storytelling Skills   

Utilizing the storytelling skills we talked about earlier is the best way to meet your potential customer where they’re at and show them how making the purchase can help alleviate any pain they might be dealing with. One good concept to keep in mind here is Feel, Felt, Found. The basic framework works like this:    

I understand how you feel   

I felt a similar way when…   

But what I found is…   

The second and third steps in this process are the perfect places to implement the Disney/Pixar storytelling framework we talked about previously.  

Let’s bring this all together and go through a quick example of overcoming objection from start to finish. Remember, the first thing to understand when you hear “no” is that this doesn’t mean “never,” it just means that they aren’t sure and need further explanation to guide them toward the purchase. You want to ask open-ended questions to uncover their pain point, then using Feel, Felt, Found, implement your storytelling skills to illustrate that the pain of not buying is greater than the pain keeping them from buying.    

Objection: Doesn’t think the product will work

Consultant: Would you be interested in grabbing some Conditioning Shave Cream today?   

Customer: No, thank you. I don’t think it would work for me. 

Consultant: Can you tell me why you don’t think it would work? 

Customer: I tried so many in the past and I don’t think it will help with the red bumps. They are just always there.   

Consultant: I totally understand how you feel. I felt the same way. To be honest, I didn’t think it would work as well as they say, and didn’t want to waste my money. But, every time I would shave with generic shaving cream, I would notice red bumps and irritation. I tried a bunch of at-home remedies, but nothing worked. Eventually, I messaged the Consultant that introduced me to Conditioning Shave Cream and ordered a bottle. Let me tell you, it leaves your skin feeling smooth, and you don’t have to worry about bothersome razor burn. Plus, it prevents your hair from growing back immediately so you don’t have to shave as often!

Here, the Consultant asks the customer to expand on their hesitations around buying the product to understand their pain, uses Feel, Felt, Found to meet them on their terms, and uses storytelling to show how not buying the product is ultimately more painful than spending the money on the product. Be sure to note how the Disney/Pixar storytelling framework is used here:   

Every day I would shave with generic shaving cream.   

Until one day I noticed I had red bumps and ingrown hairs on my bikini area.    

Because of that I tried red bump remedies and creams, but they didn’t work.   

And because of that I messaged my Consultant and ordered Conditioning Shave Cream.   

Until finally, I didn’t have red bumps, razor burn, or ingrown hairs and my skin feels smooth.    

Focus on the Benefits, Not the Features

It’s important to understand the difference between a feature and a benefit. Your customers buy Pure Romance products for the benefits. A benefit is something that provides value. If they can imagine themselves using the product and experiencing its benefits, they are much more likely to purchase the product. To emphasize the benefits of a particular product, you can highlight the features of the product – features are simply distinctive qualities – and then describe the value that’s provided by those features. For example, our Conditioning Shave Cream features a gentle conditioning formula that helps prevent razor bumps thanks to soothing ingredients like jojoba seed oil. This helps your skin look sexy, smell delicious, and feel irresistibly soft leaving you more confident in your own skin (benefit).    

Activity:  

  • Write down three products you’d like to sell more often  
  • Under the first product, make a list of all the “features,” then create a separate list describing all of the “benefits”   
  • You can find the features of all products in the Products tab of your Online Office  
  • Review both lists and make sure none of the features are really benefits and vice versa 
  • Repeat this process with products two and three, listing the features and benefits  
  • Create a script! Write down words to say at a party to share the benefits of each product. Creating stories around the products will highlight the benefits and show how a customer can incorporate the product into her life  
  • Challenge yourself to use your new scripts at every party and share the benefits of each product with your customers 

Example: 

Product: The Adventurer  

Common Sales Practices 

It’s easy to talk your way out of a sale. It’s important to remember that silence is powerful. A helpful tip is that you should always listen more than you talk. 

  • Follow the 80/20 rule: listen 80% of the time and talk 20% of the time. 

Before jumping in to upgrade selling, experiential selling, or cross selling, consider asking these simple questions to boost your customer’s order! 

  • What other products are you excited about tonight?  
  • If you have a significant other, did they have any special requests?  
  • I offer one for $X, two for $X, or you can buy 3 and get one free. Which interests you?   
    • Use this question when selling products that come in a 6-pack. This allows you to give a little discount and get a higher sale!  
  • Are there any other products that you would be interested in learning more about?

Upgrade Selling 

Upgrade selling is simply recommending that a customer purchase a more expensive item in the same or similar category. Any time a higher-end version of a product is available, you want to make the recommendation. Higher-end products tend to have more features and last longer. The key to upgrade selling is identifying the added benefits that come from purchasing a more expensive product.    

Activity: 

  • Identify a common and higher-end version for each product category and think of the ways you can talk about the added benefits of the higher-end product as a result of its additional features.    
    • Bullet vibrator  
    • G-spot vibrator   
    • Dual-action vibrator   
  • Use upgrade selling with 10 or more people in the next 30 days

Example:   

  

Experiential and Cross Selling

Experiential Selling   

People often forget what was said but remember how it made them feel.

-Maya Angelou

Experiential selling is focused on giving your potential customers the ability to interact with products with their physical senses. The clear benefit of experiential selling is that it allows the potential customer to see, touch, feel, taste, or smell the product(s).   

Parties are the best time to utilize experiential selling! Be sure to bring your demo products with you so that all party members can experience the benefits of the products firsthand at an in-person party. For virtual parties, you can show the full-size products and bring the product to life with your storytelling skills as it can be difficult to understand how something smells or feels based on the catalog description.

Make sure to let your party guests know that you will be following up with them.   

Pro Tip: Fortune is in the follow-up so if you tell your customers you will follow up, make sure you hold yourself accountable.

Experiencing the product is also incredibly helpful when selling toys. Hearing or reading about multiple vibrating speeds or patterns or the shape of a toy is one thing, but feeling and seeing it is another. During these hands-on demos, you can provide helpful information like the benefits of the product, and what sets it apart from other products, and use this as an opportunity to tell a story.     

Cross-Selling   

Cross-selling is recommending complementary products that may enhance the customer’s overall experience. A great exercise to generate cross-selling ideas is to come up with 3 products that are related to any product you aim to sell. Check out these examples to start thinking about ways to incorporate cross-selling into your pitches.   

Example product: The Adventurer   

Related products to cross-sell:     

  • O – Vanilla Frosting   
  • Just Like Me – Original   
  • Toy Tote – Pink 
  • Cleansing Mist

Example product: Conditioning Shave Cream   

Related products to cross-sell:    

  • Refreshing Fragrance Mist   
  • Soothing Aftershave Mist   
  • Hydrating Body Oil   

These products enhance their bath time experience, giving them a full arsenal of Pure Romance Bath & Beauty products to enjoy.    

Learning to cross-sell will be instrumental in maximizing the possible sales at a party or event.  

Now that you’ve learned all about Sales Processes, it’s time to head over to Sales Techniques and learn how to put these processes into action!