Barbie Bassett, Diamond Executive
Barbie Bassett is a meteorologist and traffic reporter for the NBC affiliate in Jackson, Mississippi, and a homeschool mom of three teenagers. She owns an online clothing boutique and runs a successful ASEA business. Barbie was recently a We Are ASEA guest speaker, and shared ideas on how to stop worrying about what to say and how to say it. Read on for her tips on asking questions, getting responses, and seeing your prospects through to the signup.
If you want people to be interested in ASEA, you have to be interested in them! Ask questions that lead to introspective responses. Find out about them, their goals, their dreams, and their plans for the future. Ask questions like:
- Do you enjoy your job?
- Is this what you always thought that you would be doing?
- If there’s one thing you could change about your current situation, what would that one thing be?
- What is the one thing missing from your life?
- If money were no object, where would you live? Where would you go? Where would you take the kids? Where would you take the grandkids? What would you buy?
Listen to their responses to every single one of these questions! People love to talk about themselves, and if they are talking you are closing. But if you’re doing all the talking, then you’re not closing. So listen to what they have to say, and then repeat back to them what they just told you.
What I hear you saying is:
- you enjoy your job; you enjoy your career, but there are some things you feel like you’re missing out on.
- you’re fulfilled in your career, but you feel like there’s more out there. Am I understanding that correctly?
- you’re not happy with your current situation, but you’re open to other opportunities.
- you’re not completely satisfied with the way things are going in your life, and you’ve had enough.
Am I hearing that the right way?
If you are concerned for people, they appreciate that a whole lot more than you trying to sell them on something. You see, so often people in this industry have a tendency to talk so much that they end up talking the other person out of even trying the products!
CALL IN THE CAVALRY
Did you know that you can be on the phone with someone and switch on the fly to a three-way call? You can be talking to them, and suddenly say, “Hold on. I’ve got a great idea.” Then you simply put them on hold, key an ASEA friend’s phone number, and say, “Hey, look I’ve got someone on the phone, and I need some three-way validation.”
And that other person is going to say, “Absolutely! Put them on the phone with me.” And then you connect all three of you, and you say, “Hey, I’ve got my friend on the phone, and they’ve been using these products longer than I have,” and you go from there.
It’s not that what you’re saying is wrong. It’s that sometimes it’s easier for that person that you’re talking to to hear from somebody else. It reinforces what you’re saying.
WALK THEM THROUGH THE WEB
Never send people to your website alone! So many times I have found that if you just send somebody to your website, sometimes they press the wrong key, and they meant to enroll as an associate but they ended up enrolling as a preferred customer, and then we have to go back and kind of unwind that.
If you stay with them, not only will it go right, but it will duplicate. When they later enroll somebody, they are more likely to be with that person, helping them, just like you did. It’s the same when they’re ordering products. I’ll walk through them through every single step.
Remember, you can’t say the wrong thing to the right person! Just ask the questions, listen, get third-party validation, and always walk them through the signup. Here’s to conquering the close and getting the results that you want!