1. Selling yourself. It is important that the first thing you sell when you get in front of a prospect is yourself

2. Use your self-image to propel yourself. A positive self-image will shine through every time, and help you close any prospect you are speaking to.

3. Believe in your product 100%. Be sold on it before you sell someone else.

4. Testimonials, articles on a product will also help sell.

5. Enthusiasm – 50% of the sale. Any person with a great deal of enthusiasm can get half way to the close, by simply bringing that in the door with them.

6. Be prepared. Know everything there is to know about your product. Be able to answer questions and look professional.

7. Visualize seeing success, knowing it will happen.

8. You have to practice the sale; practice will make you a great salesperson.Selling is a science so you have to test to find what works. Then the sales become easy.

9. Make your prospects feel important. Let them know that you care about their life, talk with them about it. Listen well, it will help you close the deal, and you will keep a customer for life.

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The first thing you have to know about sales is that a person doesn’t buy a product.

They buy you. Think of a time you purchased something and the salesperson was great,

they really understood what you needed, they paid attention to you, they looked good and

they were knowledgeable. Have you ever walked into a store to buy something and

walked out because of the treatment you received? Perhaps you didn’t buy a product

solely because of the salesperson, and it may have even been something you wanted.

You have to sell yourself. When I say, “sell yourself”, I mean, you must look

professional. Start with your grooming, your nails, your hair, your clothing and your

shoes. You want to look as if you know what you’re talking about, and that you present

something of great value. This will make your prospect feel comfortable. Now if you

came in thongs and shorts that would make them feel very uncomfortable, unless you’re

at the beach and then they may still be skeptical. Always keep your grooming in mind.

You also want to make sure that you are prepared. Have a professional presentation.

People want you to be prepared, and not waste their time. When you go out to sell

someone have your material ready. Give yourself enough time to learn what you need to

know, and how to find it again if you need to refer back to some particular detail.

It is okay if you don’t know every single answer, but do take the time to learn the basics.

If you’re new it can be to your advantage to let somebody know, “Look I’m brand new,

I don’t have everything just yet, but I will make sure to do a great job for you.

If there is anything I don’t know I’ll make a quick call and find out.

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If you can, it may help to take someone with you who is more knowledgeable, to help

maintain your professionalism. At least this way, if you are new to selling Napp, you can

still appear professional and it will look as if you have brought someone along with you

to help field questions. Ask people who have been selling Napp, what kind of questions

come up frequently, and from there, prepare as best you can. Even if you’re a seasoned

salesperson, and have been around for a while, know your material back and forth, it will

never fail in helping you close the sale. People feel comfortable when you have an

immediate answer for them.

Possessing a positive self-image and being prepared, as both are inextricably linked, will

help you every time in closing a sale. If you are confident that you’re a competent

person, your confidence increases. People are drawn to confidence. Just think about

when you were dating. Remember the guy or the girl that was shy and really had no

self-confidence? Were you drawn to that person or were you drawn to the person who

was very confident, friendly and helpful? Confidence is what we are drawn too, and you

want to have that in yourself.

You need to believe in your product 100%. It is easier for you to maintain a good

self-image if you know what you’re doing, is helping people. When you walk in the door

you feel good about what you’re doing, this helps build your self-image. The way to

have and develop more confidence is to know your product well, be able to help

prospects’ with any questions they have, and to let them know that you really understand

their needs. This is part of the art in selling yourself, in fact, a big part.

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If a guy walks in to sell you and it looks to you like he’s just waiting to get his hands on

your cash, he’s not going to sell himself to you. He may know his product perfectly, he

may know all about the history of the company, but if he looks like he’s just waiting for

you to reach in your pocket and hand your cash over, he’ll never sell you.

His insincerity will come through every time in a sale.

It is easy with Napp to show sincerity because people really need this service, and it has a

great value. Keep in mind when you walk in the door to meet a prospect, that you are

bringing them a product they not only want, but one also, which they absolutely need.

If your prospect has a family of four and anyone in that household, gets sick or injured in

any way, it will cost them a great deal of money. Napp is a great solution, it can possibly

solve the entire problem, or if not, it can certainly help to dramatically ease the blow.

Be sold on your product before you sell anyone else. For example, let’s say you want to

buy a car and decide on Honda. You walk in the door to the showroom and the

salesperson sitting down to sell you has a Mercedes sitting right outside. Well, obviously

he doesn’t really believe in Honda. You may be correct in assuming his belief is,

“I don’t drive one myself, but it’s good enough for you though”. You would feel a lot

better if he owned a Honda, he believed in Honda and you saw his family driving Honda

too. You have to be sold on your own product.

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Enthusiasm is 50% of your sale. You can tell when someone loves the product they’re

selling. They really believe in it and it comes out always, in what they say. I’ve talked

about believing in your product and believing in yourself. All of this helps in building

your enthusiasm. You may not even know what someone is selling or even what they’re

talking about but you can bet if they’re excited about it, you’ll become excited about it

also.

You need to have enthusiasm. If you hear, “Well it really is a good product and it really

will help your family”, that is not going to do much for you. However, if you hear the

following you will be affected quite differently. “You know what, this is a great product

and it has helped so many families. I can’t wait to get up each morning to tell people

about this because there are so many people I can help. I love this thing, you know it has

an accident benefit. I know a guy whose kid broke his arm two days after he became a

member and he could barely pay to sign up, but you know what, he covered his kid, who

incurred $1500 in emergency fees. He was so thrilled, he couldn’t thank me enough. He

told everybody about it. I feel good every time I hear a story like that”.

If you have that enthusiasm, it’s contagious. You absolutely have to enter a sale with

enthusiasm and believe in your product. You’ve got to have it, you’ll really increase your

selling ratio.

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It is important that you work to get testimonials after you have made a sale and the

customer has experienced the product. If you’re just starting out, it doesn’t even have to

be a testimonial of someone you personally sold. Use testimonials acquired by other

people who are already working in the company. Get letters, get copies of letters, show

them to people, believe me; it will help sell your product.

Just look at the television, you’ll see entire infomercials full of testimonials. People like

to see other people who believe in a product, people who are like them. They are looking

for themselves in these testimonies. So do put some testimonials together, maybe 5 or

10, and show them to every prospect you sit down with. If they’re your letters, share the

experience, or if they belong to someone else, find out what the story is behind them, tell

that too. The more you sell, the more testimonials you’ll have in your arsenal.

Sometimes you may have to write the testimonial letter for the person because they may

not have time to do it themselves. Just ask them, “I know you’re busy. Would it be okay

if I wrote a letter and you take a look at it, making any changes you like and then approve

and sign it? That would be great.” This is a great way to get testimonial letters.

What I like for people to do, which really helps with improving their self-image and

helping them close more sales, is to understand that you are not selling just a product.

When you’re selling Napp you’re selling something that will allow your prospect to

create a positive change in their life.

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I can’t emphasize enough the need for preparation. In regard to this, visualization is such

an important tool to use. Seeing success and knowing it will happen allows you to make

something work. It is important that you visualize seeing yourself closing every sale

you’re working on, whether you’re selling a membership or signing up a representative.

Take the time to visualize going through your entire presentation. You need to see

yourself having success with that person before you ever talk with them, right down to

seeing the prospect signing and giving you their check. See everything being completed,

and see everything as having a positive outcome. See it, know it, and feel it. It will

happen. Do this each and every time you sell. It will make you feel great, increase your

confidence and ensure you close more deals than you ever have before.

When you are visualizing it is important to create great detail. The detail in which you

see your success will allow the picture to become real for you. If your picture is too

vague and you just see yourself casually going through the process, your pictures won’t

be clear. The pictures do not become real to your sub-conscious. In order for your

success to be real in your sub-conscious mind, your pictures have to be very detailed.

Think about the times you were successful doing something you may never have been

successful at doing before. The moment you knew it was going to happen, the moment

you felt that, and saw it, guess what, it happened.

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The more detail you put into your pictures, the easier it is to visualize your success and

the easier it to will be, to close your sale. The feeling you get, knowing you’re going to

close the deal will make it happen.

A quick example. Think about driving in a brand new Mercedes. Now there is very little

detail in this picture. So let’s make some. Imagine driving in a brand new, shiny black

Mercedes. This car has a black leather interior, thick carpet on the floors, tinted

windows, wood on the steering wheel. The dash is lit up, you can see all the gages and

you can hear the engine humming. You can see yourself driving down the street that you

live on, pulling into your driveway, or into your parking spot. You can see the sun

glistening off the top of that car, you can see your hand on the wheel and feel the seat.

You know how leather feels, you can smell it. Now, you are beginning to create a more

detailed picture. You should always strive to see any Napp sale you make in as detailed a

picture.

When I told you about the car in the first instance, you went “Ah, maybe”, but after we

give the picture more detail, the difference you’ve created helps you to focus and achieve

more. You want to do the same thing with a Napp sale. See your prospect sitting in front

of you, see yourself making the presentation, see each part of it, the accident benefit, the

air ambulance, the dental, the medical, chiropractic, the vision.

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You want to go over each and every part. See the presentation being done.

Then you want to see yourself asking for the person to become a member or to sign on as

a QIMR. You want to see them saying “Yes.” See the paperwork being signed, see

yourself receiving the check and then see yourself walking out the door.

You want to see all of this.

Practice your sales presentation. Now what I mean by this, is to literally sit down with

someone and practice selling. Once you gain confidence, then go out and do the real

thing. Selling is a science. If you are just starting to sell Napp you have to understand

something, it will take you time to find out what works and what doesn’t work. Once you

identify what works for you and what kind of prospect you’re dealing with, then the sales

become easy. You will talk to many people about this business and you will quickly

begin to narrow down what really works for you.

You do learn more about developing the science of your own sale. Once you have gone

through the sale with so many people, it becomes easier for you to sit down and close

each new prospect. When you know what you need to do, you have all your materials

together, you know what you need to wear, you know what kind of questions may be

asked and you learn what kind of people ask certain questions, things get easier. As you

sell more, you become more proficient and professional in doing so.

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It is always necessary to make your prospects feel important. They need to feel that you

are interested in what they’re doing. Let them know that you care about their life. Talk

with them about their life, talk with them about their family, and listen. Really listen to

them. You’ll close more sales than you could ever have imagined and you’ll also gain in

the extra benefits of having, and developing loyal customers. Who knows, maybe you’ll

even make a new friend or two?

I would like now to talk about listening skills. It is important that you listen. To help get

a person to the point where they can make an informed decision, you need to spend 80%

of your time listening.

If you work on the principal of 80/20, 80% listening and 20% talking you will get more

sales. Ask key questions. Your key questions are designed to get your prospect to talk

with you. Know the questions to ask. Ask about the prospects’ family and what their

needs are? Find out what they think Napp can do for them?

It is necessary that you understand people don’t buy a product or service, they buy the

benefits the product or service provides. With Napp, your prospects are not buying

medical discounts, what they are buying is the money it will save them. They’re not

buying accidental injury, what they’re buying is protection for their family.

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People want to know what Napp will do for them. Prescription drugs can cost hundreds

of dollars. People are not buying a prescription card, they’re buying the benefits of

having that prescription card, knowing they can save money when they walk in the door.

It is important for your prospect to know they can now buy drugs that possibly they

couldn’t afford before or in the very least, they can drastically reduce the purchase cost of

these drugs. Maybe now they can even get the name brand drug instead of the generic

one.

What does having Napp mean to your prospect? Just knowing if their child falls and they

can run to the emergency room and have some kind of coverage, is a big deal. Knowing

with only a $100 co-pay you’re covered up to $2000 in the event of an accident provides

comfort. When you’re running to the emergency room wondering how much it’s going to

cost, “maybe the bill could be in the thousands of dollars and I don’t have any insurance”,

is a terrible feeling.

You want to focus on the benefits of having this membership. Remember if you ask the

questions, your prospect will tell you the benefits they’re looking for. Only at that point

do you begin to talk. You begin to go over what I call WIFM. “What’s in it for me.”

The radio station most of us listen too. The moment they know, what’s in it for them, that

your service is more valuable than their dollars, is the moment they say “yes” and sign on

the dotted line.

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Something all salespeople are interested in learning more about is how to get to the close.

Again when you’re sitting down with a prospect you’ll have your grooming together,

you’ll be confident and enthusiastic and have all the right things in place. Talk with

them, get them to talk, listen to them 80% of the time and talk only 20% of the time.

Now, all this will help get a person to buy your product. However, you need to add to

your repertoire, the “asking for the money” skill, otherwise you’ll never close anybody.

Ask your prospect to sign up. Ask them to do it. The way I suggest you do this is to

assume the close. After the presentation is complete, simply slide the contracts in front of

them and say, “this is how you start.” Have them begin to fill out their details and get

their check ready. Let them know they’ve just signed up.

Asking for money and assuming the close is one of the toughest things for salespeople to

do. You want to start your assumption of the close at the very beginning of the

presentation and continue on the idea that you will close the person throughout your

entire presentation.

When I say assume the close from the beginning, what I mean, is to start to make

statements that assume the person is going to buy. For example you can say, “you’ll see

just how good Napp is when you first use it. With your first visit you’ll find out how

great the discounts actually are”, or “When you go for your next dental exam you’ll be

pleasantly surprised with your discount.”

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There are also other ways to help you close the sale and get the money. You can ask,

“Is it better for you to be billed at the beginning or end of the month, on the first or the

30th. How about, “Do you want to handle this by credit card or by check”? With this

question, you’re not giving your prospect a chance to say, “I don’t want it”. In fact,

you’re making your close easier because you’re asking your prospect instead, when they

will commit to payment.

If you continue to get your prospect to agree with you and they keep making choices that

will lead them to the final purchase, it will help make your close infinitely easier.

They will become accustomed to telling you “Yes” ” or, “I like that” throughout the

presentation. They may ask you, “How long will my children be covered”? or

“What age will it cover them up until”? You can reply, “Your kids will be covered up to

age 25. How old is your child?” And they’ll tell you. You will say, “Oh well, he’s going

to be covered with you for many years. If he’s 15 now, you’ll have 10 more years and

he’ll be covered as long as he’s in school”.

You want to talk with your prospects as if they’re already members. It is very much like

a person buying a car. Once the salesperson sits them in the drivers’ seat and they feel the

wheel in their hands, they feel the seat; it’s their car. A good salesperson will say, “Where

do you drive too? Do you drive to work every day or are you in school? Well this is it.

This is your car. Will it be okay to park it where you normally park? It won’t get

scratched will it”?

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You see the salesperson is putting his prospect in the driving seat, he’s making them own

it, at that moment. You want to do the same thing with your Napp prospects. Have

people own their membership. Throughout your presentation while you’re assuming the

close, constantly have them own it. Tell them, “As a member of Napp you’re going to get

these benefits. This is yours”. When you talk with prospects always give examples. You

can say, “Where do you normally buy your prescription drugs”? When they answer, tell

them, “Now, when you walk in and hand them your Napp card, you’ll get this discount”.

Have them own the product.

You will, encounter objections on occasion. You may only encounter one or you may

encounter multiple objections, depending on how well you did your presentation and the

person you’re selling too. Objections to me are a sign of interest on the behalf of your

prospect.

If your prospect objects to the cost, or the lack of something in a product, it means they

have a true interest. At this point you need to really listen to find out exactly where it is

they are going. What’s their real objection? I want to give you a couple of examples.

You might get an objection where your prospect will say, “Well, it just doesn’t seem like

this has that great a value”. Really, I would say they’re challenging you to prove that

your product provides an excellent value for their money.

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Another type of objection you may get is, “I don’t think the product is right for me, it

doesn’t seem to be quite enough coverage.” I think again, your prospect wants you to

prove that Napp really does fit their lifestyle and that it will be useful to them.

Another objection you may get, “I’ve never heard of the company?” To me, that means

your prospect really wants to buy but they want to know the company is reliable and they

can trust in it. A frequent objection you may hear is, “It’s just too expensive”. With our

product, that’s really quite ridiculous but again, I believe your prospect’s underlying

request here is, they want to be convinced that Napp is really something they will need.

If you don’t convince them, they won’t buy.

Another type of objection you may encounter is your prospect wants to ‘shop around to

see what else is out there’. This is very simple to refute. Now, you’ve told them

everything you can about the product and they say, “Well okay that’s great but I’d still

like to shop around”. At that point you haven’t sold them, just yet. Keep selling them.

Your job is to convince them to buy now otherwise they’ll walk.

Get to know your competition, it is a great way to overcome the objections of prospects’

wanting to ‘shop around’. Find out who your competition is. Check with ‘The Better

Business Bureau’ to see if there are any complaints against them. Take those complaints

with you and hand them to your prospect to read. Tell them, “Hey listen, I know you

want to shop around. I keep abreast of our competition. Here is some information I have

gathered on some of our biggest competitors”.

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You really do want to be aware of who’s out there, what they have and what the value of

their product is, so you can address the ‘shopping around’ objection, there and then.

You’ll be surprised at what handing a package of information to your prospect can do.

When you hand the information to your prospect, take a trip to the bathroom and come

back. Take a look at the difference in how their face looks.

Now, your prospect may or may not know what other competition is out there but if

they’re truly shopping, and that is truly their objection, you’re going to see quite a

difference in them, simply by handing them researched information.

You can, handle and overcome the objection of your prospect ‘wanting to shop around’.

The idea is for you to get them to know the value they’ll for their money. So don’t allow

it to affect you in closing the sale. No other competition can touch Napp; they offer the

best product in the right price range.

The moment your prospect should get the most excited about your product is at the end of

you giving a full presentation. When you’ve given a great presentation and there are still

a number of objections that have been raised, the thing to do next is to address these very

clearly. Provide answers for your prospect. However, also be aware of something else.

Frequently people will object to things but a lot of the time they’re covering something

up.

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Sometimes your prospect won’t buy something from you simply because they don’t have

money to pay right now. This is very common but you’ll find most people won’t tell you

that. Now, if you can uncover what the real objection is, and sometimes it’s difficult, then

you can address it directly.

Your prospect may not have the money today and they’re afraid to say so. If that be the

case, there are a number of things you can do, if you find out that it’s truly the reason.

You can get a postdated check or you can offer, “Don’t worry, we won’t cash your check

until the date you give us”. You can mention they can pay on their credit card and they

won’t have to foot any bills until next month.

You can also offer your prospect an alternative plan. Napp has plans ranging from

$12.95 to $34.95. Use this as your last alternative if they simply cannot afford to

purchase the regular plan at $34.95.

There are a number of things you can do if you know what the real objection is.

Your prospect may want to buy from someone else they know who sells the product.

As I’ve said, you need to uncover what the real objection is, to cut down on your time

and to be able to address the real problem.

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How do you know when a person is covering up a real objection? One of things you’ll

find that will frequently happen is a prospect will have an objection in one area. For

instance they may say, “Well I don’t have enough money”. Then they jump to something

totally different, such as, “Well, I don’t think there will be enough dentists in my area”, or

“I want to use my own dentist”. Then they may jump to something like, “Well I’d like to

know which hospitals are covered?” You get the idea. Your clue is generally all their

objections are unrelated.

Your prospect may still be unresponsive after you’ve gone through a number of

objections. Question them further or you can simply say, “Deep down inside I just feel

there is something else you’re not sharing with me, that might be holding you back?

What is it”? They’ll probably respond, “No, it really is nothing”. You can say,

“Come on really, is that all it is?” A lot of times your prospect will pop out and say,

“Well to tell you the truth, it really is …”

You want to know that you’re really addressing the true objection a person may have

because at that point, you can start to solve the problem and get to the close. Another

way of determining the fact that a prospect may be covering something up is they’ll come

up with an objection which you can give a solid answer to. They really can’t dispute it

but they nevertheless, come up with something else. Back to back to back to back.

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One of the most common objections you will handle is price. Now, I’m not talking about

the prospect that doesn’t have the money to pay today but instead, I am addressing more

perhaps, prospects’ overall belief of, “I just can’t afford to add this to my bills”.

A good way to break down whether your prospect can afford Napp is to figure out how

much it will cost them on a daily basis.

In addition to calculating how much it will cost your prospect to have Napp per day,

ask how many people they have in their family? Let’s say you’re dealing with 4 people

in the family. Their cost will be $34.95 per month. At $34.95 per month, you’re looking

at $1.16 per day for the membership. You can break this down further to .29c a day,

per person when you have 4 members in the family.

You can say to your prospect, “You mean to tell me the 4 members of your family are not

worth .29c a piece?” Or better yet, “I understand it’s tight but you’re only paying .29c a

day for each family member. Surely you can you afford that? Just think only .29c per

family member, per day, and that’s it. Your family will now have coverage”.

Now you have a new customer, you were able to close them, they’re happy with their

purchase and everything has gone well, just as you saw it in your mind’s eye. There is

however, one other step you need to take. Sometimes people make a purchase and they

get what we call, ‘buyers’ remorse’. Usually this occurs the day after a purchase is made

and they begin to think, “I don’t know, maybe something is wrong with this, I could have

a problem at a doctors’ office or with any part of the program”.

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In our business we’re paid years and years on our people’s membership. In order to

prevent cancellations, and in our business that can happen, you as their salesperson, need

to let your customer know that you’re there for them. If they experience any problems

whatsoever with the company, they need to know you’re the person they have to contact.

Let your customer know that along with buying their membership to Napp, they’ve also

bought you. If they experience a problem and cannot get satisfaction from somebody at

the company, assure them they may call you. Act on their behalf and sort the matter out

in a timely fashion. I would suggest you do this with each and every member you sign

up. This will ensure that very few cancellations actually occur.

After your customer has been signed on with Napp for a year it is unlikely they will

cancel, as generally they will have had an opportunity to use their membership. When

you sell a new customer, wait one day and call them. Also write a little note and mail it

to them, it should get there two days’ later. Thank them personally and also tell your

customer they’ve made a great decision in protecting their family.

You really want to reinforce this message. It will do two things for you. By taking the

time to make a phone call and by taking the time to send a letter, people don’t feel you’re

there to get their money and run. They know you’re there for them and it makes them

feel comfortable about their purchase. So when their friends say, “ I know this is cheaper

some place else”, they’re going to think, “You know what, I bought this from so and so

and I really trust them. I’m not just switching, I feel comfortable.

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You want to create loyalty and cement that message in your customer’s mind. In

addition, it will also give you the opportunity to head of any major problems, which

could make a person quit their membership. Usually if there is any problem with the

Napp program it will be within the first few months. There may be some mistake about

how the program is being used or it could be that a doctor said something wrong.

You have to realize that frequently our members will walk into a doctor’s office and the

doctor won’t even know he is part of Napp’s network. It is very possible they’ve never

dealt with a Napp member as we have such a huge network. Often the doctor’s office

won’t know how Napp is aligned with them until they call the company to verify the

benefits.

That is something else you want to do. You want to let your members know that they

have to walk into the office and have the office first verify the benefits. All of this will

help you to eliminate problems in the sale, but after, should they occur, letting your

customer know you’re there for them, gives you the chance to salvage that person and

their membership. It is very important you provide education and information for your

customer.

Some of the more successful companies I know of even go so far as to have the president

of the company call to thank the customer, if the salesperson sells a large ticket item.

It will only be a 30-second call but those people will probably be loyal to that company

for life and to you as well.

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This whole series of steps which you can take during the sale, are very important in

getting a prospect to the point where they will say ‘yes’ and also to the point, where

they’ll want to stay with you. Remember, with Napp, you’re going to get paid on the

same member for years and years. You need to make a solid membership sale that will

stick with you for the long term.

These steps that have been presented to you will help ensure you do a better job in each

sale. I want to thank you for purchasing this material and wish you all the luck in your

Napp business.

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For information relating to this product and additional information on other available products please contact Dwight James at the following address.

The Zeal Group4212 E. Los Angeles Ave. Ste 3161 Simi Valley CA 93065Email: zealgroup@mac.com

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