Training 08 - Closing the Sale
Setting up the Sale
Discussions with Your Customer
Conversations can begin in a variety of ways, conversations with people you know may begin more casually with an introduction about what you are doing in life.
Sample conversation starter with people you know outside of the store:
Hey, Guess what I’m doing these days…………...I got into the business because…..I find that so many people are confused about CBD….
Don’t rush to the sale, take 5-10 minutes to get to know your client, why they came, what they are hoping to gain. The few minutes you take in the early stages of the relationship will go a long way in developing a strong long-term relationship. You will know how to help your customer and your customer will know that you care.
Your intake process is like an initial meeting with a doctor, a lawyer or any other professional. You can’t help your client if you don’t know his or her concerns. Use the intake form.
Understand Why Your Customer Wants CBD
People want to buy and use CBD for very different reasons, selling to your customer is much easier when you are talking about the things that mean the most to him/her.
The best way to determine that is to ASK.
How did you hear about CBD?
Have you ever used CBD, what was your experience?
What are you hoping CBD can do for you?
What is more important, the feeling better or using natural products or both?
Conversationally probe to get the bottom of why they are here.
When you can determine what is important to your client, you can focus your presentation accordingly.
General Health – Like a good multi-vitamin, some people will want to take CBD daily for general health benefits. This is an ideal client to place on a monthly subscription.
Specific Problem - Many customers you will encounter will have health issues that they will want help with, such as sleep or pain.
Natural Products – Some will be drawn to CBD because it is all natural. An increasing number of people have become disillusioned by big pharma and want to explore natural and healthy alternatives.
Cannabis Advocates – People who use or have used cannabis are already inclined to use cannabis products are exploring CBD, because they already believe in it.
Trendy – All though this may seem like a silly reason to explore CBD, but many people are drawn to CBD because of the media attention it has recently received. Many celebrities have come out in favor of CBD and CBD is mentioned on news and TV programs. People want to see what the buzz is all about.
During your first meeting with a future client, as lots of questions, take the time to understand why your prospect is talking with you, what are their concerns and objectives.
Now is not the time to explain or educate, just gather information. The following questions should be asked in a conversational manner this is not an interrogation. If your store allows the space, sit down with your client.
Listen, Probe, Clarify & Understand what your prospect is saying.
Why are you thinking about CBD?
What are you hoping CBD will do for you?
What concerns do you have about CBD?
Are there particular health concerns that you would like to address with CBD?
How does this effect your daily routine?
Are there particular health concerns that your family or friend have that you would like to address CBD?
How does this effect their daily routine?
How long ago was it that you felt your best?
How do you prefer to take medicines, i.e. pills, balm, tincture?
What types of medicines are you now taking?
What health conditions do you currently have or suffer from?
Are there any other concerns that you have that we have not covered?
Do you know how and why CBD works?
Reiterate what your client just told you, confirm that you got it right.
Let your client tell you YES.
After you have your customers affirmative assertion, say:
“If I can address all your concerns and show you how CBD can work to alleviate your (issues discussed) and create a solid plan to move forward would you be willing to work with me for at least the next 3-6 months so that we can track and adjust your CBD dosing so you can get the full benefits of CBD to help resolve the concerns we just spoke about?”
Get a commitment!
Problem – Agitate – Solution
(Problem) So, what I understand, you are feeling pain in your knees. This pain makes it hard to sleep and when you wake up in the morning, the pain is there but gets works by mid-day. Since you do a lot of walking and standing in your job, you are in constant pain and are currently popping Advil all day.
(Agitate) It seems that if we don’t treat this, the pain will get worse and possibly keep you from effectively doing your job and keeping you awake at night and making it even harder to get through the day, is that right?
(Solution) OK, perhaps we can find a MioSantéUSA that will help ease the pain and we can monitor and adjust the dose as we check in in about 7-10 days. It will take a about 4-7 days to begin feeling the effects and I want to keep a journal of how you feel each day so we can see what adjustments if any we need to make. When we find the right dose for you and your knee pain is more manageable and comfortable, you will be able to get more sleep and find it easier to walk and stand at work.
Does this sound about right? Let your client again tell you YES.
Wouldn’t it be great to feel your best again?
Make Your Case
Explain who you are, the World Canna Health training you receive. Point out your framed Master Cannabinologer™ framed certificate on the wall.
Explain how MioSantéUSA products are made from premium USA grown hemp and manufactured in the USA.
Explain the medicine and science in the products.
If it is a balm or lotion, open the display jar, take some out and apply it to the client’s hand, elbow, etc. while you continue to talk. Ask, “doesn’t that feel good?”, the answer will most always be positive. Build on that positive feeling.
Walk the client to the first area that best represents the first concern and explain how it will work for them, Let’s assume it is Pain, show the products, select the products, make the recommendations. i.e.. “The MioSanté salve might be a great place for us to start”
Repeat for all the necessary products.
Determine the use/dose schedule.
Discuss and write down the baseline health issues. How do they feel now? In this example, if we are talking about pain, how do the feel in the morning, at midday in the evening? When is it worse?
You will use this information to see how they are doing in a week? In two weeks, etc.
The goal is to see that the product is working and that the dosing is being adjusted as needed.
Your walk-in customer will quickly transition to a regular client when they see that A- You care B- The products work and C-that you are there as they run out of the product.
Soon you will be able to put your client on a monthly product subscription.
Introduce your customer to new products, apply a lotion or balm while they are in the store. Make add on recommendations for beauty products. Give free gifts based on their purchase.
Fill out an intake form. Gather your client’s history and contact info.
I don’t want to use cannabis/Get High
It’s not science
I don’t want to get addicted
It’s not believable that CBD can ‘cure’ everything
The above questions are easily addressed by explaining the EndoCannabinoid System. Explain it. Practice explaining it.
Be short. Be simple. This is not a science class but cover all the points.
Hempseed Oil is less expensive on Amazon? It is not possible to extract cannabidiol from hempseed, currently. Flowers and leaves are where the cannabidiol comes from, although you can get a small portion from the stalk. Hempseed oil is NOT CBD
Wouldn’t it be great to feel your best again?
Ask, Ask and then Ask Some More
The more information that you have the better you can serve your customer. Take the time to really get to know you who are working with, what do they want, why do they want it and what will they need next.
This is your opportunity to anticipate future needs, needs of family, friends and pets, Yes! don’t forget the pets!
The more opportunity you have to assist your client with their friends and family the better for your business. When you know that your client’s neighbor suffers from tennis elbow, you can give a free sample and brochure and of course your business card for the neighbor with the understanding that they will report back on how effective it was for them. This makes your client a hero with the neighbor and gives you a potential new client, for the cost of one product.
Crave out time every week or more to follow up on clients from last week, via a call or email, see how they are doing. Create a reminder system that is easy for you, such as an online calendar or other automated system to remind you to follow up.
Adjust the dose as needed. Make it personal!
You can’t just open your doors and wait for people walk in. You must go get them!
Begin your wholesaling business by understanding who your customers will be. Great success can be achieved by being the distributor and getting your product on the shelves of local retailers, your job being that of keeping the shelves stocked.
There are many potential wholesale buyers in your area. Make a list of the following to start:
Health Food Stores
Boutique stores (clothes, makeup, medicines, gourmet foods, etc.)
Independent Corner Markets
You will add to this list as you go and expand your area.
Make a plan to personally visit, by waking in to meet the owner/manager. In larger metropolitan areas, it may be best to call ahead and make an appointment, but often times its a lot easier to just walk in. Be prepared with business cards and display cards. Bring along sample products.
Ask to speak with the store manager/owner. If he/she is not there or busy, schedule a time to return when they will be there and not busy.
Explain the product and enormous growth of CBD around the country.
Ask them what they know about the growth of CBD. Let speak. In most cases they will talk themselves into becoming a customer. Show the products. Have an open jar of salve, let the customer smell, take a small amount out with the sample spatula - popsicle sticks (buy from Amazon) and put on the managers wrist and let them rub it in and feel it.
Explain the retail price and the wholesale cost. Let the margins sink in.
In some cases, a business owner will be reluctant to place an order, in such instances you may decide to place a few products on consignment with a written agreement (ask for one). The cost with consignment should be $5-10 over the wholesale cost. When they sell out, they will be eager to buy more without the consignment. Do not leave more than two of each products and brochures.
For selected customers at hair/nail salons, chiropractic offices, etc., we can create a wall poster for them.
As you venture out on your sales calls, call us to discuss your strategy, lets work this together.