Three-Way Calls and Presentations The A-B-C s of Success ©
By Jeffrey A. Babener
Excerpted from Network Marketing: What You Should Know, Jeffrey Babener, Legaline Publications
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The ABC Game Plan
In a nutshell, here's how Nakashima describes the ABC method:
"The ABC method is based on the principles of A = Knowledge, B = Caring and C = Trust. The C position is that of the customer and the B position is that of the person introducing the product to C. The C has a degree of trust for B or the appointment would have never been set. Based on this trust, the C assumes that the B has something of worth to share with them. The B position is that of a friend or a close associate. The B is someone that has proven his trust to C and is someone that has a feeling of caring for C. This feeling of caring will come through doing the sales presentation. The A position is that of the experienced distributor. The A should be someone that knows the product (or the marketing plan) well and knows the mechanics of his or her position in the sales call. The A's sole responsibility is to give the best presentation of the product possible and to answer any questions that C may have. The A should never pressure C to buy the product, any closing efforts should be done by B, and A should only assist in response to any questions. It is also important to remember not to overwhelm the B with too many subjects such as marketing plans. While it is okay to mention that there is an additional opportunity beyond just using the product, any discussion of the marketing opportunity should be held for another day using the same ABC method at that time."
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