October 24, 2005 Boston Sales Extravaganza

2 Sales Extravaganza Table of Contents Contents 1.Module A- Enhanced Consultation 2.Module B- Objections 3.Enhanced EXT 4.Module C- Client Retention Strategies 5.Module D- Creating the Lifestyle, Upgrades

3 Sales Extravaganza Objectives  Increase sales volume to achieve monthly budgets  Hair Loss Experts: Enhanced EXT consultation- Value added service and products  Increase sales revenue to achieve monthly revenue targets. “It’s not a buy, until you apply.  Increase client retention from 35% to 10%: Transition to hair:: The 1 st 6 months Educating the client- What to say, when  Increase higher level programs: Upgrades/Identifying “at risk” clients To educate, motivate and inspire you to achieve NB1 and NB2 sales goals- volume and revenue

Sales- Module A NOWW Selling

5 Sales Extravaganza Background The Consultation  A consultation arrives and you follow all of the steps: Meet and Greet Video and Pictures Discovery and Questionnaire Presentation Price  You asked questions like: “How does your hair loss bother you? What are your goals and expectations for getting your hair back? Does your wife/husband support you? When do you want your hair back?”  You got to the template room, took the measurements, filled out the agreement, and the prospective member says: “I need to think about it.” “I am not doing anything today. This is a free consultation.” “I need to talk to my wife/husband.”  You try and overcome all of the objections and the person still leaves without getting started. Has this ever happened to you? You followed all of the steps, so what went wrong?

What is the most important part of the consultation? The close? The greeting? The presentation? The questions? The best price? The video scope analysis? What makes the client say “Yes” or “No”? Sales Extravaganza Background

7 Current ConsultationNOWW Consultation 1.Meet and Greet (video-optional) 2.Discovery 3.Video Scope Hair Analysis 4.Presentation 5.Styling Room 6.Enrollment and Close 7.Follow-up 1.Meet and Greet (video-optional) 2.Discovery 3.Video Scope Hair Analysis 4.Presentation 5.Styling Room 6.Enrollment and Close 7.Follow-up Our consultation focuses on the Presentation and Closing the sale vs. Asking the right series of questions to get a client to say “Yes” Now!

8 Sales Extravaganza NOWW Sales Strategy What is NOWW selling? 4 types of Questions N= Needs and Problems: Questions that determine client’s need for more hair O = Outcome/Goals: Questions that determine expectations. W= What if?: Questions that create the significance of hair loss- the “pain” of hair loss. W = Why Wonderful?: Questions that enable the client to tell you why he/she needs more hair now. Client creates his/her own urgency. Your job is to understand what matters most to a prospective member. What does he/she feel? You need to feel the problem like the client feels his/her hair loss. Asking the right types of questions at the right time to close the sale today

9 Consultation StepsSales Tools 1.Meet and Greet  Video (optional) 2.Discovery  Questionnaire  Pictures  Brochure 3. Video Scope Hair Analysis  Microscopic Video Analysis Form 4.Presentation  Video Scope  Pictures 5. Styling Room  Consultant Evaluation Form  Stylist  China Marker  Mirror 6. Enrollment and Close  New Member Folder  In-House Finance Sheet 7. Follow up  Follow-up Letters  Appointment Card Sales Extravaganza Sales Tools Good News! Steps of the consultation are the same! The only difference- It will now be easier for you to enroll a new client!

10 Sales Extravaganza Consultation -Discovery Let’s practice!Ask NOWW Questions Needs and Problems Questions Outcome and Goals Questions What if Questions Why Wonderful Questions

11 Sales Extravaganza Consultation -Discovery YOU: What is bothering you most about your hair right now? Needs and Problems? questions Don’t focus on the problem that you think is a problem. Example: He is fine with the crown, and only wants more hair in the front. Focus on his problems with the hair line. Expand on questions that lead to the real problems.

12 Sales Extravaganza Consultation -Discovery YOU: What are your goals and expectations for you? Outcome and Goals? questions Never assume! Listen to the person’s goals and expectations. This will help you direct the client into the appropriate hair loss solution.

13 What if? questions If you ask these types of questions too early, client may be too guarded to give you the real reasons. Sales Extravaganza Consultation -Discovery YOU: What concerns you the most about your hair loss?

14 Sales Extravaganza Consultation-Discovery YOU: Suppose you had more hair, how would this help your social life? Why Wonderful? questions If you ask these types of questions too early, you may be perceived as too pushy and assumptive.

Sales- Module B Objections

16 ObjectionSolutions “I want to think about it.” “I didn’t bring any money.” “My credit is bad.” “I need to talk to my wife/husband/significant other.” “Can I see it?” Sales Extravaganza Objections

Case Studies

18 Sales Extravaganza Case Studies Bob’s Background : “I am a 38 year old male with significant hair loss (Norwood 7). I have been losing my hair since I was 21. I have been working in a factory for 15 years. I live in the suburbs with my wife and 2 kids.” “I don’t like the way my hair looks, so I keep in short. I saw your commercial on TV and thought I should come in for information.” “My wife has known me for 25 years and doesn’t care how I look. She thinks I should just shave my head.” “I need to talk to my wife about this.”

19 Sales Extravaganza Case Studies Bob Task: Create the urgency of the problem and overcome the objection

20 Sales Extravaganza Case Studies Ginger’s Background : “I am a 56 year old woman with extremely thin hair. My hair has been getting thinner over the past 5 years and I am so depressed. I bought a wig for $200 and wear it when I go out of the house. I don’t like wearing a wig and would like to have my own growing hair. ” “My kids are all grown and I am a retired school teacher on a fixed income.” “I need to think about this. I don’t have the money.”

21 Sales Extravaganza Case Studies Ginger Task: Create the urgency of the problem and overcome the objection.

Enhanced EXT