PLEASANTRIES: Be cool, be human, ask them about their day and how they are. Don t dive right in but be relaxed.

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1 PLEASANTRIES: Be cool, be human, ask them about their day and how they are. Don t dive right in but be relaxed. AGENDA: 1. Goals - health and wellness goals; their concerns and/or their family 2. Company Name and basic products 3. Don t have to buy/ sets up there will be no high-pressure ending 4. Buying atmosphere- oils and products are for sale and can buy them today 5. What do you want to go over today? Using the Agenda works whether you are teaching a class or doing a one on one. Example 1- Text Script Agenda Today we are going to talk about doterra essential oils. First we will chat about your health goals so I don t bore you with information you don t care about, then we will go over the company history and some of the products. You don t have to buy anything if you do not want to, but if you do see something you like, you can order it today. What things do you want to make sure we go over today? Example 2- Text Script Agenda Let me share what we are going to go over today. First we will chat about your health goals or issues. Then I will share a little about the company and we will go over the most popular kits. My part will take about 30 minutes. You don t have to buy anything but if you see something you like, of course, I ll help you order it. I want to make sure to personalize our conversation today. So tell me what you would like to talk about and learn today? LEARNING ABOUT THEIR GOALS: What else do you want to make sure we cover today? I don t want to bore you with information you don t care about. So tell me some of your health goals. (health issues) (I want to make sure to personalize our conversation today. So tell me some of your health goals) (What are some everyday health issues that you would love to have a more natural solution for?) (I know that s a confusing question. Let me clarify, my bad. A lot of people like to use essential oils for emotions, to build immunity, or to solve everyday health problems like Colds, coughs do any of those come to mind?) What else? What else? What do you already know about doterra?

2 Example 2- Script Learning about their goals What things do you want to make sure we go over today? Great! We will make sure to go over all of those things. Catch me up, what are some of your health goals? Great, What else? Why do you feel now is a good time to move towards achieving those goals? I got it. So what do you already know about doterra? COMPANY STORY - This is an important part to the sales conversation as you will build credibility, help the potential customer identify him or herself as the potential target market, it will increase your own confidence from the beginning and it decreases risk for the customer. Remember this is NOT going to be about you and your story! This is 100% about your customer and their problems, needs and goals and how you and doterra can come alongside and help them! There are 6 steps to The Company Story. 1. Headline 1-2 sentence intro about doterra 2. A Transitional phrase - this grabs their attention Mom s Turn to us when (gear towards person or people speaking with and what s important to them.grandparents, health minded people etc.) 3. Issues address - MOST IMPORTANT PART OF COMPANY'S STORY lead with pain we remove the problem solve, needs or results achieve.. technically story about your target market Address to who your audience is or the greater part of your audience. You want your audience to be nodding their head and relating to what you are saying. 4. Offerings short and simple Brief overview -people care How we can solve their problems or results they will achieve

3 5. Differentia l -Explain why we are the best choice only Help them to Feel confident in the company talk about our company And why can trust our company 6. Explain refund policy and guarantee demonstrate conviction of quality. doterra really backs up their products! Example of Company Story- doterra is the largest essential oils distributors in the world. We work with families to use natural solutions for their everyday life. Moms turn to us when their current approach to health is not achieving the results it was supposed to, they are tired of using chemical concoctions for literally everything, they are confused by all of the natural options out there and they never have time to research it all, they want more energy to do the things they love without the side effects of stimulants, and they want to increase the overall quality of life for their family. doterra offers a full line of essential oil kits to support your family s health goals, whatever they are. doterra has raised the bar in the essential oils industry. There are no fillers, no artificial ingredients, and no dilution. The plants are grown in their ideal environments, and the oils go through five levels of testing to ensure purity and potency. This means that when you see the doterra label, you can be assured you will see the highest health benefits. doterra has several different kits to support many needs If you don t like it and return it within 30 days, you will get 100% product credit to try something else, or 90% returned back to your card Additional info- Some alternative suggestions can use when addressing issues in #3 they re frustrated and they don t want the side-effects of many medicines out there they want more energy without using stimulants they have always wanted natural solutions but are overwhelmed with all the research they would have to do to find the right one they re tired of the kids getting sick all the time they have health issues they have never been Able to solve and are open to something different they want to take more control over their own healthcare or solve middle of the night problems without having to wait for a doctor to help

4 Remember to make statements on what will be important to your audience doterra offers a range of kits to help any family with their health: They are tested for purity and potency, which will ensure you get the best results You can take most of the oils internally because of the quality the primary focus is quality over profit Mission is to bless others with the profits- helping hands organization Return Policy and Guarantee: doterra stands behind the quality so much that there is an awesome refund policy if you order the wrong thing or something doesn t quite work the way you want. I m here to help and ask a questions and continue to educate What are ESSENTIAL OILS & 3 WAYS TO USE ESSENTIAL OILS (see powerpoint for assistance) What are essential oils: Topical Aromatic Internally Essential Oil Safety Tips GOING OVER THE POPULAR OILS Use powerpoint if you would like or have oils/products available to show. Start with the end in mind pick two kits ahead of time that you will offer them. Keep it simple each kit you choose should have 10 products max. Talk about the oils/products that are in those kits. And you want 2 different price points. Don t overwhelm them- if you do you will have a no sale because they will want to think about it. There are 5 parts to this section- 1. Transition phrase. You use this to move to the next oil 2. State Name of oil 3. Use of oil You will start this sentence with You will use this for.

5 Use the this starting phrase to transition into tying it back to their goals that you found out at the beginning of the sales conversation. You always want to use the word YOU making it personal to them 4. Explain use and benefit for them and how it will help them specifically to address their goals and concerns- not what just some of its basic uses NOTE: Some oils may not line up with their goals. You may feel like you don t want to talk about this specific oil but you do. Acknowledge they may not use it every day then state how and when they would use it. Make sure you have a beneficial use for each oil and how it could help any potential customer in case they don t have a specific need you can connect it to personally. 5. Confirmation Question Your Goal to ask a confirmation question on each oil so they say yes or nod their head or you get a yes. This helps them to practice nodding their head for when you get to the section when you ask do they want to buy today. **Make sure on same page with each oil and talk about differences if they don t agree or understand then you should not have any surprise objections at the end Then r epeat with the other oils/products. You control the literature- if you are going to use literature only give them what you are talking about or they won t pay attention to you. (Just FYI it is not necessary to use tear pads by teaching this way). Scripting Example for Explaining Oils Now I am going to show you our most popular essential oils. The first oil is X Oil You are going to use this when your allergies act up And it will help you clear the congestion so you can breathe better and keep on with your life What do you think? The next oil is Y oil You might not use this one every single day But it is going to be the one you use when you are nauseous from a stomach bug or you eat and drink way too much and are having some regrets Helpful isn t it

6 Repeat until explain all 10 oils then say- Now I will show you our 2 most popular kits with these oils in them. NOTE: The Family Essentials Kit and the Home Essentials Kit are good ones to choose as they have about 10 products each and have the same oils- but also have a few differences price point, 5ml vs 15ml, beadlets or diffuser Oils in those kits are -Lemon, Lavender, Peppermint, OnGuard, Frankincense, Breathe, Digestzen, Deep Blue Melaluca and Oregano. If you are comfortable with selling try choosing larger kits. Or choose types of kits depending on each person and their needs. SALES ASSEMBLY LINE: The first is the FEK, it comes with the 10 oils I covered earlier, $150. The second is the HEK, it comes with the 10 oils, bigger bottles, and a diffuser. It s $275. If you were considering a kit, which would you prefer? CHOICE A: (They chose 1 of the 2 kits offered) Let me tell you about our first appointment special. I ll give you some FREE or some FREE to take home today. Which would you prefer? I wouldn t be doing my job if I didn t ask you this question, would you like to get this today and get the for free? CHOICE B: (They chose neither) Okay, No problem. Would this Intro kit for $35 with 3 popular oils work for you? The oils include LEMON, LAVENDER, and PEPPERMINT and would help you with. GET YOUR REFERRALS and/or ADD misc OILS to ORDER- At this point in the conversation, your customer is so excited about the solutions you taught them about and every single person you take through this conversation likely thought of multiple people they care about when talking about various oils. ASK them if you can help support them. Remember -Before writing your script, drop down into your heart and remember how much doterra has blessed your life and why you want to help others. Be clear in your thoughts of why you are asking for referrals. Be positive and have a good attitude about this portion of the conversation!

7 Depending on how the conversation goes, you will use the information to either call yourself or to set up a class with the person who gave you the referrals if they are interested in sharing/hosting. Referral Scripting Example 1 I would love to help anyone you know who would benefit learning about doterra and how it can support them with their health and wellness goals. Can you think of 3 to 5 people names and their phone numbers? Example 2 Most people are able to think of multiple people they think doterra could help. Are there people who came to mind today that I can reach out to to see if I can help them? I am scheduling 3 more appointments next week. Example 3 The next thing we want to do is fill out the paperwork. So the easiest way for me to do this is to use your driver's license and credit card. (for address/dob,and payment info) Before I do this there s one more thing. PAUSE THEIR NAME, How did you like the presentation? So here s where you can really help me out. I only meet with people that are people who are personally recommended to me so while I m filling out your order go ahead and jot down 5 people that you think who would truly benefit from learning about essential oils. Take time to practice so you are ready for this part of the conversation! ADDING OTHER OILS/PRODUCTS TO ORDER- If during the sales conversation you realize they have needs for other products that could support them in their health goals then you can suggest them at this point and add them on. Or you can Give them a catalog- While I m filling out your order if you see anything else you would like to add to your order we can add to your initial order if you want. Don t worry if they don t add anything on at this point because you will be setting up a wellness consult with them and you will be able to talk to them about setting up their account and getting additional products through LRP.

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