VIP CHANGED MY LIFE

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• WHILST OBSERVING SALES DID THEY DEMONSTRATE USING THE TECHNIQUES FROM "HOW VIP CHANGED MY LIFE ?<br>

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• ARE THEY DELIVERING A WARM WELCOME?<br> ( smile, eye contact, body language, People like to hear good things about themselves: stroke their egos! eg I like your shoes! Where'd you get it?, Have you been shopping today?, Are you working today? / Ask How are you? / Walk around the displays with them as you’re talking – or better yet invite them to take a seat with you at the customer seating area!)<br><br>

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• DO THEY UNDERSTAND HOW TO DISCOVER OUR CUSTOMERS USING GREAT CONVERSATIONS?<br>Are they asking questions to discover our customers using Head & Heart Questions?<br>Examples:<br>Head ( open questions) : How much do you want to spend?, Why do you want to quit smoking?, Do you know anyone who else wants to quit?<br>Heart ( provokes an emotional response) : How much would you love to save?, What would make you happy about quitting smoking?, Who would you love to join you in changing your life ( other family members) ?, How do you feel about quitting smoking?,,You already vape, What do you love about it?

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• PIE OF LIFE & GREAT CONVERSATIONS - CAN THEY EXPLAIN WHAT THIS MEANS?<br> (eg What drives someone? What do they love to do? Working out someone's Pie of Life is your opportunity to really understand what makes someone tick, Remember! People like people who are like them, or people they admire, is it Health, Finance, Family, Holiday, Romance, Career?) <br>

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• ARE THEY USING THE DISCOVERY PAD EFFECTIVELY?<br>HOW CAN I HELP YOU? : How are we going to change their lives?, What does the customer really want? <br>WHAT IS YOUR END GOAL? : What does the customer want to achieve?, Encourage a loved one?, Fighting fit?, Save Money?<br>WHAT MADE YOU VISIT US TODAY? : A loved one that wants them to quit smoking?, Do they want to save for a once in a lifetime experience?, Are they supporting a family member in their journey?<br>

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• DO THEY KNOW HOW TO EXPLAIN WHO VIP IS AND WHAT WE STAND FOR?<br>VIP have been vaping experts since 2009, We are Nationwide , online and part of BAT, Products tested before it reaching store for customer safety, All of our team are fully trained to give you the best service and experience and find the right product to suit your needs.<br><br><br>

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• DID THEY DELIVER A GOOD DEMO AND PITCH?<br>ie deliver a demo using positive words & phrases such as “it’s good, right?” and “satisfying”, “enjoyable” etc, get the customer to try it, explain the features and benefits.<br>Does it suit the customer needs: “You said you work in a business environment a lot of the time – this kit is going to be nice and discreet when you need it to be; slips into your jacket pocket and no one will know it’s there! <br>“You’re going to love this kit; you said you travel loads, so the larger battery will keep you going while you’re out and about!”<br><br>

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• DID THEY EXECUTE "PROPOSE AND COMMIT" WELL?<br>– How would you feel if we got you set up today?<br>- Start big, work small – Add all the extras, have a big bundle then remove items to bring down the price<br>- Assumptive – “is that cash or card?” “sounds good?” “shall I help you set it up?”<br>- Option A or B: don’t give too many options!<br>- Customers Needs: Remember your rapport building, bring it back to what the customer wants and needs<br>

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• DID THEY EXPLAIN THE AFTERCARE?<br>Battery operation, how to fill tank, prime coil, maintenance - how to look after it, warranty period , how to charge - how long/safety plug.

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• CAN THEY DEMONSTRATE HOW TO DEAL WITH OBJECTION HANDLING?<br>Don’t be afraid to ask why: use questions such as “did I miss something?” or “what’s stopping you from changing your life today?”<br>FEEL FELT FOUND, (empathize, reassure, statement)                                  <br>“ I understand how you FEEL, all of our customers FELT the same way, but what they FOUND is”   <br>Pre-empt – deal with the objection before it happens. <br>If you can read the customer and you feel this will help, then don’t be afraid to pre-empt it.<br>E.g. “I know you will probably think that it’s a steep price, however this will give you everything you need to start your life changing experience!” <br>Store and ignore – store the statement then pursue from a different angle  <br>You can go from a premium bundle to a basic or starter bundle. <br>

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