What do you do when you sell a superior premium priced product that looks to a buyer like every other (cheaper) item in your category? That is the challenge Shirl Tessier constantly faces as a distributor for Shaklee food supplements.
We’ve all heard the saying, “When the world gives you lemons, make lemonade.” Shirl takes this saying to a whole new level to facilitate her sales.
How She Does It
To a new client she will say, “A lot of people think “a vitamin is a vitamin”, but there are really three types, and I want to show you the difference between most vitamins and Shaklee food supplements.”
Shirl then has the following conversation with a doubting prospect.
Shirl (Holding up a fake, but very real looking, lemon) What is this?
Prospect A lemon.
Shirl Take a closer look. (Putting it in the prospect’s hand) Is it? If you tried to eat it, how much good would
