Growing Your Purium Business with Crown Ra of Earth: Psychology of Sales, Enrollment, and Leadership

Join Ra of Earth as we dive deep into what is important in the minds of your prospective customers, brand partners, and your organization members. We will cover emotions, values, and a bird’s eye view of how a human operates.

Summary:

This training discusses sales strategies in network marketing, focusing on the psychological aspects of influencing potential customers and brand partners. The speaker uses the metaphor of selling “plane tickets” to represent the process of persuading individuals to invest in products or the business opportunity. Various frameworks, including the Story Braid and BEST frameworks, are introduced to guide the creation of persuasive narratives that resonate with the subconscious. The presenter emphasizes the importance of building rapport, trust, and authority while addressing both the logical and emotional aspects of the prospect’s decision-making process. Ultimately, the goal is to present a complete and honest picture of the investment, mitigating common objections and increasing the offer’s perceived value.

Study Guide:

1. According to Crown Ra of Earth, what is the main idea behind the vacation metaphor?
   • The vacation metaphor illustrates how people focus on the benefits or the “destination” they want (such as health and wellness) rather than the necessary initial step (“buying a plane ticket”), which is the sales transaction or enrollment. This highlights how sales can often be viewed as an unpleasant hurdle.
2. Briefly describe the difference between the “monkey mind” and the subconscious mind.
   • The “monkey mind” is the conscious mind focusing on logic and emotions. The subconscious mind operates beneath the conscious and processes massive amounts of information, driving actions often without awareness.
3. What is the “Story Braid Framework,” and what are its three elements?
   • The story braid framework is a simple structure for telling a compelling story. It consists of three parts: a problem, a pivot, and a solution, used to connect a prospect’s pain points with the desired outcome.
4. Describe the “BEST Framework” and its components.
   • The BEST framework is designed to delve into the details of a situation through four elements: Behavior (what they are doing), emotion (what they are feeling), situation (what was happening), and thoughts (what they are thinking).
5. According to the presentation, what are two ways to increase the perceived value of a product or service?
   • One way to increase the value is to reduce the perceived value of alternatives, for example, by comparing conventional foods or medications to Purium products. Another way is to showcase how good a solution the product or service is.
6. What is the significance of understanding the “other path” a prospective client might be considering?
   • Understanding the alternative “do-it-yourself” path helps you acknowledge what your prospect has tried, which leads to demonstrating how those prior attempts fell short. By acknowledging what the other options are, you can also show a more straightforward path to the desired outcome with your solution.
7. Explain the statement “Whoever talks the most takes home the box” in the context of a sales interaction.
   • The statement means that the person who asks more questions and facilitates the prospect to talk more is likelier to have the sale happen. This is because they are leading the prospect to convince themselves rather than trying to convince them.
8. According to Crown Ra of Earth, what are the main elements of a strong personal brand storyline?
   • A strong brand storyline should include an “us vs them” mission, a personal redemption story that showcases vulnerability, a secret discovery element, and, most importantly, testimonials from people you’ve helped demonstrate your value and establish authority.

Terms:

Rapport: A harmonious connection and understanding established between people; essential for building trust and open communication.

Monkey Mind: The conscious mind, primarily focused on logic and emotions, operating within a limited capacity and processing information based on what can be seen or perceived.

Subconscious Mind: The part of the mind that operates beneath the level of conscious awareness and processes vast amounts of information, impacting behaviors and decisions without conscious knowledge.

Story Braid Framework: A simple method of storytelling involving three key elements: problem, pivot (the turning point), and solution, which creates a narrative that resonates with the audience.

BEST Framework: A structured way to understand a person’s situation by asking questions about their Behavior, Emotions, Situation, and Thoughts, thus creating a comprehensive understanding of their pain points.

Us vs. Them: A narrative technique that creates a sense of community by establishing a shared mission or purpose against a common challenge.

Redemption Story: A personal narrative highlighting overcoming adversity, showcasing vulnerability, and relatable experiences that enhance connection with others.

Testimonials: Authentic accounts from people who have used a product or service, providing social proof and building trust with potential customers.

FAQ—thought-provoking questions:

1. Why is it that people often don’t remember or enjoy the initial step needed to achieve their desired outcome?
   • People tend to focus on the positive experiences or benefits they desire rather than the steps necessary to achieve them. For example, when people think of vacations, they remember the joy, relaxation, and experiences. The actual process of buying plane tickets or booking arrangements is often perceived as a chore. Similarly, in sales, the act of purchasing is often seen as a necessary hurdle, not a source of enjoyment. This highlights the importance of focusing on the ultimate benefits to motivate people.
2. How can the concept of a “plane ticket” be applied to selling products or services?
   • The “plane ticket” metaphor represents the initial investment (whether time, money, or effort) required for someone to gain access to a desired outcome. In sales, it is essential to portray your product or service as the “ticket” that enables customers to experience the benefits or improvements they seek. Focusing on the positive outcomes that people will receive after purchasing the “ticket” is more engaging and motivating than focusing on the initial transaction itself.
3. What is the importance of building rapport, trust, and authority before presenting a solution?
   • Before someone is open to your solution, they need to trust you and view you as an authority. This process starts with building rapport, and trust must be established. Once those factors are in place, the person may then view you as someone who has enough authority to solve their problem. Only after establishing these three components should a problem be presented and a solution offered. This approach mirrors the idea that people are more likely to buy from those they know, like, and trust.
4. How do the conscious and subconscious minds differ in processing information, and how can this difference impact sales?
   • The conscious mind processes a limited amount of information (approximately 120-180 bits), focusing on logic and emotion. On the other hand, the subconscious mind processes a much larger amount of information (millions of bits) and is heavily influenced by stories. This means that while logical arguments can persuade the conscious mind, emotional stories, and narratives are more likely to appeal to the subconscious. Thus, appealing to the subconscious is more likely to guide people toward a buying decision.
5. What are some effective storytelling techniques that can be used in sales, particularly on social media?
   • Effective storytelling techniques include emphasizing a shared mission (“us versus them”), revealing a personal redemption story (to make yourself relatable), offering “secrets” or “discoveries,” and highlighting testimonials from others. Focus on showcasing the transformations achieved by real people, not just the product’s benefits. This is important to show people they have more potential than they currently see.