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ACHIEVERS SPOTLIGHT
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Tips and tools for selling eSpring

Business Life

You love the eSpring system but aren’t sure how to transfer your passion to your customers? We’re here to help you out!

First things first – you need to get the basics right. Before you dive deep into technical details or begin using digital tools, like the newly launched eSpring savings calculator (more on that later), there are three key things you should always do when starting a conversation with your customers:

1. Identify your customer’s needs

No matter how excited you may feel to list all the benefits of eSpring (and there are many ), the first step of any consultation should involve listening to what the customer has to say, so you can identify their needs. By understanding the core wishes and concerns, you’re in a much better position to keep them engaged with relevant information and the right product solution.

How can you best do this? By asking open questions and carefully listening. Open-ended questions start with the words “what”, “how” and “why”. This will help you arrive at more detailed answers, rather than just a “yes” or “no”. Pay close attention to what the customer tells you. Let them feel valued.

2. Build a personal connection

Next, you should build a personal connection with your customer. Are the needs of your customer the same or similar to your reasons for purchasing an eSpring unit? Share your story with them!

3. Explain the benefits

Now, explain the benefits of the eSpring unit in a way that addresses your customer’s needs. Why focus on benefits? It shows how an Amway product is different or unique, creates belief in the product and clearly presents a solution that fulfils the customer’s needs.

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Consultation practice: matching needs and benefits

Ready to meet with a customer? Here are some examples of how you can match their key concerns with eSpring benefits during the consultation:

Concern: “We don’t like tap water because of the water quality.”
eSpring benefit: Removes the bad. It’s effective against 160 contaminants and destroys 99.99% of waterborne disease-causing bacteria and viruses, as well as cysts*, yeasts and moulds that can be found in drinking water. Best of all, it leaves in the good such as all beneficial minerals and important natural nutrients.

Concern: “We are not happy carrying heavy water bottles home from the supermarket.”
eSpring benefit: eSpring is the world’s number-one-selling brand of home water-treatment systems (based on a Verify Markets Study of 2018 global sales), and it is easy to maintain – you only need to change the filter once a year or after 5,000 litres (whichever comes first), with minimal effort.

Concern: “We don’t want to buy plastic bottles – they cause too much waste and harm the environment.”
eSpring benefit: eSpring minimises waste and the dependence on disposable plastic bottles. With its advanced technology, it does not waste any water in regular daily use and it also prevents the proliferation of plastic.

Concern: “We are not very happy with the cost of bottled water.”
eSpring benefit: One of the features of the eSpring savings calculator is that it allows you to calculate savings based on the individual use of bottled water. At this point, it’s a good time to introduce and talk about the tool.

*UV cyst reduction is intended for Giardia and Cryptosporidium cysts

Three tips for using the eSpring savings calculator

Tip 1: Before familiarising yourself with the new eSpring™ savings calculator, check the following:

  1. the average price per m³ tap water in the city or region where your customer lives,

  2. the average price of bottled water in the city or region where your customer lives – calculate 1 litre.

Tip 2: Have fun with the eSpring™ savings calculator, by using the tool to personalise potential cost savings for your customers and expressing them as fun facts. For example, if the savings result is 1,500 kg, compare it to something the customer can relate to – it might be the same weight as a car!

Here is the input you should include for best results:

  1. average price of tap water per m³

  2. average price of bottled water per litre

  3. household – number of adults

  4. household – number and age of children

  5. Recommended water intake

Based on these parameters, the calculator will give you an approximate estimate:

  1. when the investment in eSpring will be returned

  2. what the cost savings per year will be

  3. the amount of kilograms a person no longer needs to carry once they’ve stopped purchasing bottled water

Tip 3: To be best prepared for every eSpring consultation, no matter the needs of your customers, keep an eye out for Amway Academy trainings, special offers and eSpring communications.
While you’re at it, why not check out the eSpring video series available on Amway Media. They can also help with your consultations.

Amway Academy wishes you successful consultations!

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