This is the step in the doTERRA Sales Cycle where your new customers realize they have a need. When they recognize they have a need it creates a buying environment. At the beginning of your presentation, help people identify their need by showing them the gap between their current overall wellness and desired wellness goals. One way to do this is by having them rate themselves on the dōTERRA Wellness Lifestyle Pyramid in the Live guide. Be clear that you are going to show them something that will change their lives and let them know there will be an opportunity to buy at the end of the presentation.



Become better by introducing the need by doing these things:



· Start with a powerful opening.

· Eliminate distractions.

· Take control of the room by being prepared, confident, and speaking with enthusiasm.

· Avoid using filler words such as “um,” “uh,” and “you know.”

· Sell the solution to their problems, not the products.

· Ask why each attendee came and find out what answers they are looking for so you can cover the most important things for them in your presentation.

· Practice sharing your one-minute dōTERRA story beforehand so it feels natural.



If you’re still not sure how you want to approach this step of the sales cycle, you can try saying something like this:

“Welcome everyone, and thank you for having me! I love sharing the power of dōTERRA and what it can do to improve people’s lives. Living the dōTERRA lifestyle has changed my life and the lives of so many people around the world. Tonight we are going to explore some natural options for having more energy, boosting your immune system, improving sleep, reducing anxious feelings, and even how to eliminate toxicity around the home. At the end of the class, I'll show you how to get these solutions into your home and help you pick out what's best for your family. I’m excited that you are here!”



This video will walk you through how to “introduce the need” in your presentations and classes so you can sell more effectively.

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