5 Deadly Home Party & Direct Sales Recruiting SINS Exposed!!!
5 Deadly Home Party & Direct Sales Recruiting SINS Exposed!!!
Today I would like to address 5 things that I see daily, that are costing many home party consultants and direct sales business owners profits and home party sales
Deadly Recruiting SIN #1: Thinking that everyone that has a pulse is your prospect. Coming in at a close second is the advice to tell and ask everyone to join your business! It is true that is not your duty to decide FOR potential prospects whether the business opportunity you are presenting is or isn’t for them. However, it is not mathematically feasible that every single person needs what you have to offer!
Deadly Recruiting SIN #2: You are not selling, you are just sharing. Sales have had a bad reputation – there is still a misconception that sales people are insincere and manipulative (anything for a sale). If you are in it to share your business opportunity, in that case you had better cut your losses and call it a day. The purpose of business, any business is to realize a profit! The only exception to this rule are the much loved Not For Profit Organizations!
Deadly Recruiting SIN #3: Failure to ask questions that reveal your potential home party recruits "hot buttons" or "needs". Most home party consultants have been trained to conduct dog and pony shows. Lay out all the features and benefits of the company, never pausing to take a breadth and a step back to find out the prospects reasons for doing for not doing business with you!
Home Party Plan Success Tip: It is not about why you think she would benefit from working with your company or what qualities she has that would make her a good home party consultant. It is about, WIIFM: What’s In It For Me!
Deadly Recruiting SIN #4: Not asking for the sale. I have been to many an home party & Home Party Plan demonstration. Some were expertly and professionally conducted, others left a lot to be desired! It is always a surprise to me just many people are willing to leave the sale at the table because they fail to ask for the money. If you have been following the Prospecting 101 Video Tutorials that I created for you, you will by now have learned how to remedy this problem!
Direct Selling Success Tip: Ask And You Shall Receive!
Deadly Recruiting SIN #5: Refusal to accept a no for what it is – NO! Is an objection really a request for more information? Or is it an glaring testimony that the proper ground work was not covered? Here is an example that I recently came across, when a prospect says, "I don't have enough time", she may really be unaware of how much time a job like this takes. A great response is, "How much time do you think this takes?" This gives you the opportunity to clear up any misconceptions she may have about the business.
Ok, if after the end of your presentation most people are not buying, or saying no; it is safe to assume the following:-
* Genuine lack of interest
* Failure on your part to have conducted the necessary research on home party attendees
* Failure on your part to provide the best-fit solution.
Home Party Sales Tip: Become customer centric. Remember as Mark Sanborn states "The pleasure of the buying experience is as important as the price of the product."
5 Deadly Home Party Direct Sales Recruiting SINS Exposed - To learn more about this author, visit Patricia Makhulo's Website.
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Do you find yourself constantly wondering why is it is that some people find it so easy to persuade virtual strangers to do business with them? How is it some people with minimal effort are able to build massive downlines, while you struggle daily to generate interest in your direct sales home party business?
Today I would like to address 5 things that I see daily, that are costing many home party consultants and direct sales business owners profits and home party sales
Deadly Recruiting SIN #1: Thinking that everyone that has a pulse is your prospect. Coming in at a close second is the advice to tell and ask everyone to join your business! It is true that is not your duty to decide FOR potential prospects whether the business opportunity you are presenting is or isn’t for them. However, it is not mathematically feasible that every single person needs what you have to offer!
Deadly Recruiting SIN #2: You are not selling, you are just sharing. Sales have had a bad reputation – there is still a misconception that sales people are insincere and manipulative (anything for a sale). If you are in it to share your business opportunity, in that case you had better cut your losses and call it a day. The purpose of business, any business is to realize a profit! The only exception to this rule are the much loved Not For Profit Organizations!
Deadly Recruiting SIN #3: Failure to ask questions that reveal your potential home party recruits "hot buttons" or "needs". Most home party consultants have been trained to conduct dog and pony shows. Lay out all the features and benefits of the company, never pausing to take a breadth and a step back to find out the prospects reasons for doing for not doing business with you!
Home Party Plan Success Tip: It is not about why you think she would benefit from working with your company or what qualities she has that would make her a good home party consultant. It is about, WIIFM: What’s In It For Me!
Deadly Recruiting SIN #4: Not asking for the sale. I have been to many an home party & Home Party Plan demonstration. Some were expertly and professionally conducted, others left a lot to be desired! It is always a surprise to me just many people are willing to leave the sale at the table because they fail to ask for the money. If you have been following the Prospecting 101 Video Tutorials that I created for you, you will by now have learned how to remedy this problem!
Direct Selling Success Tip: Ask And You Shall Receive!
Deadly Recruiting SIN #5: Refusal to accept a no for what it is – NO! Is an objection really a request for more information? Or is it an glaring testimony that the proper ground work was not covered? Here is an example that I recently came across, when a prospect says, "I don't have enough time", she may really be unaware of how much time a job like this takes. A great response is, "How much time do you think this takes?" This gives you the opportunity to clear up any misconceptions she may have about the business.
Ok, if after the end of your presentation most people are not buying, or saying no; it is safe to assume the following:-
* Genuine lack of interest
* Failure on your part to have conducted the necessary research on home party attendees
* Failure on your part to provide the best-fit solution.
Home Party Sales Tip: Become customer centric. Remember as Mark Sanborn states "The pleasure of the buying experience is as important as the price of the product."
5 Deadly Home Party Direct Sales Recruiting SINS Exposed - To learn more about this author, visit Patricia Makhulo's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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