Archives for May 2012

Close More Sales!

What Does it Mean to “Close the Sale?”

One of the biggest challenges for consultants in a direct sales business is learning how to close the sale during a recruiting interview. Many consultants spend time preparing and practicing their recruiting presentation. They are knowledgeable about the consultant opportunity: what it costs to get started, what training is available and so forth. But they often forget one essential ingredient in all direct sales businesses – how to close the sale. Closing a sale is a process at the end of a presentation that identifies interest, uncovers obstacles and then provides information to resolve those obstacles and complete the sales process

Closing the Sale During the Direct Sales Business Recruiting Interview:

At the conclusion of your interview, make sure to answer her questions. Then use this simple and direct 5 step plan to close the sale:

  1. Identify interest: Ask the following question: “On a scale of 1 to 10 (1 being not interested at all and 10 being sign me up now), what is your interest level right now?”
  1. Uncover obstacles: If the answer is anything other than 1 or 10, ask “what would it take to make it a 10?” Jot down the answer and then ask “anything else?” Continue to asking “anything else?” until all obstacles are uncovered.
  1. Find out what the real obstacle is: Go through each obstacle one by one and ask“If I could show you how to (overcome the stated obstacle), would you give it a try?” For example, if she says, “I would love to do this business, but I just don’t have time.” Say, “If I could show you how to fit it in alongside your family and other obligations, would you give it a try?” If she says “yes,” then you’ve uncovered a real obstacle.
  1. Ask permission to give information: For example, “You know, many new consultants are concerned about the same thing. May I share an idea that’s worked for me?” Then give her information about how to work around the obstacle. The number one issue is usually: “I have to discuss it with my husband.” Ask her, “What do you think your husband will want to know?” Then give her the answers so she is prepared for the conversation. Ask when she expects to discuss it with her husband and make an appointment to talk to her on the phone shortly after that time.
  1. If she keeps wavering, say, “I don’t think a direct sales business is right for everyone and you know, (insert her name), I could tell you all day long why you would be great at this and how it fits in with your life. But, in reality, the only way to find out is to … (pause and let her fill in the blank).

As with any new skill, it’s important to practice ahead of time. Your success rate will increase dramatically once you’ve master the skill of closing the sale in your direct sales business.

Your Success is My Goal,




Understand what your clients really need.

Find a need and fill it!

Do you have customers who are saying “I love your products!”  Then follow with a “Not now?”  What do you do?

Questions are the Answer!

Before you end the conversation, ask if you can ask one “quick” question.

Here’s an example.  I was speaking to a gal the other day who said “I would love to have a show, but I’m so busy we may have to wait until the end of summer or beginning of fall.”  Then I said, we’ll when you do have your show, what will work better for you a weekend or a weekday?  And before I knew it she was booking a show in the third week of June!

Don’t try to overcome objections, instead ask a better question.  Like, well what would work.  Here are a few examples:

Customer: I’d love to host a show, but my kids will be home all summer long.

You:  Well, if you were to book a show, what would work?  Perhaps a weekend or a week day evening?

When people bring up objections it means they are focusing on what they don’t have.  If you can help refocus them onto what they do have, then you’ve opened a door of possibilities.  They may or may not walk through that door, but at least it’s an opening!

3 Steps to Decrease Show Cancellations

Reduce cancellations Do you get frustrated by Show Cancellations?

Shows are the foundation of a Party Plan Business.  No shows = no business!  These three steps are like an Insurance Policy to make sure your scheduled shows turn in to actual shows!

1)  Followup every booking with an immediate Thank You Phone Call on the morning after you schedule the show.  You can be sure that your new hostess went home after booking the show with you and immediately became immersed in her own life again.  The kids needed to be tucked in, lunches need to be made and within moments she has forgotten all about her show!  When she receives your Thank You call the next day it puts that show right back on the top of her mind.

2) Send a Thank You Note immediately following the phone call.   How often do you get a hand written card in the mail these days?  It’s a real treat and your new hostess will feel really appreciated when she receives it.

3) Always get her Guest List within the first week.  Your new hostess’s enthusiasm for her show is at it’s peak during the first few days after booking her show.  Take advantage of it by getting your on-line invitation set up and encourage her to get her guests invited immediately.

Make these 3 steps a habit for every show you schedule and watch your calendar fill up and stay filled up!

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Direct Sales Consultant: Own Your Own Business

What is a Direct Sales Consultant?

A direct sales consultant is an independent contractor who signs an agreement with a direct sales company to market and sell the product as an independent business owner. The direct sales model leverages the idea that when people are excited about a product they naturally want to share it with their friends. Well known examples of direct sales companies include Avon, Tupperware and Mary Kay.

Why Should Anyone Become a Direct Sales Consultant?

There are many attractive reasons to becoming a direct sales consultant including:

  1. It is an opportunity that is available to every adult regardless of age, race, education or experience.
  2. Start up costs are usually remarkably low; often well under $500.
  3. By representing a product you love, you’ll make new friends with common interests.
  4. You develop new skills as an independent business owner, such as how to be an effective public speaker, creating rapport with a variety of different kinds of people, goal setting, time management and leadership to name just a few.
  5. Rewards are immediate and direct in the form of commissions on your personal sales.
  6. Additional recognition and a variety of rewards including free products, on-stage recognition, cash, incentive trips and sometimes even cars are available to anyone willing to work hard.
  7. It’s flexible. If you want to grow your business this year then scale back due to family obligations next year, the requirements to stay involved are usually very manageable.
  8. Direct sellers get deep discounts on product they love.
  9. Direct sales companies provide a wide variety of training and support that are not typically available to independent business owners. From telephone support to conference call and on-line training to extravagant annual conventions, consultants have an abundance of choices.
  10. Direct sales leaders provide additional and more personalized recognition and training. Plus they make it fun to be part of a team.
  11. Direct sales leaders also have an enormous income potential directly under their control by recruiting and training more team members.
  12. Costs involved in running your home based business provide attractive tax deductions to two earner families. Expenses such as vehicle mileage to a proportion of your home are all potential tax deductions and can really add up to make a major impact on your income tax liability.

From the stay at home mom who “wants to get out of the house and be with other adults” to the goal oriented and achievement driven entrepreneur, direct sales is an appealing option.

How to Become a Direct Sales Consultant

There are literally thousands of direct sales companies ranging from skin care, health supplements, jewelry, candles, scrapbooking, clothing to pre-paid legal services. Most direct sales consultants get involved with their company when they attend a show or party. They fall in love with the product and use their enthusiasm to launch their new business. If direct sales is appealing to you, I recommend identifying the products you are most enthusiastic about and finding a company that markets and sells them using the direct sales model.

Your Success Is My Goal,