A recent article in USA Today entitled, “Sales Rep Wanted: Inquire Anyplace” by author Paul Davidson bemoaned the lack of good salespeople today. In another recent article on the Sales & Marketing Effectiveness Blog, author Scott Grusher posted ten mistakes salespeople today make. These are just two examples of a number of recent articles with a focus on the “lacking” within salespeople today. So with the Fall selling season on your doorstep, I wanted to reinforce 4 foundational Direct Sales truths to carry you this Fall so you will not be found “lacking” in your career.
Four Foundational Direct Sales Truths:
Define it. Selling is serving. It is not about you, your goals, your paycheck. Selling is about the other person – your hosts, guests, team members. Selling is about helping them get what they want, what would help them solve a problem or fill a need. Be sure to keep great notes on how your Direct Sales products and programs have helped other people you have served, and then share those examples when you talk about your products. Serving focuses on helping another person. When you serve, you will meet your goals and earn your paycheck. Define selling as serving is a foundational truth.
Prepare it. Prepare for every party, every call, every event. Never assume that just because you have done this dozens or hundreds of times before you can “wing it.” Prepare in 2 key areas:
– Know your host – not just her favorite products, but get to know her. Learn about your host’s family, job, hobbies, personality, etc. (Equip yourself in this with two great resources, “Successful Selling Skills” and “From Generation to Generation” at spiritofsuccess.com.)
– Know your products – study your catalog, study your marketing brochures, use your products yourself. Know your host program and career plan inside-out – they are the best products in your line!
Follow up with it. Since selling is serving, it is not a one-time event. Develop your follow-up strategy for phone contact, email contact, social media contact with the hosts and guests you have met at parties. They should hear from you on a regular, monthly basis because you are responsible to serve them, not just once, but on an ongoing and consistent basis. That is what separates the best from the rest! (A great resource that outlines an easy and effective customer service follow-up strategy is “Build Your Business” at spiritofsuccess.com.)
Teach it. The best salespeople not only serve, they also teach. Because of your experience with your product and company, you have something to teach others. Make every party, every call, every event an opportunity for you to teach your hosts and guests something new about your product and uses. People want to learn – they see value in learning something new. Your hosts and guests are encouraged, enriched and engaged when you teach them versus sell to them.
Zig Ziglar once famously said, “You can get everything you want in life when you help enough other people get what they want.” That integrity-based philosophy was at the very heart of one of the greatest, most-successful salespeople ever born. If that was Zig’s focus, then we do well to make it ours. Define it, prepare it, follow up with it, and teach it. These four foundational Direct Sales truths will transform how you do business this Fall!
Please note: “Lagniappe” for this month – email me with the one foundational truth you will strengthen this month and you will be put into a drawing for a free, 30-minute coaching strategy session with me! Only one winner will be drawn – it could be you! Email me at beth@spiritofsuccess.com by THURSDAY, AUGUST 8TH AT 12 NOON, EDT to enter!
