Here is some straight talk about direct selling!
No
one is born a salesperson, any more than one is born a doctor or born a
lawyer. Sales is a profession. To be successful in any profession one
must learn not only the basic techniques, but also how to apply those
techniques. Success in sales makes use of all the abilities one is born
with, plus all those acquired through education and experience.
If
you are looking for a career opportunity or "extra income" to help with
the family budget, direct selling offers you dream-fulfilling
possibilities. However, you must give yourself time to learn the
techniques of sales. Ask yourself. "How long does a doctor study? A
lawyer?"
WHAT IS DIRECT SELLING?
Direct
selling is marketing a product directly to the consumer with no
middleman involved. They bring to the public fine
products that are modestly priced in order to insure mass consumption.
Most
direct selling companies furnish their representatives with a starter
kit and essential supplies below-cost prices. In many instances the
investment is under $100.
There is an old adage which
says "Give a man a fish and you feed him for a day. Teach a man to fish
and you feed him for a lifetime."
Many of them were
able to change their lives for the better. They took their families on
nice vacations. They purchased a piano or an organ and provided music
lessons for their children. They saved money for college education. They
redecorated their homes, bought needed furniture. One highly successful
saleslady built a new home.
The rewards of direct selling are many:
1. You can be your own boss.
2. You can set your own hours.
3. You can own your own businesses with little or no investment.
4. You can pay yourself more than any boss would ever pay you.
5. You can give yourself regular raises as your business grows.
It
is only fair to tell you that there are failures, too. There are people
who will not work for themselves. When working for a boss, they rise
early, are well-groomed, and get to the office on time. However, when
they are their own boss, they are still in a bathrobe, drinking one more
cup of coffee at 11:00 A.M.
If you can be your own
boss and discipline yourself to do what has to be done when it has to be
done, direct selling offers a most unusual earning opportunity.
THE TEN STEPS
Here are ten steps that will assure your success:
1. BE A GOAL SETTER.
What do you want to accomplish? Do you want to save for college
education for your children? A new car? A new home? You can have
whatever you want, but you must want it enough to do the things that
have to be done to get it. Whatever your goal, write it down and set a
target date for reaching it. Divide the time period into blocks of
achievement that are reachable. Work consistently toward accomplishing
each day, each week, each month what you set out to do. Goal-setting is a
must in every area of life. Little is ever accomplished without
definite goals.
2. BE A LIST MAKER.
Each evening list all the things you want to get done the following day.
That gives you an organized approach to each day. As each task is
finished, mark it off your list. It is amazing how much gets done when
one works with a "things-to-do" list. Also, have a notebook listing
appointments, potential clients, repeat clients, and referrals, and keep
it with you at all times. You will be adding to it constantly.
3. BE ENTHUSIASTIC.
Enthusiasm is the high-octane "fuel" that salespeople run on.
Enthusiasm generates its own energy. Energy and good health are
synonymous with busy, happy people, people who are achieving.
4. RECOGNIZE THAT THE MAGIC WORD IN SALES IS "ASK."
In direct sales we don't have to wait for business to come to us. We
create our own business by asking for it. Ask for appointments, then you
can do business. Ask for business, then you will close sales. Ask for
referrals, then you will always have a full list of potential clients.
Be quietly, yet firmly aggressive.
5. EXPECT A NO.
Realize that a no is not personal. In sales, as perhaps nowhere else,
the law of averages works. Every no gets you closer to a yes. Keep track
of your ratio. It will help improve your techniques. Are you getting
ten no's to one yes? Is your ratio five to one? Remember, the yes's are
your income.
Also remember that "no" does not necessarily mean
"no." Often a "no" is simply a stall for more time to think. It may be a
request for more information about your product or your service. What
your client is actually buying is assurance. Assure her by your helpful
attitude and your complete honesty that you want what is best for her.
She will most likely respect you and do business with you.
6. SCHEDULE TIME WISELY.
A schedule is the roadmap by which salespeople travel. It takes the
frustration out of the day. It assures that the necessary things get
done and get done on time. Plan your work then work your plan.
7. BE POSITIVE IN YOUR ATTITUDE.
Success in sales, as in all areas of life, is 90 percent attitude and
10 percent aptitude. All of us must work at developing habits of
constructive thinking. I am proud to be a salesperson. Sales make the
wheels of our economy turn. Bernard Baruch, advisor to several
presidents, is quoted as saying, "If every salesperson sat down and took
no orders for twenty-four hours, it would bankrupt our country!" Every
company that manufactures any kind of product depends upon salespeople
to move that product. Without salespeople business would be paralyzed.
Remember,
sales is one of the highest paid of all professions. Statistics show
that good salespeople enjoy incomes far above the average.
8. HAVE AN OFFICE AREA.
Most direct salespeople work from their own homes, but it is essential
to have a place where you can work in an organized and efficient manner.
An office plus a strict working schedule gives you dignity. Both are
absolutely essential for efficient operation and accurate record
keeping, so important to the success of any business.
9. BE INVOLVED.
Most sales organization offer contests to stimulate production. Include
winning contests as part of your business goals. Contests make your
business fun as well as adding considerable dollar value to your income.
10. LEARN TO HANDLE MONEY INTELLIGENTLY.
A regular nine-to-five job usually means a paycheck at the end of the
second week. Direct sales "reps" handle money constantly. Direct sales
is instant income and constant income. Therefore, it is absolutely
necessary to become an efficient money manager.
Deposit
every penny collected from clients into a checking account set up
especially for your business. Since bank statements show an exact record
of all monies collected, and business expenses can be verified by
canceled checks, record keeping becomes simple and accurate. Everything
except a few "petty cash" transactions can be directly taken from bank
statements.
Money saved regularly and put at interest,
soon develops a second income in addition to earned income. A long-term
goal, which is realistic in direct sales, is to be able to live in
retirement off the interest earned on savings.
Would financial security mean a lot to you? If so, ask yourself these questions:
* Am I honest?
* Do I really like people?
* Am I willing to learn?
* Am I willing to work?
* Am I capable of being my own boss?
If
your answers are yes, then find a good product for the direct sales
market, one that you like, one that fills the needs of a lot of people,
and go to work for yourself! You can turn dreams into reality.
Copyright (c) 2007, 2009 Dr. Howard Haller
Howard
Edward Haller, Ph.D., is an accomplished serial entrepreneur,
successful serial entrepreneur, seasoned senior corporate executive,
university professor, university board trustee, former university board
president, academic scholar, an award winning published author, and
sales guru.
Dr. Haller is currently the
Chief Enlightenment Officer of The Leadership Success Institute and
Founder/CEO of the Entrepreneurial Success Boot Camp. He is a
Professional Speaker (Member of NSA), Published Author, Entrepreneurship
Mentor, Executive Coach, and Entrepreneurship Coach. Professor Haller
is currently active as a serial entrepreneur, involved in several
ventures ranging from super high definition sign advertising to internet
marketing training. "Dr H" is also still serving on the Board of
Directors of several companies.
