Direct Selling Leadership Questions Answered

Want to know the answers to these questions?

1. What do you think makes a good leader?

2. How do I get over the uneasiness of reaching out to potential team mates? I feel uncomfortable, my mouth goes dry and I look and sound foolish.

3. How do I get team members to quit pre-judging othe? They always say no one is interested.

4. What are the key questions to ask during the interview process that will let me know they are serious about the business?

5. How do I get a new recruit to focus on getting bookings and not just her starter party?

6. What do you do with team members who tell you what you want to hear, but then they don’t do it?

7. When and how often do you hold a team meeting? What do you do to get people in attendance?

8. Do you think leaders should share how much money they are making? Does it cause resentments or does it motivate?

9. What is Karen’s 2 x 2 x 2 program and how can I make Big Money implementing it?

If you want the answers to any or ALL of these questions click here.

Are YOU Afraid to Lead?

I’m known as a “thought provoker!” I do my BEST to get people out of the inertia they are currently hiding behind so they can improve their lives,earn more income and begin to live the life of their dreams.  In direct selling many leaders, company executives and persons of influence are afraid to challenge people to do better or at least do their best because they don’t want to LOSE THEM! Great, so they continue to build a team or a company of whiners and complainers and provide them with every reason and incentive not to succeed in making money. Gotta love it when someone tells me their earned their company incentive trip and in the next breath they tell me they’re broke!

I confess, I despise mediocrity. I never sent my sons to school encouraging them to “get a C” when they were both capable of and did get lots of “A-grades.” I believe all of us were put on this earth to achieve greatness, make a difference and live up to our potential! We all have the ability to find an excuse or to “FIND A WAY” to succeed. I would never in my wildest dreams be afraid to show someone how to succeed in direct selling especially if I took the time to have “a conversation” with them to find out their goals and then showed them exactly step-by-step what they needed to do to reach them. I owe it to every one I share the opportunity with to show them how to succeed, not set them up to fail. Let’s look at just a few of the ways you can have a great impact on other people’s direct selling income as well as your own!

    1. Talk business opportunity first rather than product discount, free or discounted kit and other insane methods of entrapment.  Yes, you read it right!  Insecure people who are not confident about their company, product and opportunity will resort to anything to bring more non-workers on their team. Here’s today’s puzzling question. How much income can a leader earn if her 10 people have zero sales for the month?
    2. Don’t talk her to death to get her to sign-up. Ask questions to help her come to the right decision based on the desired outcome she would like to have. YES, some people won’t be honest with you. Get over it, most will at least let you know what they want as well as how much time they have available to work the business each week. Show her how to make it a reality!
    3. Hold her accountable. Don’t be a “whimpy” sponsor, leader or company executive,  or they will plow right over you. Let her know in advance she has a wonderful business opportunity but it won’t work if she doesn’t. If she tells you she wants to hold 2 parties per week so she can earn $300 each week, provide her with the formula, training and accountability to insure it happens more often than not.
    4. Provide her with simple incentives for reaching “her goals” early on but be careful not to begin rewarding for mediocrity right from the beginning. Always focus on “HER GOALS” and not what you think she should do. You may inadvertently show her how to do less than she wants which will prevent her from earning the income she desires.
    5. Have a system in place to train, motivate and move people up through the ranks in your company. The more complete your system the greater chance you will have in helping your team members succeed. BONUS: The more success they have the larger your leadership bonus check will be each month.

I loved being a direct selling leader because it allowed me the opportunity to have a positive impact on so many lives.In the beginning I too was afraid to show people how to succeed. I was afraid they would change their mind and not do the business (which would be their loss) and more importantly I was afraid that my recruits would think I was being to pushy about wanting them to succeed so I could earn more money on them. So I’m ashamed to say, in the beginning I was thinking more of myself than I was of them. Once I came to the realization the only way to truly help someone is to empower them to do their best it became easier for me to do what I knew in my heart was going to help them reach their goals and dreams. I quit being afraid of those who might complain I was being too harsh and instead focused on those who wanted a thriving business. I built a team of WINNERS not WHINERS who were earning more than the average consultants in our company! Come to think of it in over 20 years no one ever came to me and said, “Karen, I don’t like YOU. You helped me make too much money! You showed me that reaching my goals was possible! How dare YOU!”
NOPE…no one ever told me that…but even if they did I would have moved on to the next person without blinking an eye!

If you’re ready to take  your leadership skills and systems to the next level and you aren’t afraid to join me in Las Vegas, March 29 – April 1′st, 2012 for the Direct Selling Leadership Bootcamp then go to www.directsellingleader.com/info

Jump Start Your Recruits

Register for the Webinar

For More Information on the Leadership Bootcamp Click Here

24 Simple Ways to Grow Your Direct Selling Business and Move You Closer to Your Financial Independence!

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PART ONE

If you are in Direct Selling because you want to become financially independent, you are likely to be the type of person who will do anything they need to do and invest anything they need to invest to grow their business. You are probably very open-minded to new ideas and love to listen and learn from people who have walked the talk.

You want to walk across the stage at your company's convention! You want to earn the company award trip and you set your goal for the top prize in every contest your company announces! YOU ARE A WINNER!
You hang out with winners, you create more winners on your team, everyone wants to know your secret! You swear there is "no secret", you just work your business every day and implement the simple techniques you've learned from Karen Phelps!

That's it! You don't make excuses that there isn't enough time in the day to make phone calls. You understand the importance of creating consistency in your business and more importantly you understand the importance of helping your down line create consistency in their schedule.

CONSISTENCY = CONSISTENT INCOME = INDEPENDENCE!!!

If you don't have consistency you don't have a business you can count on! The good news is "It's easy to develop consistency in your business." Yes, it really is easier than you think, the trouble is, if you don't think it's easy you'll struggle the whole time you are in the business. So, get it out of your head right now, YES, I MEAN RIGHT NOW, that something is hard. You do realize, everything is as "easy as you make it."
I'm going to help you with these quick and easy ways to grow your business and make it easier to develop consistency. I know how to hold 3 -4 parties per week because I DID IT for 22 years! It's really not hard to get new recruits and move them up to leader within their first few months in the business. You can make excuses why your business isn't growing or find ways to make it grow. It's entirely up to you!

Do you have a tough time staying motivated to work your business? Try one or two of these simple tips.
1. Review why you joined the business. Think back to why it was important that you join and what you wanted to accomplish.
2. Set new goals. People often get stuck if they have set an unrealistic goal and not achieved it or if they have achieved a previous goal and not taken the time to set a new one. No matter what…you need something to work on.
3. Ask your leader to hold you accountable to report to her each week with the "income producing activities" you have done to increase your business. It's a lot like "weight loss", it's easier to lose when someone else is seeing the scale too!

If you are you ready to break through the boundaries of your mind, learn how to control your thoughts and manage your time and energy wisely to get more done than ever before, you'll want the  "Whole Enchilada.

Could you use more dated bookings on your calendar? Here are a few things your could do to get bookings right now.

4. Call past Hostesses to get them to rebook. Have a Special Offer for dates on your Open Date Card and offer to use a copy from their previous guest list to make it easy on the Hostess.
5. Call guests who have been placed on the "Maybe Later List" and have a special offer to select a date from your Open Date Card.
6. Increase the attendance at your parties using tips in the Increase Your Party Attendance CD. The more people in attendance the more you have to book from.
7. Ask your Hostess to help you identify potential bookers by offering a bonus for having "2 bookings before you arrive."
8. Make sure you have Hostess Packets with you at all your parties and be prepared to book 3 parties and give away the Hostess Packs that evening. Don't let a potential Hostess leave without a Hostess Pack.
9. Use the proven simple techniques which are part of the "Never Run Out of Bookings" package.
10. Play one of the booking games that are part of the "It's a Party Out There" program.   (Yes you really can get 3 bookings from every party if you want to.) The emails I receive from consultants who have gotten 5 and 6 bookings from a party prove if you are willing to get out of your comfort zone you can get as many bookings as you want.
11. Get off the computer and out of the house. You can't meet people if you are sitting home on the computer! Enough said!
12. Network everywhere you go. If you are at a ball game with your kids, have catalogs, samples and whatever you can fit in your purse or tote bag with you ready to share with other moms.

That "Awful Sucking Sound" is the money you are losing with every booking you "fail to get." I kept track of one booking for over 2 years and as the result of "1 new booking" I booked 121 more parties in the next 2 years!
YIKES…ARE YOU WILLING TO THROW AWAY THE COMMISSION ON 121 PARTIES?

Try some of the simple and easy steps taught in the many programs in the "Never Run Out of Bookings Package".

Go to www.attitudetools.com/specials for the current discount code and to check out the special offers!

Don't Forget to leave your comment too and be entered into a drawing for a Free 90 day Direct Selling Doctor Inner Circle Membership!

Revive Your Direct Selling Business

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Spring is here and it's getting pretty close to summer in Michigan. The trees are in full bloom, the flowers are preparing for their brilliant display of color and I am so excited to begin enjoying my gardens, pond and serene landscape after the extremely long hard winter. Those who live in the middle and southern states don't experience the complete loss of vegetation during the winter like we do in the north. Trees and flowers may go dormant but it sure isn't like it is up North and at least you still have some green to look at during the winter. Then there is Paradise, the places you can go to like Hawaii, Mexico, the Caribbean and other tropical destinations. There everything grows all year long. The tropical foliage grows to be enormous and plants that we grow indoors in Michigan are found in abundance in outdoor landscaping and our 4 foot plants are 10 trees! Wow, what a difference climate can make!

As I was pondering the effects of nature on different climates I couldn't help but think about direct sellers and their businesses. Many direct sellers allow their business to completely die off at various times of the year. They develop cyclical patterns of stopping and starting their business and their business often dies off completely so they must start all over again. Their booking schedule is non-existent, their team has died and it's not a pretty picture. Their business is much like the winter season in the Northern states, totally dormant and anxiously awaiting the arrival of Spring. Unfortunately some of them will be much like the plants that just couldn't survive the long hard winter and their business will die completely.

Now you have the second group of direct sellers who are mostly consistent but tend to have slowdowns rather than complete stops in their business. They may have a week or two with inactivity but it's usually easier to get going again because they have not had a complete stop. They are much more like the Southern states whose plants are dormant but in Spring can easily bounce back and don't have to wait for the ground to thaw before they begin to pop up again. They will have times their business isn't consistent but they are survivors and don't give up.

The third group of direct sellers understand the importance of having systems and creating consistency in all areas of their business. They do not stop holding parties because it's time to recruit and they don't stop recruiting and building a team because their personal business is booming. They are Superstars! They are the tropical paradise where everything is in bloom all the time! Just like the plants have the right amount of rain, sunshine and the perfect temperature these direct sellers have the perfect conditions for having a successful business. They have a great attitude and a desire to share their products, host program and business opportunity with others. Nothing prevents them from relentlessly pursuing their goals.

We often don't have a choice in the selection of the climate in which we live but we can choose the climate we create for our business. If  "you are in it to win it" you need to choose a tropical climate that is constantly thriving. Here are a few tips on creating the "perfect climate" for direct selling success.

  • Have Goals. I know it's been said over and over again but those who are aimlessly working their business with no specific goals will most likely be gone within a year or so!  WHAT do you want? WHY do you want it? WHAT are you willing to do to get it? Once you reach a goal SET A NEW ONE! Many people fail because of their failure to stay one step ahead of the game. It's important to reach your goal and then have a new one in place ready to stretch you to the limit again!!! My "Blueprint for Success and Prosperity" is perfect for those who want a simple start to finish system for accomplishing what you want in life.
  • Work your business as if your life depended on it! OMG, I can't believe the little distractions that direct sellers allow to get in the way. The dog is sick…really, your whole business has to be put on hold. Do "INCOME PRODUCING" activities every day. Phone calls, interviews, parties, customer service calls, customer emails, team coaching calls, training new recruits. These are income producing activities. Get them done! Which leads me to the next tip…
  • Schedule Everything. Those who are the most productive are the ones who create a schedule and stick to it! Schedule personal time for exercise and motivation. Schedule family time (I mean quality family time not just sitting in front of the TV.) Schedule party nights, coaching calls, follow-up calls, interview time, training time and of course monthly meetings if you are a leader.
  • Build a BIG Team. If you want big bucks in direct selling you need to be smart and build a team immediately. Then you need to work with everyone you bring into the business and encourage as many as possible to move into leadership. The more leaders you develop the larger your team will grow and the added bonus is you can make a positive impact on so many people's lives!
  • Keep Learning. If you want to be successful you need to learn from people who are successful. As one of my mentors is fond of saying, "Don't take advice from people driving broken down Pintos." Learn from the Pros who have walked in your shoes. Watch and emulate the top people in your company. Chances are if you do what they are doing you'll soon begin to earn what they are earning!
  • Don't Stop Doing What Works. Many direct sellers work hard to get to a certain title or to earn a company trip and then once it happens they slack off, back off and pretty much quit working the system that got them there! It is necessary to have a system for your parties that helps you identify business prospects, get 3 new bookings and lots of sales. You need a system for identifying business prospects, interviewing them, signing them, training and mentoring them and moving them into leadership. You need to work systems and the systems will work for you. The BEST leadership system out there is "Blueprint for Mastering Direct Selling Leadership"

Signing with a direct selling company is easy. Having a thriving, prosperous business can be easy too as long as you stay focused and don't let obstacles get in your way! Remember…EVERYONE HAS A CHOICE, I hope you CHOOSE SUCCESS!

Direct Selling Step-By-Step Party System

Now It's Your Turn To Have More Successful Parties!

 

"It's a Party Out There" has literally changed the lives of tens of thousands of direct sellers. This is a complete system for getting more bookings, sales and recruit leads from every single party! I've done monthly booking teleseminars and webinars and thousands of you have increased your bookings just by implementing the simple phone scripts you hear on the call. If you didn't catch the "Secrets to Summer Scheduling" Webinar there is still one week left to watch the replay.

http://attitudetools.com/summer-bookings/

Then, you get to the party with NO PLAN OF ACTION to intentionally get BIGGER SALES, 3 BOOKINGS and 2 -3 Good prospect leads for the business opportunity. What if you could change that? What if you went into each party with a "perfect system" to help you maximize bookings, sales and recruit leads? You'd definitely want to use it, wouldn't you? If you want to take the next step up the ladder, here it is: http://attitudetools.com/specials/

Hurry as this special offer expires Monday, May 23'rd!

What Do Your Direct Selling Customers Want?

Was at an awesome sales and marketing event this past weekend and the message that was coming through LOUD and CLEAR was…YOU MUST KNOW WHAT YOUR CUSTOMER WANTS in order to sell to them!

Now, you're probably thinking to yourself, "I already know what my customer wants! They WANT and NEED my product and or opportunity! This kind of thinking will get you into lots of trouble and even worse can cost you lots of sales.

Now to be honest with you, I've been guilty of this same thing! Example: I know I have the best direct selling success products on the market complete with step-by-step systems that will help you have more success than you ever dreamed possible. I know your investment in my products can help you!

 I KNOW YOU WANT TO SUCCEED! Or do I? Well, let's discuss this…I believe that everyone wants to succeed in everything they do and if truth be know that is most likely the case with many people but the truth is, I really don't know that is true about you! Maybe you just joined your direct selling company to earn an extra couple hundred dollars per year and you are perfectly content with what is happening (or not happening) in your business.

"I CAN'T ASSUME YOU WANT THE SUCCESS OTHERS HAVE!"

I have to discover what you really want and the only way I can do this is by asking FOCUSED QUESTIONS!

There is so much you can do to find out about the people you meet. All you have to do is ask the right questions.

Let's look at a couple situations where you can implement this. First of all there is your home party. Many consultants enter their home party with one objective in mind, to make a sale a quickly as possible and get the heck out of there!  It's all about how can this person help me? Now, what if you approached it from a different angle? What if you asked yourself, "how can I best serve these people in attendance tonight?" BUT, you can't just have a turn-around in your thinking you also need to have a turn around in your actions and everything you do at the party. 

1. You could begin with an introduction and have each guest tell a little bit about herself so you can get to know everyone. Watch each person intently and focus on processing the information you learn so you can help each individual later.

2. You can ask more questions during the party that are directly related to the products, the host opportunity or the business opportunity. Rule of thumb is you should have no more than 5-6 sentences and then follow up with a question. This will not only keep your guests engaged but it will also help you to identify their needs.

3. Use examples of certain situations where your product or service has helped other people and then ask the crowd, How many of you have ever found yourself in this situation?" or "How many of you would find this helpful?" Don't forget to raise your hand when you are asking a question that you want a response to.

4. When you are talking to the guest and taking her order keep asking questions to find out what her needs are and how you can help her? Ask a question, listen to her answer and then restate what she said and follow up with another question until you feel you have enough information to provide her with the best possible solution.

How much do you know your new recruit before you sign her? I'm hoping you know what makes her tick, what she wants from the business, why she wants it and what she is willing to do to get it! If  not you are seriously setting her up for failure and setting yourself up for lots of anguish when you try to motivate her to go out and book, sell and recruit! I'm a firm believer that it all begins with the interview and I know that was one of the reasons why my personal recruits sold 3 times the company average which put more money in their bank account as well as my leadership bonus check!

Now, let's talk about the Interview of a Potential Recruit. This is another area where it really helps to know lots of information. Do you know what makes your prospect tick? Do you know why she might be interested in the business opportunity, not just in getting a kit! Do you know how much she would like to earn each week and what she would like to do with her earnings? Do you know what she is willing to do in order to make it happen? Do you know if she is willing to receive the education she will need in order to help her be more successful? If you don't know the answers to these questions you are setting your new recruit up for failure and you are going to be beating your head against the wall every time you try to get her to go out and hold a party.

The "5 Mistakes That Can Sabotage Your New Recruit's Success and How to Avoid Them" Webinar Replay can provide you with lots of things you can do to have BETTER RECRUITS so if you haven't watched it here is the link.

Watch 5 Mistakes Replay

Here's a few things  you can begin doing right away.

1. Play the "Sponsoring Game" just like I show you in "It's a Party Out There". You MUST play it with the 8 questions provided so your new recruits will duplicate what you do. You MUST play both part One and Part Two of the Sponsoring Game. If you leave your party and you don't know anything about the guests in attendance and why they might be interested in your business opportunity it's YOUR FAULT!
If you don't have "It's a Party Out There" you can learn more here.

2. Make sure you ask lots of questions when you are interviewing your prospect. Many people find it helpful to use the Interview Guide that is part of the Blueprint for Mastering Direct Selling Leadership.

3. Do performance reviews every 6 months with active team members to help them stay on track to achieve their goals. Make sure you ask questions to find out what they want to improve in their business along with their 6 month income goal. You can put together a list of questions to help your consultant raise her goals to avoid becoming stagnant in her business. There is a great form that I used that is also included in the Blueprint for Mastering Direct Selling Leadership.

Take time to review these simple strategies and implement them as soon as possible and watch how quickly and easily you begin to increase your sales, booking and recruit's success!

If you found this article helpful please make sure you use the links to share with others who can benefit from it. Post it on FB, Twitter or your blog to help others have the success they deserve.

Comment on this post and you'll be entered into a drawing for a Free 60 day  "Direct Selling Doctor Inner Circle Membership" ($60 Value)

Avoid Sabotaging Your New Recruit’s Chances for Success

After watching this video if you want to join me for the "5 Mistakes that will sabotage Your New Reruit's Success and How to Avoid Them" Webinar
Click Here to Register

Simple Leadership System Will Get YOU on Track for BIG BONUS CHECKS!

Listen to  several leaders and myself on a special call and you may or may not have had time in your busy schedule to listen in! You’ll hear  some POWERFUL INFORMATION ON WHAT DIRECT SELLING LEADERS ARE DOING TO BUILD THEIR TEAMS AND INCREASE THEIR INCOMES!! Make sure you listen to the WHOLE CALL AS EVERYONE SHARES DIFFERENT INFORMATION ON WHAT’S WORKING FOR THEM!

If you were on the call you would have heard:

1. Brenda with Pampered Chef share she LOVES HAVING A STEP-BY-STEP Leadership System to use as well as to teach other leaders on her team! She also shared how her new “Success Training” for new recruits is so good the new recruits are soaring past the seasoned veterans (who are unwilling to participate in the training) and how the new recruits are not only selling BUT ALSO SPONSORING. She has a new director and 7 Senior Consultants since she began implementing what she learned from “The Leadership Blueprint!”
2. Tina with Jewels by Park Lane who earned her first trip ever, a trip for 2 to Aruba! On a recent Direct Selling Doctor Gold Plus coaching call, Tina realized she had been wasting valuable time on the internet and cut down her internet use by 2 hours per day and has been getting many more “income producing” activities done. She began holding monthly meetings and sending out team newsletters and she is now getting more done in less time!
3. Maura with Tastefully Simple has a small team and she realized goal-setting was hard for her. Because she wasn’t doing well on her goals it was hard to work with her team on their goals. Using “The Leadership Blueprint”  she began to break down her goals into bite-sized pieces and is now 1/2 way to reaching the team sales goal she set for 2010 so she knows she’ll not only reach it but surpass it by thousands of dollars!
4. Kara from Gold Canyon invested in the system after she lost her leadership title. Devastated and ready for some drastic measures she realized she was constantly putting off things because of her desire for everything to “BE PERFECT” before she began! She needed a step-by-step way of doing things. She now uses the Interview to qualify leads, trains her recruits better and has MORE RECRUITS HITTING THEIR QUICK START LEVELS than ever before! Kara has also regained her title and is close to moving up to the next level!
5. Platinum Direct Selling Doctor member, Rosemary with Beauti-Control who understands the Power of Knowledge and having tools to work the business. She learned to listen to the people on her team and began teaching the “disgruntled consultants” how to book more spas and control their calendar. She is no longer signing up kit-nappers and with a “new attitude” is now FOCUSED on HELPING NEW RECRUITS REACH THEIR INCOME GOALS by challenging them to be ABOVE AVERAGE!
6. Platinum Direct Selling Doctor member, Jessie returned from the Leadership Bootcamp last fall and earned the promotion she had been working on for years in 2 months! Her team sales are up 30% over last year and her income is up 58%! ! Jessie is quick to implement what she learns and immediately began duplicating “the SYSTEM”, introducing ongoing Opportunity Meetings, new meeting formats and an exciting new team recognition program! She averages 30 new team members each month and has been using the system to keep promoting new consultants as fast as she can! SHE IS ON FIRE and the “Leadership Snowball” she has created in her team will be hard to beat!

It was exciting to hear each leader share how she discovered the areas where improvement was needed and used “THE LEADERSHIP BLUEPRINT” to move her past the obstacles and toward success. Each leader invested in the Leadership Bootcamp or the Leadership Blueprint at different points in their careers. Some were new consultants who knew they wanted to develop a strong team from the beginning, while others were leaders who were” stuck” in the business and unable to move past a certain level. All of them arrived with a DESIRE AND DETERMINATION to SUCCEED!

If you would like to hear their stories and what they did to get unstuck I’ll have the replay of the call up for a short time!

You can call (712) 432- 0453 pin 6745228# anytime 24/7 BUT HURRY because it won’t be there long! When you are done listening make sure you go to www.karenphelps.com/leadership.html
Now… if you really are ready to get out of the quicksand that is preventing you from earning $50,000, $100,000 or more in annual income from your direct selling business you should check into “The Leadership Blueprint” that has helped so many other leaders by providing them with an A-Z Leadership system for finding, calling & interviewing prospects, training and coaching new recruits to success, finding future leaders and moving them into leadership and all the ins and outs of holding opportunity meetings, training classes, team meetings and lots more you’ll want to check it out before the price increases by $50 on June 7′th!

The Leadership Blueprint not only comes with DVDs, CDs, Binder and Template for all materials it allows you to join us for the next “Mastering Direct Selling Leadership for 6-Figure Income” Webinar Series which begins on June 15′th. Hurry so you’ll have your binder and everything you need before the first class begins!

www.karenphelps.com/leadership.html

No Excuses Part 2 – Is it a Legitimate Objection or an Excuse?

Last week I went over how to STOP making excuses yourself and this week I thought I’d switch it around and share some insight as to why our prospects give us excuses. Are you like millions of direct sellers who have a long list of people who have indicated they want to do business with you BUT they have not taken any action yet? Worse yet, every time you try to have a conversation with you they either avoid you like the plague or THEY GIVE YOU AN EXCUSE!

An excuse is merely a polite way of telling you they don’t want to do business with you. Yikes, I can’t believe I say that but it’s TRUE!  It could be they are not ready to do business with you YET, or it may mean they don’t want to do business with you ever.

If you joined me for the Monthly Booking Bonanza Teleseminar in June then you heard me talk about a new program I invested in this past Spring that I am absolutely loving. It is by Ari Galper,”Unlock the Game” and the concept is about creating trust between you and your prospects. It doesn’t matter what you are selling the principles are the same. People will do business with people they know, like and trust.

One of the reasons your prospects could be giving you and excuse is they don’t trust that what you say is really going to happen If this is a factor you need to working on building trust in the relationship. An easy way to build trust is to make the prospect feel comfortable and you can do this as easily as asking, “Would you be open to…?” and then insert whatever you want. Example: “Would you be open to getting together for a cup of coffee and I’ll share a few ways having your own business could be an advantage for you?” OR “Would you be open to exploring the possibility of having a (company name) party to earn some free products for yourself?”  You can easily see these examples are about creating a relationship with the prospect before deciding which way to go. ( Make sure you join me for next month’s booking teleseminar where you get the rest of the script as well as some more to help you fill your calendar with bookings!)

Another reason your prospect may give you an excuse is they aren’t sure they need what you are offering. In our never-ending pursuit of getting a booking, making a sale and getting a recruit we often overlook the fact that maybe it’s NOT RIGHT for them! Instead of going into pursuit mode you can ask more questions to get to the bottom of it. Asking questions like, “does it make sense to?” or “I understand you love our products and I know you want a lot of them, but on a scale of 1 -10 how interested are you in booking a party to get some for free?”

When you are overcoming excuses most of us have been trained to use the “feel, felt, found method” of overcoming objections and that can work but it often doesn’t help us to know if it’s a legitimate objection or just an excuse. Much like an onion you need to ask questions until you get to the real issue. Saying things like, “are you open to hearing more?”,  “does it make sense to set a date?”, or “where do you think we should go from here?” will help your prospects feel more comfortable with the process and will help you uncover the truth behind their excuse.

So, if you are open to trying some new language and you feel comfortable with asking more questions in order to get better answers you just might discover your prospects more willing to answer you honestly. You’ve got nothing to lose by trying!

Let Karen show you  how to get what you want from your direct selling business and life go to www.karenphelps.com/promo.html for specials or to www.karenphelps.com/shop.html

Want to know how you can bring Karen in to motivate and inspire your audience call our office (248) 625-4897or contact support@karenphelps.com.