Ten Steps to Success in Direct Selling

By: Molly Berton

Every year thousands of men and women across America check in with direct selling firm-Tupperware, Amway, or a cosmetic company-hoping to form cash enough for brand spanking new draperies, a brand new davenport, or some new garments. They sell to small degree of merchandise to many relatives and friends. Then they're through. They quit before they furnish themselves an opportunity to find out the fundamentals of success in sales. "I am merely not a born salesperson," they usually say.
No one is born a salesperson; any more than one is born a doctor or born a lawyer. A sale 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 to be study? A lawyer to be study?"
Direct selling is selling a product on to the patron with no middleman concerned. Most reliable corporations are members of the National Association of Direct Selling Companies. They bring about to the general public fine merchandise that are with modesty priced so as to insure mass consumption.

Here are ten steps that will assure your success:
1. BE AN OBJECTIVE 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 CREATOR. 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 KEEN. 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. BE FAMILIAR WITH 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, and then you will close sales. Ask for referrals, then you always have a full list of potential clients. Be quietly, yet firmly aggressive.

5. PRESUME NO'S. Realize that no's are 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 here 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. PLAN TIME CLEVERLY. 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 OPTIMISTIC 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 are 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 its 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.

Before starting any organization be sure you realize the right way to maintain factors sensible between you and your associates. This publication Slicing Pie, through Mike Moyer, points out how you can decide precisely the volume of start-up equity each person justifies.

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Molly Berton is a business woman and engaged herself in writing articles about business and start-up equity to help aspiring entrepreneurs like her build their own businesses.

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