Are You Selling or Promoting?

It seems that daily I encounter a new sales person who has just started with the best company in the world. Their company has a compensation plan that is the best in the industry, their products/service are second to none and they are EXCITED!

Because I invest a considerable amount of time in various networking events this often happens when I am meeting these people in person for the first time. However, the same holds true for the Internet. Being separated by several thousand miles of Internet is not going to discourage this new and excited business owner.

While I stress the importance of having and acquiring the sales skills required to achieve the success you desire in network marketing, there is the right time and the wrong time to put those skills to use. Before the other individual has even had the opportunity to provide their name is probably not a great time to begin running through the 179 benefits of your product and compensation plan.

How about we start with establishing some rapport with our new acquaintance?

I will admit that I truly enjoy working with people that have a background in outside sales, especially if those individuals have a large part of their income derived solely from commissions. Probably, not for the same reasons that you might be thinking. I know for a fact that someone making a living from outside sales and predominately from commissions has to have an incredible work ethic. Additionally, these individuals typically have strong drive that will carry them past the ups and downs that can be expected in any business. They won’t let a little setback take them out of the game!

However, I have on numerous occasions sponsored a new business associate that is what I would classify as a sales superstar. The good news is that they take off with their new business like no one can believe. The problem is that everyone the sponsor expects to be able to duplicate exactly what they are doing and it simply does NOT work that way. To make matters worse, when those new business builders discover that they are unable to duplicate superstar it is difficult if not impossible to keep those people in your business.

Those sales superstars are not DUPLICATABLE……Systems and Processes are duplicatable!

So how do we overcome this challenge of not becoming a full time door to door salesman?

The truth of the matters is that the solution is much easier than you would ever believe. Take that excitement (or find it) and use it to PROMOTE! Yes, your job is more about MARKETING and PROMOTING. Assuming that you are affiliated with a reputable company that is providing you with the marketing and promotional tools that you need, your job is half done for you. At this point it becomes more a function of numbers than it does about sales.

Let me ask this question:
Would you rather spend an hour talking to someone trying to convince them that your business opportunity is a great idea?
or
Would you like to spend that same time addressing the questions of someone that is interested in your business opportunity?

Hopefully, you would prefer spending your time with someone that is already interested in your business opportunity. At this point your sales and marketing materials have done most of the work for you. Now you have a meeting (in person or virtually) with a prospect that has demonstrated a desire in your business, has received information about your business opportunity without things being left out and you begin a sales process.

What do I mean about a sales process?

This individual is asking questions because they have an interest. Once you have a prospect asking questions it becomes your job to ensure they have all the answers the need, discover any additional needs they may have and most importantly LISTEN! Ask the questions that need to be asked and then shut-up and listen. Trust me by listening they will tell you everything you need to know to help them through the decision making process.

By NOT becoming remarkable, you can in fact become replaceable, because every prospect that you talk with can get excited about their new opportunity and they have the ability to hand out promotional materials. By using a system where your prospects are not required to become sales superstars, you will build an organization that will reward you handsomely.

While sales skills are a very important part of being in business for yourself, your primary role is to become the BEST promoter that you can. Remember that a large majority of the people you come in contact with will not understand (ever) why you are so excited about your opportunity. It is NOT your job to convince them otherwise! Trust me, while you are spending countless hours trying to convince people that cannot be convinced, your competition is talking to the people that want to build a home based business.

Remember these simple rules:
- Don’t try to sell everyone that you meet
- Let your sales and marketing materials work for you
- Spend your time with the qualified prospects
- Teach your business associates to do the same

To Your Success!

Tagged as: direct sales, Direct Selling, home based business, home business, lead generation, leads, marketing, promoting, promotion, prospecting, prospects, Sales, Sales Training