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10 STEPS TO SUCCESS IN DIRECT SALES
Every year thousands of men and women across America
sign on with direct selling firm-Tupperware, Amway, or a
cosmetic company-hoping to make money enough for new
draperies, a new davenport, or some new clothes. They
sell a little merchandise to a few relatives and close friends.
Then they are through. Theyquit before they give themselves
a chance to learn the basics of success in sales. "I am
simply not a born salesperson," they often say.
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 to be study? A lawyer to be study?"
WHAT IS DIRECT SELLING?
Direct selling is marketing a product directly to the
consumer with no middleman involved. Most reliable firms
are members of the National Association of Direct Selling
Companies. 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 always have a full list of potential clients. Be
quietly, yet firmly aggressive.
5. EXPECT 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. 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 a 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 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.
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, to find a good product
for the direct sales market, one that you like, one that fills
the need of a lot of people, and go to work for yourself! .You
can turn dreams into reality.
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