Sales Articles

Article / Updated 07-03-2023

A sales presentation that is tailored to address your prospect’s unique needs and interests is a prerequisite for success. Use the following checklist to help you gather key information about your prospect and the opportunity. The opportunity ___ Identify the opportunity. ___ Qualify the prospect. ___ Set an actionable goal. ___ Identify the challenge. ___ Discover the trigger event. ___ Determine the current solution. The impact ___ Establish the impact of the problem. ___ Identify the impact of the solution. ___ Determine key performance indicators (KPI). ___ Confirm timing and expectations. The competition ___ Identify the competition. ___ Research buying history. ___ Do a competitive analysis. The logistics ___ Determine who will be at your presentation. ___ Agree on the format. ___ Establish the time and date. ___ Confirm the venue. ___ Make arrangements to set up. ___ Determine your travel needs. The audience ___ Identify roles. ___ Get contact information. ___ Schedule discovery calls. ___ Conduct discovery conversations. ___ Define point of view and personal impact. ___ Confirm your audience’s decision-making process.

Article / Updated 07-03-2023

A hook is an attention-grabbing device that focuses your prospect’s attention on your message, sets the tone of the presentation, and provides something of value. Here are several types of hooks that ensure that your presentation starts on a strong note. Quote: Using someone else’s words can add an element of credibility to your presentation or effectively frame your message. Example: “The secret of success is to do the common thing uncommonly well.” John D. Rockefeller Question: Asking your audience a question can get them actively thinking about the topic and participating in the conversation. Example: What percentage of expense reports you process is error-free? Startling statement: Opening with a strong point of view can be effective at getting your audience to sit up and pay attention. Example: “You may be losing half a million dollars or more a year by not being able to take advantage of early supplier payment discounts.” Fascinating fact: An interesting fact that is relevant to your topic can incite curiosity and conversation. Example: The fastest growing segment of the population is those individuals 80 and older. Story: A short relevant story is a unique and powerful way to open a presentation. Example: “My recent zip line experience reminded me of the business challenge we’re here to discuss. Here’s why…” Prop: An object can give your message a powerful visual impact. Examples include flipchart, whiteboard, book, phone, key. Insight: Sharing something valuable about your prospect’s industry or company can enhance your credibility and greatly improve attention. Example: “We discovered that your accounting personnel typically touch a document four times before it gets processed in your current system.” Video: A short on-point video is a sure way to gain attention and set the tone for your presentation. Example: A company selling security technology uses a quick montage of news clips on personal information leakage.

Article / Updated 07-03-2023

Your sales tools aren’t limited to your PowerPoint slides and projector. Used effectively, your voice, body, and movement can bring your presentation’s message to life and add impact. Follow the guidelines here to make sure that you’re using your voice, body, and movement to their highest potential. Voice ____ Volume ____ Cadence ____ Emphasis ____ Clarity ____ Use of pauses ____ Variety ____ No filler words Body ____ Gestures ____ Open body language ____ Eye contact ____ Facial expressions ____ Confident stance ____ Relaxed body ____ Authentic ____ Congruent to message Movement ____ Tied to purpose ____ Tempo ____ Sit or stand ____ Appropriate for room size ____ Set props

Article / Updated 07-03-2023

The best slides tell a story, but that story can get miscommunicated or lost on your prospect if your presentation slide is unclear or difficult to read. Subject each slide in your deck to these guidelines to make sure that you’re using your valuable real estate wisely. Keep one message per slide. No more than six lines of text. Choose images that create an emotional connection. Create simple graphs for statistics. Keep to a consistent color palette. Avoid tired templates and create your own look. Limit animated transitions and builds. Use contrast colors in background. Use dark type on a light background. Feature 18-point type so text is easy to read at a distance. Load up the white space.

Cheat Sheet / Updated 07-03-2023

A successful sales presentation must grab your prospect’s attention and make a compelling case for him to take the next step in the sales process. Winning presentations don’t happen by chance. Make sure your next sales presentation is designed to persuade and engage today’s busy decision makers by keeping the following checklists handy as you plan, build, and deliver your sales presentation.

Article / Updated 07-03-2023

Consumers go through a decision-making process when they’re looking to buy products. To increase your chances of them purchasing from you, understanding how they decide what to buy and helping them through the steps is important. Here’s a quick summary of the process: Phase 1: Recognition and Awareness of a Need. In this phase, it’s your job to position your product or service as a solution to a problem or need that a consumer may be encountering. Phase 2: Search for Information. In this phase, you must make sure that your information is available to potential consumers. If they watch television, you need to produce a few commercials. If they often use the Internet, you want to make sure you have a Web site and are participating in search-engine marketing. Make yourself available where your potential customers go to find information about your products or services. Phase 3: Evaluating the Alternatives. Provide information about your product in a way that’s easy to understand and that explains why you’re better than the competition. In other words, make sure it’s easy for consumers to understand why they should buy from you. Phase 4: Purchase. Make your products available to consumers or they’ll go somewhere else to make a purchase. Also be sure to make the purchase process easy and enjoyable for the consumer. Phase 5: Post-Purchase Evaluation. Service, Service, Service! Sure you need to provide your consumers with service before the purchase, but did you know that you also need to provide service after the purchase? Extraordinary customer care after the fact can help diminish feelings of buyer’s remorse or regret.

Article / Updated 03-22-2023

Once you have built a direct sales team and a large list of customers, relocating can be very challenging. You are dealing with a lot of emotions and the feeling that you have to start over. The key is to stay positive and look at it as a new opportunity in a different area. You actually have the opportunity to expand your business. But no matter what, relocating can be difficult. So you will need some reassuring to happen: Reassure your team. An important first step you will want to take when you decide to relocate is to reassure your team that you will still be there for them and will not abandon them. Let them know everything is going to be fine and put in place some concrete systems for staying in contact. The best thing you can do is find someone who is either a leader or close to promoting and give them some ownership of that area. Train them on what it means to be a leader and instruct them on how to handle your monthly meetings. A lot of times when someone is suddenly given this responsibility, they rise to the occasion and become the leader you always knew they could be. Make sure you choose wisely and talk with them so that everyone on your team is clear of the change and expectations. Phone and video conferencing — for example, Skype — are good ways to stay in touch with your team. If you don't have one already, creating a Facebook Group for everyone in your downline is something you will want to start. Posting training tips, news, and recognition in your Facebook Group will build confidence in your team that you have not abandoned them or have lost interest. Reassure yourself. Some people go through a feeling of depression, and have a tendency to feel like they don't even know where to begin. This is and can be daunting, so first things first. Take it in small steps. Reassure yourself that you can continue to grow your team back home and expand your business in this new area. Try to set simple daily goals, like meeting one new person per day or making five phone calls a day. Don't feel like you have to build a new business in a new location overnight. Also, depending on the level of leadership you are at and the size of your team, you may have been more in the leadership or managing mindset — meaning less personal business. Pretend you're new. Perhaps the easiest way to start over is to start from the beginning. This can be challenging to wrap your head around, but acting as if you are a new representative is the easiest way to start your business in a new location. Pretend you are a new representative and continue to re-promote yourself through the ranks of your company. Aside from needing to do it because of your relocation, this exercise can challenge you and get you excited about your business again. This time around, you will find yourself achieving promotions much faster than you did when you actually started your business. Provide excellent customer care to existing clients. With the Internet and social media, running a business far away from your clients is very doable. And not only doable, but can still be very successful. The key is to maintain your relationships with your customers through phone, email and social media. Continue to service them as you would in your previous local area and they will order from you again and again. And don't forget to ask your existing clients if they know anyone in the area you are moving to who would be interested in your product or service.

Article / Updated 03-22-2023

One thing you need to learn quickly in the direct sales business — in any business, for that matter — is that people are going to tell you no. There are people who will not like or want your product. They won't want to book a party, and they won't think direct sales is for them. And that's okay. You can't let them bring you down, because getting a no actually means you are closer to getting a yes. When someone tells you no, remind yourself that they aren't saying no to you because they don't like you as a person. They are saying no to the experience or to the product, maybe even because they don't understand it. Sometimes people are so fearful they're going to get a no that it prevents them from getting a yes. The truth is, to get a yes, you need to get a number of no's. If you ask ten people and one says yes, that means nine say no. So, when you get the no, be excited about it — because you know that a yes is just around the corner! Many tend to take rejection personally and let it affect the way they think about their business. The first few times you hear no from your friends, family, or coworkers, or if no one shows up to your launch party, you may want to abandon your dreams. You will want to lose your positive attitude. You will start convincing yourself of things like these: Well, I really just wanted the products in the kit anyway. I guess it wasn't meant to be. I'm actually too busy with my other job. I've earned back the cost of the kit, so it's no big deal. In fact, many people talk themselves out of the business before it even starts. This is why you need to remain positive and committed to your goal. To get the results you want your for business, you have to stay focused, give your business the time and attention it deserves, and don't let the no's bring you down. As with any new job, there are going to be times when you feel uncomfortable and unsure, especially at the beginning. But as long as you remain positive about your business — even through the no's — you will find yourself attracting people you want.

Cheat Sheet / Updated 07-01-2022

Direct selling has come a long way from its humble, domestic roots in 1950s Americana. Today’s top independent representatives run highly efficient, modern businesses that often leave more traditional retailers in the dust. There are three main types of direct sales models: social selling, network marketing, and affiliate/influencer, and each finds its niche in the industry. Being successful means setting and meeting goals. Doing so keeps you on your toes and engaged in your business. Once you get going in your business, there are lots of hard-earned tips and tricks you can apply to really maximize your profit. The following are some resources you can use regularly as a direct seller. You can find helpful information about everything from time management, team communications, social media communication and strategy, money management, and a wide assortment of other topics.

Cheat Sheet / Updated 04-26-2022

Being a successful sales manager means so much more than being a good sales person (although that certainly is a big part of it). You have to be skilled at identifying new talent, know how to run an effective sales meeting, and set and track the progress of goals for your team. Nobody said the job was easy, but it's certainly never dull.