Dear Archive Visitor, Well, it was sad news for The Tamster (that's me, in case you hadn't guessed) on Monday, when she learned that her article, Moving from Call Reluctance to Call Willingness didn't get selected as the number one sales article of the week online. Although it was great to be in the top 10 sales articles of the week, there's something more fascinating about being number one. As it turned out, Yanik Silver's article How To Use Hidden Psychological Triggers and Sell More Products and Services Guaranteed ended up number one. I know, I know. Who cares about that, right? HEHEHE

What Prospects Actually Want By Tammy Stanley All direct sales entrepreneurs know they can afford to talk to others about their business, which is why word-of-mouth advertising is the one form of marketing on which plenty of them rely. However, spend a few months attending various networking meetings and a particular observation is inevitable Ñ few direct sales entrepreneurs understand what prospects actually want. DonÕt believe me? Think about the last networking meeting you went to, and try to recall one person whose message was so compelling, you immediately thought of someone who needed that service and passed on a lead. The more typical scenario is that you came home with yet another stack of business cards that are still on your desk, waiting to be filed in the trusty olÕ Rolodex! The point of networking isnÕt to fill up a Rolodex. The point of networking is to build a network of people who understand what it is that you do so well, that they easily think of people they know, who need your service or product. Instead of getting inside the customerÕs shoes and thinking what the customer would truly want, individuals focus on facts that mean nothing to their potential customer, such as their name, their title with a company, their company name and how long the company has been in business. ÒIÕm Jessica Smith and IÕm a distributor with Fantastic Slims, which has been in the weight loss industry for 15 years.Ó ItÕs true that most people follow that formula, but that doesnÕt mean you should copy it! Is that what prospects want - a distributor who is affiliated with a 15-year old company? Seriously now, who goes to bed thinking she wants that? If you picture it, you might even start laughing out loud. Go ahead, visualize Sally Smith crawling into bed. She lays herself down, and as she's drifting off to sleep she thinks, "Oh if only I could find a distributor with a 15-year old weight loss product." Ha! I don't think so. The more likely scenario is that she thinks, "If only I could stick to a diet for even one day. Then I might feel I have a fighting chance." AHHH! Now, if you have a weight loss product, how can you be the solution to her problem, the answer to her request? Prospects donÕt care about you, your name, or what you do until you give them reason enough to care. Back in high school, I had an English teacher who would often write ÒSGWDIM,Ó as a comment on my book reviews. It stood for Òsounds goodÉ what does it mean?Ó When you talk about great customer service, your prospect is probably thinking SGWDIM Ñ sounds goodÉ what does it mean. Phrases like Ògreat customer serviceÓ and Òbest qualityÓ are phrases that are more clichŽs than they are compelling reasons to do business with you. But wait a minute! DonÕt customers want great customer service? DonÕt customers feel more compelled to do business with someone who has a 15-year track record as opposed to just one or two? Certainly the vast majority of sales people assume so, but letÕs look at a specific situation to better understand the somewhat intricate answer to those questions. LetÕs look at the Google phenomena. When Google began its search engine service, it didnÕt have the years of already being in business that other search engines offered, yet it quickly became the preferred search engine on the web. Plenty of people switched their allegiance from the search engine theyÕd been using for years to a completely new company. Why? Was it because Google offered something as clichŽ as great customer service? No, Google didnÕt say, ÒCome over to our search engine Ñ we have better customer service.Ó Google gave great customer service by putting themselves in their customers shoes and figuring out what customers really wanted in a search engine Ñ a clean page WITHOUT hundreds of other confusing ads or services, AND reliable and effective searches. What do prospects want from a search engine? Simplicity and reliability. Is that great customer service from a search engine? Yes, but more importantly itÕs a manifestation of customer service that can be described as benefits. Your prospects donÕt want "great customer service." They want the things that signify great customer service. What would great customer service look and feel like from a skin care consultant, a fashion coordinator, or a weight loss consultant? ThatÕs the kind of question to sit down and ask yourself, and the qualities you uncover are what you want to describe. People donÕt want great customer service, they want the benefits that add up to great customer service. So, why should your prospects use YOU as opposed to anyone else out there who does what you do? When you can answer that question, youÕll be on the track of irresistible vocal marketing. Now, instead of pondering the answer to that question on the last five minutes of your drive over to a networking meeting, I challenge you to work on this right now. It canÕt wait until tomorrow because every time you talk, you have the opportunity to increase your network of people who will remember and recommend you. Start making your vocal marketing irresistible today! ÒI will pay a man more for his ability to communicate than for any other quality he may possess.Ó -Charles Schwaab WANT TO SEE MORE ARTICLES LIKE THIS ONE? WANT TO USE THIS ARTICLE IN YOUR NEWSLETTER OR ON YOUR WEB SITE? You can, as long as you include this complete blurb with it: Author, Sales Trainer, and Professional Speaker Tammy Stanley publishes the propelling 'Sales Refinery Insights' weekly ezine for direct sales professionals. If you're ready to jump-start your direct sales business, make more money, and create more value, get your FREE tips now at www.tammystanley.com/ezine/ezine_offer_ds.htm

Make it Easier to Get Prospects A recent customer of this product called me the other day incredibly excited about how much this audio series was helping her to move away from the ol' "hit and miss" to a strategy of "aim and strike." I only have limited number of Irresistible Vocal Marketing for the Independent Sales Professional special CD set (53 to be exact) left. Once I sell these, IÕm changing the package from two 80-minute CDs to four 40-minute CDs. Once I change the packaging, IÕll also be changing the price to $47. Surely you want the same outstanding information for only $35. Then be sure to order right away, before these limited edition sets get sold out. If you want it to be easier to get more prospects and business, order your copy of Irresistible Vocal Marketing today, at the special price of $35 while the supply lasts. To learn more, click on the link below www.tammystanley.com/products.html.

Tammy Stanley, founded and directs The Sales Refinery, a sales training company that assists direct sales consultants to generate more business and build long-lasting sales teams through powerful marketing, selling and leadership strategies.

Tammy has been coaching and training since 1994 and has a deep understanding of the challenges and needs of the independent sales consultant. While raising four children, Tammy built a multi-million dollar direct sales organization, reaching her company's Circle of Excellence 7 consecutive years in a row. She earned numerous sales and leadership awards, world travel, and promoted 11 offspring managers.

The Tammy Stanley Sales Refinery
Tempe, AZ 85283
Call Today: 480-775-4866
tammy@TammyStanley.com