Dear Archive Visitor, Thank you for all the inquiries about our daughter, Audrey. She is doing much, much better. My guess is that in just another week she'll be back on her toes Ñ literally! Well, sometimes one of the best things you can do for your business is to take a vacation. And that's exactly what I did last week. I didn't even check my email for 5 entire days, and I only read one business book. The rest of the time I spent having fun with the family. Now I'm completely refreshed and looking forward to my teleseminar, Ten Keys to Skyrocket Telephone Results, with all of you who signed up for it. By the way, it's not too late, and I assure you, you will be so glad you did! It takes place this Saturday at 10AM PST. Don't worry if you can't make that time. You'll be sent a recording of the call afterwards. Look for more details about it in this ezine.

What if You Acknowledged Your Prospects? By Tammy Stanley This morning I received one of those calls that I hardly look forward to getting. You probably have had calls just like this: Hello Mrs. Stanley, this is ABC carpet cleaning company, and weÕre currently in your area cleaning carpets for other homeowners, and weÕd like to offer you a free cleaning for any room in your house of a 10X10 area. We also clean couches, chairs and throw rugs. WeÕd like to come in and give you a free estimate for all the carpet areas in your home as well as any couches or chairs that youÕd also like to be cleaned. WeÕre going to be right in your neighborhood this Wednesday. Does two oÕclock work with your schedule? Did you cringe just reading that? When I get a call like that I canÕt tell if IÕm listening to a recording or a real person. I probably donÕt need to mention that IÕm not fond of conversations with recordings, which is why I often choose to hang up the phone instead of giving a sales representative like that more time. DonÕt get me wrong. ItÕs not a script that I mind so terribly as a script that doesnÕt include the one thing that makes a prospect feel important Ñ questions! Hey before you waste your breath talking about carpet cleaning, wouldnÕt it make sense to discover if your prospect has any carpet? Asking your prospect a question or two makes your prospect feel acknowledged. Acknowledgment is something that all humans desire, and many are starved for it. What would happen in your business if you implemented some ways to better acknowledge your prospects and customers? A number of years ago it occurred to me that I gave away all kinds of recognition to the women in my sales unit, but I had never given any kind of special recognition to my customers (outside of the handwritten thank-you attached to each order). Just before MotherÕs Day, I sent out each customer in my database a lovely but inexpensive bracelet and a really clever letter that expressed how grateful I was to have her as a customer. I remember the bracelets costing less than $3 a piece, but by my customersÕ reactions, it was like I bought them the moon. In the end, it wasnÕt the gift that mattered. And there was even something greater than the thought Ñ it was the recognition, the acknowledgment that touched them so deeply. All people desire recognition, even those who tell you they donÕt. Keep that concept close at hand as you build your direct sales business. Then remember that one of the best ways to acknowledge prospects, customers, and recruits is to ask them questions. In addition to making them feel acknowledged, you afford yourself the opportunity to better respond to their needs. This reminds me of the little boy who asked his mom where he came from. The mom then went into a detailed explanation about how babies are born. After she was done, her son said, ÒOh, Ôcuz my friend Johnny comes from Texas, and I was wondering where I came from.Ó I hope that made you laugh. Now consider how laughable it is that we assume what our prospects, our customers, and our recruits need or want without even investigating the situation with a few questions. What are some questions you could ask your prospects that might narrow down whether or not theyÕre prospects worth spending time with or not? What are some questions you could ask your customers that might improve your sales presentation or customer service? What are some questions you could ask your recruits that might make you a better sponsor? A few years ago I paid $4,000 to attend a 4-day seminar with a master salesman (it might sound crazy, but I assure you it was worth it). One of the most valuable things I learned at that seminar was the power in asking questions. 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

The next time that you're looking at paintings in a museum, pay attention to the frames around each painting. You will be amazed by the stunning artwork that frames the noted art. When our family was at the Getty museum in Los Angeles last week, it occurred to me that part of what made the artwork seem so glorious was the artwork that framed it. I couldn't help but see a correlation to the sales world. In the sales business it's important to frame your message. In other words, you want to arrange or adjust your message for a given prospect. A famous marketer, Dan Kennedy, likes to say, "the who is more important that the what." however, if you listen to most direct sales consultants, they typically emphasize the "what" not the "who." I recently learned that Volvo, the car manufacturer, frames its advertising message for a very specific work of art... the 36 year old mother with two children. Now it's true that other people buy Volvos, but Volvo crafts its message for a particular person! I'll bet that surprises you. Have you framed your message yet? For whom have you crafted your introduction? If you're still telling yourself, "I'm gonna do that," let me suggest you get on with the doing. The best way to get yourself to do that is to let me walk you step by step through the process with my audio series, Irresistible Vocal Marketing for the Direct Sales Entrepreneur. How you frame things makes a huge difference. If I taped my husband's PhD diploma on the wall, people would walk right by it or think it a hoax. The fact that it's in a beautiful frame along with two different colored mattings is what makes people take notice. By framing your message, you attract more qualified prospects and experience a far easier time closing those prospects to buy from you or join you in your business.

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