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Prospects Want RESPECT! By Tammy Stanley A few weeks ago my ezine article was about getting prospects to trust you. I pointed out in that article that one of the biggest mistakes sales people make is expecting prospects to trust them, when in actuality trust has to be earned. One of my loyal subscribers, Cindra, wrote to me exclaiming that Òmy ears must have been burningÓ because of an experience she had with another direct sales representative that day. I think Cindra met this woman at a networking meeting and discovered that she sold a line of vitamins and skin care (Now keep in mind that Cindra represents a very well established line of skin care and cosmetics, and meeting her quickly convinces one that sheÕs quite successful in her business). Anyway this woman gave Cindra a call and invited her out to breakfast. When another direct sales representative calls you and invites you out for breakfast, what do you think youÕre going to be doing? Personally, I assume that the two of us will have breakfast together and probably do a little brainstorming about how we can assist one another in business. I can tell you Cindra also expected that. However, (you probably felt that ÒhoweverÓ coming on didnÕt you?) Cindra discovered a group of this other womanÕs company consultants, when she arrived. Imagine being invited out for breakfast and finding out that itÕs really an opportunity meeting! STRIKE 1! Instead of telling the other direct sales representative to take a hike with this deceptive get-together, Cindra thought it best to act polite and sit down. Surely one polite act deserves another, unless of course you have opportunity meetings that you disguise under the name of Òbreakfast.Ó Before Cindra knew it the leader of the group blasted her with her companyÕs ÒfantasticÓ marketing plan. STRIKE 2! Cindra explained that she might consider buying the vitamins but that she was quite happy with the skincare company she represented. But as Cindra recounted to me, ÒThat didn't stop her. She kept on with how great their line was including the skin care! Then she went on to say much she makes and how she was like me and thought she couldn't sell either but she got over that when the great checks started coming in.Ó STRIKE 3! To top it off, Cindra was in her companyÕs suit and wearing her title pin because she had an appointment right afterwards. I know this all sounds absurd, but the sad thing is that it happens far too frequently in our industry, and itÕs also why the words Ònetwork marketingÓ put a bad taste in some peopleÕs mouths. When the meeting ended the woman who originally invited Cindra mentioned that perhaps the two of them could get together and try each otherÕs products, since she didnÕt sell color cosmetics. Unfortunately Cindra thought that might work out. When they got together Cindra told the other direct sales representative how uncomfortable her upline rep had made her feel because she didnÕt listen to Cindra and kept shoving her companyÕs business opportunity down CindraÕs throat. Guess what? She apologized and went on to do the same thing and even left Cindra a sample of their skin care products. In Germany they say, ÒThe apple doesnÕt fall far from the horse!Ó Please donÕt make me explain that. Just picture a horse in a field or stall, and you should be able to get the meaning. HEHE! In baseball you're out if you get 3 strikes. My suggestion is to apply the rules of baseball to other direct sales representatives you meet. If they get 3 strikes, you really don't need to keep giving them another chance just because they're in the same industry as you. And don't kid yourself into thinking that they'll end up being one of your good customers. If they're dumb enough to get 3 strikes, they're not smart enough to be a good customer. Does that sound harsh? Good. Your prospects won't have any tolerance for you, if you become an unbearably pushy sales person. Why should you have any less tolerance for someone who is? Don't fool yourself. You just don't need customers who will be more of a pain in your side than a breath of fresh air. One of the beautiful things about having your own business is that you get to choose your customers. Position yourself to choose the customers you want instead of getting whoever you can. Now letÕs look at the long term effects of the kind of ÒsalesmanshipÓ we learned about from Cindra's experience. IÕm betting that Cindra feels if she ever sees one of those reps again, it will be too soon. IÕm also willing to bet that anytime she hears that company name mentioned by anyone else, sheÕll get a quick case of indigestion. Now Cindra was amazingly gracious and never mentioned the representativesÕ names or their company to me, but many people wonÕt be that gracious. The best way to bring in high quality individuals is to demonstrate common respect by presenting clear and honest intentions. If you want someone to come to a meeting to meet your fellow consultants and check out your business opportunity, have the decency to tell them that. A good number of years ago, an acquaintance of mine called me up and invited me to her companyÕs opportunity meeting. Keep in mind that she knew I was with another direct sales company at the time. Did I take offense? Absolutely not. I appreciated that she had the foresight and the guts to call me. I already had a commitment on that particular night, but if I hadnÕt I would have attended for several reasons Ð to support my acquaintance, to know the difference between that companyÕs marketing plan and the one I was with, to meet people who might like to buy the product I sold, and to get ideas about how to improve my own opportunity meetings. Notice that her honesty didnÕt install a bad taste in my mouth. Another incredibly powerful way to bring in high quality individuals into your business is to demonstrate respect by listening to what theyÕre actually saying, not what you wish they were saying! One woman whom I approached about being a hostess back when I first started selling told me, ÒOkay, IÕll be a hostess because I really love the product you sell. But IÕll only do that if you promise to never mention a word to me about the business opportunity.Ó I promised her I wouldnÕt. For at least two years she bought regularly from me. Every time I went to the dentistÕs office where she worked (we had four kids, so I was there rather frequently), she ordered more product from me. I never so much even dropped a hint about the business opportunity to her during that time. One day she said, ÒGeez, I buy so much of this stuff, I should probably sell it. I canÕt believe you havenÕt tried to get me to do that.Ó I then calmly reminded her of the promise IÕd made to her two years before. IÕll never forget the look on her face. She was amazed. Then she asked me to meet with her that week and show her my opportunity. Needless to say, she joined me in my company and was a member in my sales unit for at least 6 years. Whenever I gave her suggestions, she did exactly what I said. Why? She trusted me implicitly. It might occasionally require more time, patience, or effort to demonstrate respect to a prospect or a customer, but the rewards are well worth that extra time, patience, or effort. When you show respect for your prospects, they'll have a sweet taste in their mouth when your name or company is mentioned. 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

Tammy Stanley, founded and directs The Sales Refinery, a sales training company that assists sales professionals 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.

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