Dear Archive Visitor, Years ago when our son, Marcus, was feigning sickness to get out of going to school a bit too often, I told him, "Don't say you're sick, when you're not. If you're sick, you have to spend the entire day in bed by yourself focusing on getting well. If you feel like you need a break from school, just tell me. I understand that we all need a break sometime, and on days like that you won't have to be alone in your room." From that point on, Marcus simply told me when he needed a break, and interestingly enough it wasn't very often. I believe that knowledge that he could take a break, if he asked for it, calmed the desire. After seeing how well this policy of honesty worked in our household, I naturally said the same thing to our three younger girls. Although they sometimes took a day off, they also had records of an entire school year without missing a single day. By establishing early on that I was open to giving them a break, if they'd just be honest about it, my children have responded with honesty in kind. In today's article I'll show how that same kind of honesty takes your direct sales business much farther than seemingly harmless manipulative jargon.

Seemingly Harmless Ways to Ruin Credibility By Tammy Stanley Being viewed as a pushy sales person was my biggest concern, when I started my direct sales business. Yes, I was more concerned about being pushy than I was about getting business! Because I already have an outgoing personality (sometimes my children would call it overbearing), I knew it wouldn't take much to convince people that I was just another pushy salesperson. At first, that concern made my journey in the sales world difficult. Because I was so nervous about appearing pushy, I was extremely cautious, which didn't exactly get my calendar filled to the brim. The good news is that all the while I was paying close attention to my prospects and customers. It didn't take long before I noticed what my customers loved most about me - my no holds barred honesty. If you've subscribed to my ezine for a few months, I bet that's one of the reasons you read it every week - you appreciate that I say what I think. Well, I discovered that's what my customers loved about me - they knew I put honesty first. After I realized how much my customers loved my honesty, I was able to see that what they yearned for in a sales situation was honesty over manipulation. So it astounds me how often sales people are taught manipulation over honesty. They're taught it in seemingly harmless ways, but I maintain that any degree of dishonesty destroys the reputation of our industry. Of course I have an example here to share. For a moment put yourself in the prospect's shoes (something I often ask you to do). You're at a home party of a friend and the consultant comes up to you and says: "My company is looking for top-notch people in this particular area. I'd love to tell you more about our opportunity sometime this week." How do you feel right now? Did you become keenly interested because the consultant told you that her company was looking for top-notch people in your area? All right. Now imagine that you're at a different home party. This time the consultant says to you: "I'm looking for top-notch people like you to join my team. I'd love to tell you more about this opportunity sometime this week." What differentiates those two approaches? I believe that what differentiates those two approaches is integrity. The first example might seem like a powerful way to attract a prospect's attention, but the truth is, most people these days are pretty familiar with the direct sales industry. They know that certainly any direct sales company wants top-notch people in their company, but they also know how this business works. They know that the salesperson's job is to sell, book, and recruit. Therefore, saying "our company is looking for top-notch sales people in the area" is far more likely to be heard as a manipulative tactic to hook them instead of a sincere touch of honesty. My husband and I have often discussed the many ways that salespeople cue to prospects or customers that they can't be completely trusted. I can think of a better way to build a relationship - stick to honest jargon. You see, what seems like an innocuous little approach is actually lined with deceit. Your company isn't looking for top-notch people in THIS AREA; your company is looking for top-notch people any where they can find them. Furthermore, it's not even a requirement that the people you recruit are top-notch. When an application goes across the president's desk, it's not going to be rejected. Do you really think that the majority of people attending your home parties don't know that? They do. That's why anything that has even a hint of dishonesty or deceit rubs them the wrong way and does more to convince them not to join you in the business than it does to persuade them to take a look at your opportunity. Even if a potential recruit knows nothing about the direct sales industry and totally falls for that line about your company needing top-notch sales people in the area, exactly how well will that phrase settle with her once she sees the business opportunity presented? Hmm... it's going to be pretty obvious at that point that the company actually settles for anyone that is willing to buy a starter kit and give it a try. So why not use honesty from the get go? It's you who wants top-notch people on your team. Be proud of that, and let the people you want to recruit know that you are. It's not only honest to say that you are looking for top-notch people to join you in this business, it's a sincere compliment. Your prospect won't feel any less flattered when she sees the marketing plan; if anything, she'll feel flattered that you think of her as a top-notch individual that can achieve the top level in your company. Surely you know the story of Pinocchio - each time he told a little white lie, his nose grew another inch, and before he knew it he looked ridiculous. Slipping in little white lies with the intent to coerce your prospects and customers to give you what you want not only makes you look ridiculous, it taints the very industry in which you're trying to grow a business. Your prospects truly yearn for sales situations that maintain honesty over manipulation. Thus, no matter what might sound salesman slick or smooth to say... honesty really is the best policy. 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.

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

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