Dear Archive Visitor, Whew! This has been a busy week for me. It began early Sunday morning with taking our 17 year-old ballerina to the airport to head back to Connecticut, where she attends a ballet conservatory. Then just before noon that same day many of you Celebrated my birthday with me by joining me on my FREE tele-seminar, "How to Get Prospects to Call You Back." (I've now learned that the best way bar none to get a bunch of birthday wishes is to let everyone know it's your birthday!) On Monday I started working with my web master on revamping more of my website so that I could roll out a new Direct Sales MasterMind program (more on that later). That's required so much time that I haven't been going to bed until midnight everyday this week. On Tuesday night, we had the first tele-seminar in my new "Step-by-Step Prospecting and Booking System." If you wanted to get in on that but just didn't get signed up in time, I have some great news for you. Be sure to check out today's recommendation section! The rest of this week I'll be busy with producing some new products. If there is a topic you are needing help with, why not send me an email, and I'll address it in an up-coming Sales Refinery Insights! Meanwhile, this week's article shows you an easy way to build trust with your customers no matter how busy you are!

Building an Empire in Your Direct Sales Business (Listen right now) is one of the most rewarding things you may ever do Ñ you can earn an outstanding income, you get to decide your work schedule, you can earn world travel, and you meet the best friends of your life... all while running a business out of your own home. However, building a successful direct sales business requires intriguing prospects quickly, leaving them hungry to know more, and knowing how to use the telephone effectively. This jam-packed-information AUDIO covers 3 simple ways to accomplish all of that. Listen right now at your convenience via live streaming or download.

An Amazing Way to Create Value and Build Trust By Tammy Stanley There is a reason I look forward to plane trips and put up with all the hassle one goes through these days just to get on a plane. The reason is that I get to do one of my favorite things without interruption - reading. On my last plane trip I read an excellent book, Thick Face, Black Heart by Chin-Ning Chu, an amazing woman who was born in China and was forced to flee to Taiwan after the fall of mainland China to the Communists. Now aren't you wondering why on earth I would read a book entitled Thick Face, Black Heart? I'll tell you why. Someone, who's opinion I trust, said to read it. Because this "someone" is a businessman, I figured the book would somehow be related to business, but I read it because he recommended it, and I value his opinion. Now the gentleman that recommended the book is a salesperson, but he wasn't trying to sell the book when he recommended it. He simply said that he had read it and highly recommended it. So if this person is a salesperson, but he wasn't selling the book, why did I act on his recommendation? Is it because he's such a positive person? HA! Hardly. In fact, I once wrote him and told him that he was a curmudgeon. He was proud of that and printed my words in his newsletter! Okay, truth be told, I actually said that he was the most positively refreshing curmudgeon I knew - I guess he had the right to be proud of that. Seriously though, he is a curmudgeon, but he uses that to his advantage in his sales and marketing business. If that sounds impossible to achieve, let me quickly explain why it isn't. When you are authentic, people often like that, even if they don't agree with everything you say. I certainly don't agree with everything this man says - I'd have to set myself on fire before talking politics with him because I'd be in far less agony that way! WAIT! Are you following this - I think this guy is a curmudgeon (he's only positively refreshing because he dares to state things like he sees them), and I hardly agree with everything he says. Why on earth would I run out and buy a book and read it because he recommended it? I took action quickly because he has created so much value with me in the past with his authenticity. And that is this week's Sales Refinery Insights lesson. How can you create so much value that your prospects and/or customers take action quickly? When you create value with people, they don't have to like everything about you, they don't have to agree with everything you say, and you don't have to worry about trying to please them all the time. You get to be authentic. You get to be who you are, and people still buy from you, recommend you, and act on your recommendations because you have created value with them. So how can you create this kind of value? This is a topic I could probably have an entire day-long seminar about (Hmmm.... I'll have to consider that idea now that I thought of it!), but I'll give at least one suggestion today to get your brain going. Now if you've been reading my ezine for a while now, you might have noticed that I'm somewhat of a jokester. Back when I lived in Germany, people frequently called me a "Luder," which loosely translated means a rotten piece of meat. Yes, that's the way Germans tell you how endearing you are to them (and people say they don't have a sense of humor!). I'm telling you all of this so that you believe me when I tell you that it's just me being "authentically me" to give people a hard time and joke around with them. Knowing that about myself, one of the things I started doing at all my home parties after saying a few words was this: If you have questions or comments, feel free to interrupt me during my presentation. Oh, and hecklers are welcomed! Once I came up with the idea to do that, I never stopped because the results blew me away. Right after saying it, there was always someone who would light up and say something like, "Oh good, does this mean we can say what we really think?" Of course when she said something like that she'd have a chuckle in her voice. Once that happened, it seemed like everyone would instantly come to life, loosen up, and feel free to tease me. But here's the real reason I stuck with that comment, once I tried it - the connection and the trust that developed between these strangers and me in just an hour or so amazed me. When they were deciding what they wanted, I'd hear, "Tammy, what do you think about this?" "Tammy, what do you think I should do?" "Tammy, do you think this is a good selection?" Just by letting people know that I could take the heat, because I'm obviously no stranger to dishing it out, by being authentically me I created enough value for the guests at those shows to openly express concern about my opinions and recommendations. What could you do at your home shows that would be authentic and unique? If you are a leader in your direct sales company, what could you do at a sales meeting that would be authentic? Can you guess what my sales consultants loved about my sales meetings? Giving me a hard time, of course! Hecklers were as welcomed at my meetings as they were at my home shows. That aura of authenticity also allowed my consultants to feel free about raising the tough issues with which they were dealing, which often lead to the most powerful sales meetings I never planned. Since I started writing this article I've thought of numerous other examples, but this is an ezine not a book, right? I bet that if you think about this, you will start seeing ways in which you bring authenticity to the table in your business, and my bet is that you'll also see that the ways in which you are the most authentic are also the ways that increase your business in impressive ways. Now, can you implement some of that authenticity in new ways or in other areas? I know you can. 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

This April 1st, Only a Fool Would Miss My STEP-BY-STEP BOOKING AND PROSPECTING SYSTEM Tele-seminar Series! If you missed signing up for the April 1st series, FEAR NOT! By signing up NOW for the next series, you can participate in the series I have going on right now, AND you can participate in the series that begins on May 27th. If you have any questions about this, you are more than welcomed to call me or send me an email. Imagine having the secrets to skyrocket your telephone results, the keys to having bookings galore, prospecting techniques powerful enough to generate interest in minutes, and the strategies to maximizing customer sales and retention! You can stop imagining that and learn exactly how to do it in my STEP-BY-STEP BOOKING AND PROSPECTING SYSTEM Tele-seminar series. This series includes four tele-seminars delivered every other week for eight weeks. To learn more about this incredibly content-rich program, click here to read all about it. If you want to arrange this series as a private tele-seminar exclusively for your sales unit or company, just give me a call at 480-775-4866, and I'll tell you how simple that is to arrange.

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