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1-1
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What You Broadcast When You Bash Your Competition
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Over the weekend, my husband and I went to check out a newer timeshare in town. We already own a timeshare, but the sales person we spoke with described this place in such a positive way that we thought it would be worth investigating. And the added benefit was that we could observe their sales process, which is always a learning opportunity..
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1-2
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Selling in the Rain!
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The other morning as I was out running with my dog, it started to rain. No big deal, I thought; I trained for a marathon up in Portland, Oregon (translation: IÕve run mile after mile in the rain). Now that IÕm living in Phoenix, I was sure that having a jog in the rain would be a nice change of pace. WRONG. Within a few minutes it went from raining to POURing, and I still had 2 miles to go before IÕd be home. I had no choice but to keep running.
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1-3
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ABC of Sales
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At most health clubs you receive a free fitness evaluation and training session with your membership. By taking advantage of this feature, you'll have an hour long session with a trainer, who will assess your level of fitness and your fitness goals, and then he/she will propose a plan for you. The purposed plan will include a personal trainer - TAH-DAH - the person who just worked with you for that hour, which of course is an additional fee.
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1-4
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Always Be Closing
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Perhaps my favorite story about the well known speaker, Jim Rohn, is from his first days of selling. He recounts that people who attended his sales presentations told him, - Great presentation, Jim and - Wow, awesome job in your sales presentation, Jim. Finally one day he realized that however great his presentation was, he wasn't selling anything. That's when he understood there is a difference between presenting and selling.
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1-5
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Who Else Wants an Expo Booth Filled with Eager Prospects?
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I had a big -aha- this past weekend when I attended a womenÕs expo in my city. This -aha- hit me after walking down aisle after aisle and seeing numerous booths with consultants representing various direct sales companies, as well as other companies of all sorts.
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1-6
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What a 19th Century Opera Composer Teaches Modern Day Salespeople
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Most people are familiar with the old saying, ÒEasy come. Easy go.Ó In the sales world we often observe that sales people who experience success quickly falsely assume that the sales profession is going to be easy. After a month or two, however, those fortunate few often reach a different conclusion. Without much sweat equity invested, they head off and look for the next rainbow. If only we could teach a new saying, ÒEasy come. Forget That.Ó We may not have that saying, but we can
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1-7
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What Prospects Actually Want
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How do you intrigue prospects so they want to learn more about your business?
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1-8
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The Key to Successful Up-Selling
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The other night we met my in-laws at the 31 Flavors Ice Cream parlor not far from our house. My in-laws thought it would be fun to see our oldest daughter in action, as she's working part-time at 31 Flavors to earn some extra cash.
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1-10
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If You Don't Ask...
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How to use questions to grow your direct sales business.
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1-11
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The Secret to Generating New Bookings
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How to craft an offer to generate future business by generating additional bookings.
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1-12
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The Big Picture in Bookings
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Understanding what a booking means for your business can be a make or break proposition.
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2-1
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What Happens When You Wait to Call Prospects?
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Thoughts on maintaining a positive attitude and using it to take action.
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2-2
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What Prospects Do When They Think You Aren't Telling The Truth...
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Sometimes we are tempted to shade the truth during the sales process. Learn why it is unnecessary and how it affects your bottom line.
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2-3
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Capture the Customer!
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How to capture the customer and maintain the long term relationships.
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2-4
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What If Customers Knew What They Wanted?
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Customers can seem capricious and difficult to understand. Learn a new perspective that will significantly improve the sales process.
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2-5
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What Would Happen If You Followed-Up?
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How do you effectively follow up with customers and why is it important
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2-6
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What if You Acknowledged Your Prospects?
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Understanding how to work with your customer can be challenging. One simple technique is acknowledging the prospects interests and needs.
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2-7
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What if You Talked About Your Prospect's Needs
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The best way to help a prospect get what she wants is to listen for what she needs.
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2-8
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A Tale of Two Dates
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Talking to prospects on the phone is like reading those first few lines of Dickens novel, A Tale of Two Cities. The key is to avoid being the worst, being foolish or incredulous, and to prevent the season of darkness and the winter of despair.
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2-9
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How to Get Your Prospects Listening
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How do you effectively develop a home party presentation. Tammy offers real insight into the sales process and how you can develop your own style.
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2-10
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The Danger in Wanting Everyone to Listen
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You may want to sale to everyone, the reality is that it is better to niche. Tammy discusses the reasons and how you determine your unique niche.
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2-11
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How to Shut Down the Inner Critic
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One of my all time favorite cartoons shows a surgeon holding a little jar, walking into a patient room and saying, Mr. Jones, we've successfully removed your inner critic....
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2-12
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Warning: Hard-Selling is a Dangerous Trap
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Have you ever heard that people hate to be sold to but they love to buy? You probably have. However, you don't usually hear that explained and so you forge ahead doing what you think you need to do to get people to buy from you.
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3-1
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Think Long Term to Win
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But here's what never ceased to amaze me while I was building a direct sales organization: how frequently distributors would think short-term while building their sales business. I came to the conclusion that these distributors obviously didn't see the c
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3-2
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Getting Prospects to Trust You
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Do any of you remember reading Highlights¨ as a young child? If you do, you surely remember the little cartoons staring Goofus and Gallant. I thought of that today and it gave me a fun idea for the ezine Ð Clodia and Grace. Let's look at how each of
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3-3
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Giving Yourself a Fresh Start
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Yesterday morning I attended the Fresh Start Women's Foundation breakfast fundraiser in Phoenix. I heard amazing testimonials from women who had found a way to pick up the pieces of their shattered lives through the workshops and assistance at the Fresh S
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3-4
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Are You Doing to Be Done?
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One of the things that never ceases to amaze me is just how easy it can be to think about past events or anticipated future ones. And the corollary of that is just how challenging it is to stay focused on the present moment.
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3-5
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Prospects Want RESPECT!
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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.
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3-6
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The Principle to Increasing Prospects
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A number of years ago I read about a chiropractor who built three separate million-dollar practices. Certainly if heÕd built one million-dollar practice alone, most would call that a great success, although there might be a few who would insist that lu
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3-7
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One of the Scariest Things Salespeople Do
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So many direct sales consultants worry about being perceived as pushy that they fail to do whatÕs necessary to even qualify themselves as sales professionals, namely, pick up the doggone telephone and call prospects. Now that's scary!
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3-8
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Why You Don't Want to Put Off Making Follow-Up Calls
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A couple weeks ago I did what I often recommend others in the sales profession to do - I followed up with customers on the telephone. I didn't get to everyone on the list, but the majority of them. Now, the only way I could follow up with you is if you'
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3-9
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The Way From Here to Where You Want to Go
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Developing a winning attitude requires more than emotion, it requires understanding.
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3-10
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The One Thing You Do Get For Nothing
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A number of years ago I participated in a fascinating study group with only a few other people. The most powerful topic for me was one on vanity.
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3-11
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Teaming Up to Increase Prospects
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During the holidays I often hear of direct sellers from different companies getting together and hosting a holiday bazaar. Each of the consultants invites all her customers, making it possible for all the consultants to go home with new leads that day.
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3-12
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A Surefire Way to Help Your Hostess Get More Guests at Her Home Party
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What's stopping you from hosting a home party tomorrow? What if I told you that December 7th (that's tomorrow) is statistically the best day in December to have a home party? What would stop you from calling some of those new acquaintances you recently
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4-1
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What to Do When the Customer Isn't Right
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Have you ever heard the saying, "The customer is always right?" I'm sure I could bet a large sum of money safely that you have. Now we all know that our customers are NOT always right, but there's a reason why that phrase is a good one to live by in the
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4-2
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How to Increase Customer Loyalty
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This week I received a holiday card from a direct sales consultant because IÕm one of her customers. The day it arrived in the mail it was the first thing that I opened. On the outside of the card it said, ÒYou are the greatest gift of all!Ó On t
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5-1
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Why Customers Quit Buying From You
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After 7 years of loyally buying from the same tree farm lot, I vowed this December to never buy from that farm again. The reason I made that decision is actually the same reason many customers that are pleased with a company will take their business and
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5-2
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How the Tough (and Even Those That Don't Think They're Tough) Can Get Going
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One of the things many of us look forward to is the New Year. If only I had a dollar for every time someone has said, "I can't wait to ring out the end of this year and get started fresh again." It's amazing how much hope people invest into a new year.
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5-3
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5 Reasons for YOU to call Your Customers
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It's not uncommon to hear direct sales consultants express frustration after they've left a couple of messages and the potential prospect or hostess doesn't call back. When that happens, it's easy to start thinking that the prospect isn't interested, and
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5-4
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Why the REAL Sale Begins After the Customer Says "Yes"
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Learn more about the complete sales process. Its not getting the customer to say yes, it is what you do after they agree to the sale.
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5-5
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The Training Differential
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Understanding the importance of a coach and how a coach can make a significant difference in your business.
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5-6
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Seemingly Harmless Ways to Ruin Credibility
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How to maintain your integrity during the sales process, understanding your personality and how it can help you during the sales process.
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5-7
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Direct Sales Consultants Are Not the Only Ones Out There Recruiting
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Paying attention to the way volunteers are recruited offers insights to direct sales consultants trying to recruit new consultants
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4-3
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Seek First to Understand
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The other day I was sitting in the bank waiting for a problem to be resolved when something wonderful happened. The gentleman in the cubicle next to the one I was waiting in started making cold calls...
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5-8
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Managing Time and Family
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The key to building a big direct sales business while working another full-time job
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5-9
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Stepping Out of the Comfort Zone
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Sometimes it takes guts to keep calling prospects but the end result is often that they learn how much you care
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5-10
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A New Way to Take a Break
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How to get an extra 20 percent from your current activity
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5-11
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What Would Happen If You Became Absolutely Consistent?
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Being consistent with certain activities like prospecting can have an enormous impact on the success of your business
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5-12
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What Happens When You Badmouth Your Competion?
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-->
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6-1
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What If You Do Not See Immediate Results
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-->
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6-2
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An Amazing Way to Create Value and Build Trust
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Create value with your customers and build trust with authenticity
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6-3
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Why People Attend Home Parties
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When you understand why people attend your home party, you also know how to interest others into attending
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6-4
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Is It Possible to Feel Comfortable Following Up with Customers
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6-5
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The Key to Generating New Prospects
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-->
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6-6
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Who Else Wants to Make Money With Catalog Parties?
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-->
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6-7
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What If You Could Get What You Want?
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-->
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6-8
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What if Your Prospects Resist Change?
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-->
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6-9
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6-10
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Keys to Improving Your Business Even During Holidays
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-->
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6-11
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What If Your Prospects Are Not Even Listening?
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-->
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6-12
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Keys to Successful Networking
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-->
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7-1
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The Mark of a Truly Great Salesperson
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-->
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7-2
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Giving Everything You Can From All You've Got
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-->
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7-4
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How to Create the Time You Think You Need
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-->
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7-3
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How Being a Patriot Relates to Your Business
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-->
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7-5
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What to Do with Friends that Refuse to Say "Yes"
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-->
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7-6
|
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Meet the King in Direct Sales
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-->
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7-7
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Get Out of Your Own Way
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-->
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7-8
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Critical Tools for Your Business
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-->
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7-9
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What to Do When Things Look Half Empty
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-->
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7-10
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Does The Golden Rule Hurt Your Sales Business?
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-->
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7-11
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It's Not Just Girls That Want to Have Fun
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-->
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7-12
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8-1
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Thunderstorms Are Not Permanent
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-->
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8-2
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The Stories We Tell That Fail To Help
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-->
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8-3
|
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What If Customers Knew What They Wanted?
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-->
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8-4
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What Does The Price Have To Do With Anything?
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-->
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8-5
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To Sell or Not To Sell
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-->
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8-6
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8-7
|
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Instantly Turn Things Around in Your Business
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-->
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8-8
|
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Now For Something Really Scary!
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-->
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8-9
|
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Why You CAN Get Started NOW!
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-->
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8-10
|
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What If Your Prospects Change Their Minds
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-->
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8-11
|
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The Best Thing to Exchange
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-->
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8-12
|
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Why Recruits Can't Hear What You're Saying
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-->
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9-1
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Why Keeping Parties Open is Hazardous to Your Business
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-->
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9-2
|
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A Direct Sales Carol!
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-->
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9-3
|
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Getting January Bookings
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-->
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9-4
|
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The Keys to Securing More Bookings at Your Home Parties (Part 1)
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-->
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9-5
|
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The Keys to Securing More Bookings at Your Home Parties (Part 2)
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-->
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9-6
|
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The Danger of Hard Selling Tactics
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-->
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9-7
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9-8
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Getting Recruit Prospects Off the Fence
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-->
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9-9
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9-10
|
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Staying on the Interstate
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9-11
|
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Maximizing Your Selling Time
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9-12
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10-1
|
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Is It Ever Too Late to Follow Up?
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