presented by: sue rusch direct sales resources, inc. january, 2004 principles and practices of...
TRANSCRIPT
Presented by:
Sue RuschDirect Sales Resources, Inc.
January, 2004
Principles and Principles and PracticesPractices
of Leadership of Leadership SuccessSuccess
SELLSELL
RECRUITRECRUIT
TRAINTRAIN
REACHREACH
RECOGNIZERECOGNIZE
RESPECTRESPECT
SELLSELL
Sales are the foundation of your
business.
© Direct Sales Resources, Inc.
Party Plan is a classy
approach to selling.
SELL
© Direct Sales Resources, Inc.
SELL
Selling is your way of serving.
SELL
One show/weekyou have a business.
Two+ shows/weekyou grow your business.
© Direct Sales Resources, Inc.
SELL
Learn to sell like a pro!
© Direct Sales Resources, Inc.
Technique #1
SELL
Beat Them To The Objection
© Direct Sales Resources, Inc.
What are your most common
sales objections?
SELL
© Direct Sales Resources, Inc.
WORDS THAT WORK
“You may be thinking …”
SELL
© Direct Sales Resources, Inc.
Technique #2
SELL
Imagine this.
© Direct Sales Resources, Inc.
What feelings do your products
inspire?
SELL
© Direct Sales Resources, Inc.
WORDS THAT WORK
“Picture yourself …”
SELL
© Direct Sales Resources, Inc.
SELL
When you learn to sell, you can do anything !
© Direct Sales Resources, Inc.
RECRUITRECRUIT
Recruiting is the key to sustained
energy and growth.
Effective Leaders …
RECRUIT
… recruit at leastone new consultant
per month.
© Direct Sales Resources, Inc.
$0
$2,500,000
$5,000,000
$7,500,000
$10,000,000
$12,500,000
$15,000,000
$17,500,000
$20,000,000
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15
1983-1998
Sue Rusch’s
Organization Sales
RECRUIT
© Direct Sales Resources, Inc.
Strengthen your personal
recruiting skills.
© Direct Sales Resources, Inc.
RECRUIT
1. Generate interest
2. Secure appointment
3. Present opportunity
4. Invite objections
5. Guide to decision
Five Steps to Recruiting Success
© Direct Sales Resources, Inc.
RECRUIT
Recruiting skills build upon
selling skills!
© Direct Sales Resources, Inc.
RECRUIT
© Direct Sales Resources, Inc.
Technique #1
Beat Them To The Objection
Effectively address
recruiting objections.
© Direct Sales Resources, Inc.
RECRUIT
1. Generate interest
2. Secure appointment
3. Present opportunity
4. Invite objections
5. Guide to decision
Five Steps to Recruiting Success
© Direct Sales Resources, Inc.
RECRUIT
Time You may be thinking …
Skills You may be wondering …
Contacts
You may be thinking …
Image You may be thinking …
© Direct Sales Resources, Inc.
WORDS THAT WORK
RECRUIT
Sell the entry opportunity.
© Direct Sales Resources, Inc.
RECRUIT
Technique #2
SELL
Imagine this.
© Direct Sales Resources, Inc.
Earnings
Imagine this …
Pride Imagine this …
Fun Imagine this …
Lifestyle Imagine this …
© Direct Sales Resources, Inc.
WORDS THAT WORK
RECRUIT
TRAINTRAIN
Training is the ongoing process of building skill and
will.
Share knowledgeExplore feelings
Give information Build inspiration
© Direct Sales Resources, Inc.
TRAIN
© Direct Sales Resources, Inc.
Experience Excitement
The more experience we acquire …
… The less excitement we show.
TRAIN
© Direct Sales Resources, Inc.
Experience Excitement
Train with your head and heart.
SUCCESS
TRAIN
Keep it Simple
What do I want them to know?
How do I want them to feel?
What do I want them to do?
© Direct Sales Resources, Inc.
TRAIN
© Direct Sales Resources, Inc.
Preach what you practice!
TRAIN
© Direct Sales Resources, Inc.
Learn without lecture
• Discussion Groups
• Quiz
• Demonstration
• Roleplay
• Brainstorm
TRAIN
© Direct Sales Resources, Inc.
Train with spaced repetition.
TRAIN
REACHREACH
Connecting is more than contacting.
When you
connect with
team members
… what is your
INTENTION?© Direct Sales Resources, Inc.
REACH
Intentional leadersfocus on:
© Direct Sales Resources, Inc.
REACH
In what ways would
your team members be
happier if they did at
least
oneone
show every week?© Direct Sales Resources, Inc.
REACH
Do you “sell”
success?© Direct Sales Resources, Inc.
REACH
Sell value first,
Price second.
© Direct Sales Resources, Inc.
REACH
When we get stuckwe tend to reachfor a new way.
Often what we need
is a new why.
© Direct Sales Resources, Inc.
REACH
© Direct Sales Resources, Inc.
Connect
proactively.
REACH
© Direct Sales Resources, Inc.
Instead of working
with problems,
choose to work with
productivity.
REACH
Instead of this:
Just checking in!
WORDS THAT WORK
© Direct Sales Resources, Inc.
REACH
Try this:
Do you have time for a great
idea …
WORDS THAT WORK
© Direct Sales Resources, Inc.
REACH
How are your sales looking?
Instead of this:
WORDS THAT WORK
© Direct Sales Resources, Inc.
REACH
Try this:
How do you feel about the direction
your business is taking?
WORDS THAT WORK
© Direct Sales Resources, Inc.
REACH
What is your goal?
Instead of this:
WORDS THAT WORK
© Direct Sales Resources, Inc.
REACH
Try this:
What do you want that you’re not getting now?
WORDS THAT WORK
© Direct Sales Resources, Inc.
REACH
What you should do is …
Instead of this:
WORDS THAT WORK
© Direct Sales Resources, Inc.
REACH
Try this:
What have you tried so far?
WORDS THAT WORK
© Direct Sales Resources, Inc.
REACH
What works for me is …
Instead of this:
WORDS THAT WORK
© Direct Sales Resources, Inc.
REACH
Try this:
What have you thought about
trying?
WORDS THAT WORK
© Direct Sales Resources, Inc.
REACH
I’ve got the answer!
Instead of this:
WORDS THAT WORK
© Direct Sales Resources, Inc.
REACH
Try this:
Would you like a suggestion?
WORDS THAT WORK
© Direct Sales Resources, Inc.
REACH
“Call me when you need something”
… doesn’t grow a business.
© Direct Sales Resources, Inc.
REACH
RECOGNIZRECOGNIZEE
What gets recognized gets
repeated.
© Direct Sales Resources, Inc.
Effective recognition• Sets expectations.
• Reinforces behavior.
• Makes people feel valued.
• Builds team spirit.
RECOGNIZE
© Direct Sales Resources, Inc.
It’s less about the memento and
more about the moment.
RECOGNIZE
Effective recognition
© Direct Sales Resources, Inc.
Include
recognition in
every
meeting.
RECOGNIZE
RESPECTRESPECT
Your business
IS a business.
When I started … …today
My family
FAMILY: EXCUSE … OR … REASON?
© Direct Sales Resources, Inc.
RESPECT
Are you working as hardFOR YOURSELF
as you would forSOMEONE ELSE?
© Direct Sales Resources, Inc.
RESPECT
Your business IS a business!
• Create a schedule each week.
• Add a power hour where needed.
• Work in blocks, not fragments.
• Reduce multi-tasking.
© Direct Sales Resources, Inc.
RESPECT
© Direct Sales Resources, Inc.
RESPECT
As we manage time, we manage
ourselves.
SELLSELL
RECRUITRECRUIT
TRAINTRAIN
REACHREACH
RECOGNIZERECOGNIZE
RESPECTRESPECT
© Direct Sales Resources, Inc.
• Reach out.
• Focus on the present.• Follow through.
© Direct Sales Resources, Inc.
Presented by:
Sue RuschDirect Sales Resources, Inc.
January, 2004
Principles and Principles and PracticesPractices
of Leadership of Leadership SuccessSuccess