I was talking with a coaching client and she commented that she had four shows postpone the previous month.  For many consultants this would be a disaster.  Yet this young woman went on to tell me she’d had over $6000 in sales and she was very pleased with the month she had had.

You may be asking yourself how she could have four shows cancel but still have those kinds of sales.  Simple. Read the rest of this post »

I just got my Guideposts magazine.  I’m not a big magazine reader, and those I do read, usually have inspirational messages throughout them.  One of my favorite features in Guideposts is called “The Up Side.”  This section is filled with quotes from the known and the unknown.  There are two this month that really hit me between the eyes, and just shouted to be included in a post because they have so much to do with direct sales - and life in general.

One is from Anne Hathaway, actress, who says: Read the rest of this post »

My belief is that everything you say and do at your party plan selling demonstration should be said and done to promote higher sales, more bookings and interest in recruiting.  Have you ever had to sit down and explain to a sister consultant how and where her demonstration fell apart?  This happened to me and it was a very uncomfortable situation.

I had a party where the consultant was selling sleep-wear,  She had flannel, stunningly beautiful lingerie and everything in-between.  Everyone was having fun and trying things on.  Some guests were even modeling.  

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We’re told to be successful in party plan selling you need to be consistent.  Decide if you’re going to be hobby - one show a week, part-time - two shows a week, or full-time - three shows a week.  Then do one, two, or three shows every week.  But what do you do if you’re having difficultly being consistent?  What do you do if you open your calendar and there’s a show here and a party there because you can’t seem to get hostesses to book when you want them to. Read the rest of this post »

Whenever I go to a wedding I’m reminded of my dad saying, “Getting married is risking putting your happiness in the happiness of another.”

We are told communication is the key to a happy marriage.  Can you imagine trusting to get married, doing all the preparation for the wedding, and then not speaking to your spouse for weeks or even months at a time?  That wouldn’t be a very happy marriage.  One, or both people in it, would want out.

When we recruit aren’t we risking to put our success in the success of another.  Isn’t communication a key to business success? Read the rest of this post »

I was in the market for a new couch, and saw one I really liked.  The saleswoman came over and told me all the reasons I wanted THIS couch.  She went on to tell my why I wanted the matching chair.  I didn’t want the matching chair.  I wanted the couch.

She told me how shabby my room would look if I didn’t get the end tables, coffee table, and matching lamps.  I didn’t want them.  I wanted the couch.

She assured me I’d be the envy of the neighborhood.  All I want is the couch Lady!

She told me to think about what a beautiful new room I’d have, and payments would be only —–

I walked out of the store.  Instead of selling me the couch I wanted, her pushy style of selling drove me out of the store.  

Are you getting the drift here?

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In the business of direct sales, when you’re out of bookings you’re out of business.  Everything in direct sales is related to bookings - how much money you make, what company incentives you earn, the number of recruits you have.  Bookings truly are the life-blood of your business.  

To know how to get bookings you need to understand why people book presentations. Read the rest of this post »

I had a make-up party at my home and was looking forward to seeing - and trying - the new line of products.  The day of the party the consultant dwelled on the natural ingredients in each and every product we tried.  She went so far as to pick up containers and read the ingredients to us.  I wasn’t surprised when she didn’t get any bookings.

That her company’s products are made with all natural ingredients is a feature.  What the products DO for you is the benefit.  Mention the feature.  SELL the benefit.

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