Direct Sales Recruiting Training, Grace Keohohou, DSWA

Grace Keohohou, founder of the Direct Selling Women’s Alliance (DSWA), gave us an awesome call last night that was focused on direct selling recruiting and how to be more successful in building a sales team.   Please enjoy this video of her slide program with an excerpt of another awesome SpeakersInThePark call.

Why We Do Not Recruit

Grace opened with a Q & A with our audience on why we do not recruit. These are some of the answers that were suggested by our callers.

• Fear of being pushy
• Fear of rejection
• Time to do it
• Fear of success
• Fear of failure

Establish Rapport With Consultant Leads

Establish rapport with your future consultant and business leads with STAIR Steps

• Service: Tell me about you. Serve enough people to help them get what they want and you will get what you want.
• Trust: Under-promise and over-deliver. All relationships are based on trust.
• Authenticity: Be yourself. Be real. When you are you, it gives others permission to be them.
• Integrity: Live and act with utmost integrity.
• Respect: Be respectful of the goals of others, even if they do not match your goals. All relationships are founded on respecting others’ choices.

Recruiting Questions

Recruiting questions should be focused on making your lead the expert. As Grace says: ask “You Are The Expert” questions. Ask more questions that give you information about the consultant and then speak less. Talk 20% of the time and listen to the answers.  Ask curious, open-ended, non-judgmental questions that empower your lead. Ask the who, what when, where and why questions so that you really find out what they are seeking in your business opportunity.

• What sparked your interest in this business?
• If you could do what you love, what would you do?
• What is it that you love about your life now?

Listening Better To Recruit Your Direct Sales Lead

When you practice heart-centered listening when talking to your leads, you will be more successful in developing relationships and sign more direct sales consultants.

• Focus on the speaker
• Look for the real meaning behind the words
• Shift from a material why to an emotional why

Money will not keep them in the game.  Find the emotional tug.  If money is the main reason for joining, ask:

• What makes it important?
• What is it that makes me want to follow up with you?

Join our next SpeakersInThePark call!

Direct Selling Marketing Opportunity At Parties

Marketing your business opportunity at a direct sales home party is really just creating desire.  When you create desire for your opportunity, people will be asking you if they can have more information.  Isn’t that what we all want?  One approach is to soft sell your business opportunity at your parties is to use the gift bag approach.

Best Way To Sell Business Opportunity You can put together your opportunity gift bag and use it at your home shows to sell your business opportunity. It is one of the best reminder tools for you. It brings value to the guest and it will create a fun way to market your opportunity without being pushy.

Opportunity Gift Bag Recruiting Information

Your gift bag is really just well-packaged opportunity information. Below is a sample list of what you need to create your opportunity bags. Your actual contents will vary based on your company’s product and recruiting materials. You can use any recruiting & marketing tools your company offers in the bag.

• Clear bag
• Tinsel or frilly shredded paper
• Bright-colored card that lists “Tools in your Kit”
• Copy of your commission check
• Opportunity brochure
• Opportunity CD or DVD
• Gift: small under $1.00 item, preferably costing only pennies.
• Decorative sticker or label with a message to hold it shut
• Payday candy bar

Now that you have your opportunity gift bags prepared, use them at your home party to market your direct sales opportunity.  Think big! Bring at least 3 to each show.  Position one in a prominent location to develop curiosity.  This will also be a reminder to you to sprinkle recruiting words throughout your show.

Market Your Sales Opportunity

Marketing is the art, science and skill of creating more and more desire in the marketplace for your products, opportunity and services. The short definition of marketing is: creating desire!

You will create desire for your opportunity by sprinkling the benefits of your direct sales business throughout your show in a conversational manner.

Direct Sales Recruiting Tips

• Use your opportunity bag as your prize drawing and at that time you can be more direct in your marketing approach.
• Watch for opportunity red flags and be proactive!!
• Plan when you are sprinkling which recruiting message.
• Learn more recruiting – marketing strategies.

Top Recruiter, Mary Christensen

Mary Christensen, recruited over 1000 new consultants in her first year of her direct selling business. She teaches party plan-direct sales recruiting techniques that will bring your team to the fast track in the world of team building. Sharing tonight on the Speakers In The Park direct sales training series, Mary will teach consultants how to identify the best prospects as well as what to do (and not to do) to sign more sales consultants.

Direct Selling Association and Top Author

Former president of the New Zealand Direct Selling Association, Mary is the top author in the direct sales industry with 4 best selling books. Be A Network Marketing Superstar Be A Recruiting Superstar Be A Party Plan Superstar Make Your First Million in Network Marketing

Direct Sales Motivational Speakers

The Speakers In The Park is a sensational Summer motivational speakers series that brings top educators and trainers to the stage as free training for direct sellers.  Dial-in numbers are sent out the day of each call in the morning and again 45 minutes before each training.  So, it is never to late to register.

Visit Speakers In The Park, direct sales training to learn more about Mary Christensen and see the entire Summer line up of motivational seminars.  Or, join the direct sales training club and get all the calls the day after via MP3 download.

Marketing Recruiting

When sales consultants are trained in marketing their recruiting opportunity, they will be better equipped to grow a sales organization. In direct sales, the opportunity to bring in new consultants is an important aspect of creating consistent income from home.

Direct Sales Meeting Training

Make it a habit at your direct sales meetings to include a recruiting workshop at every training event. Your sales team will become awesome recruiters by developing a sharing and caring team that knows how to attract people who want your business opportunity, as well as how to develop every lead.

2 Direct Sales Consultant Training Tips

Two really good meeting topic ideas for your direct sales consultant team training are:

1. Train your team how to create desire: Your team can create desire for the business opportunity by sprinkling the top 20 reasons why your business is the best thing since sliced bread into conversations everywhere they go. The big tip here is that the sprinkling must be casual and in a conversational manner, not hard-core recruiting.
2. Teach your reps to ask thermometer questions: Thermometer questions are questions that give you a reading on the potential consultant’s readiness. Intersperse those throughout a conversation with an interested party.

Examples of thermometer questions are:

• When would you like to do your first show?
• Have you thought of who would host your first few shows?

Be prepared to close the deal if your prospect says things that indicate that she/he is already thinking like a consultant.

If she/he says: “I’d like to do my first show in 3 weeks”, then the reading on the thermometer is a good chance that this person is serious.

If she/he says: “Oh, my goodness, I have not even thought of that!”, then the reading on the thermometer is that this person is really not even close to making a decision.

Sales Recruiting Training Sweepstakes

When your organization has a caring and sharing focus about the business, they will attract and recruit more people on a consistent basis and your team will grow. Win a FREE recruiting sales training program that will grow give your team the skills they need to recruit. Take the survey and enter the direct sales sweepstakes as often as you want as 1:10 will win the $57 training program.

Direct Selling Opportunities/Recruiting

Every direct sales consultant wants to share the business opportunity and grow a team. Recruiting comes naturally to some, but not so naturally to others. One way for a sales consultant to create interest in the opportunity is, at the beginning of the show, to tell the story of why she or he started the business.

Sales Recruiting

One of the best ways to recruit new sales reps is to share your personal story. It is important to craft your story in such a way that it is interesting, to the point, and yet creates desire for what you are offering to the audience in the way of an income-producing opportunity. Your total story should be less than a minute in length and should include:

• What did you do before you joined This Fantastic Co.?
• What did you like about your job and your life then?
• What didn’t you like about your job and your life then?
• What happened that made you decide to join This Fantastic Co.?
• What is your life like now?
• Finish with an invitation.

The invitation can be simple: “I invite you to watch what I do here today, and for those of you who would like to make money and have fun with “my fantastic company” then just get with me after the show and I will give you more information.”

Direct Selling Association

The Direct Selling Association (DSA) estimates that there were 15.1 million sales consultants in the U.S. direct sales industry’s sales force in 2008. The estimated sales volume for the industry that year was $29.5 billion. Over 25% of that is in the party plan sector of the industry. Practice your story so it becomes second nature and share it at your show so that you are contributing to the growth of your organization and the industry as a whole.

Direct Selling Opportunity Sweepstakes

The direct sales business opportunity is one of the best systems of creating income without committing to a job outside the home. Sharing your story at your shows is a gift that you are giving to those in the room. Learn more about sharing the opportunity and win the FREE consultant recruiting training program “Stop Recruiting… Start Sharing!” that will help your business. Enter the Direct Selling Sweepstakes! 1:10 who enter WILL win!