2 FREE AudiosDirect Sales Recruiting, DSWA Consultant Training
Posted by Deb BixlerDirect 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!
I really appreciated this particular call as it gave very good points when we are speaking to potential recruits. At times I tend to overwhelm potential recruits with information when in face less is better. Thank you for pointing that out.
Thank you Deb and Grace! I really could hear your heart in your words-just in the way you speak, I felt that you are a respectful and trustworthy person, in only a 10 minute clip! I hope to make sure to use the STAIR steps in my Thirty One Gifts business!
Although I did not originally sign up for Phyllis’ series because it conflicted with my part-time job on Monday evenings, I have ended up listening to 4 of the recorded calls and I’m going to listen to the other two as soon as I can. I have gleaned so many golden nuggets of information from Deb and this short audio with Grace. I especially like “Under promise, over deliver.” I’ve been saying and trying to live that way for years. This is the first time I’ve heard it someplace else. Cool!
These are great tips! I always feel like I say too much or sound over eager and scare the potential recruit away. These are truly words to live by!
Yes, Grace gave an awesome webinar and shared great insight. Keeping the focus on your prospect by asking questions is really the key to talk about what they want to hear and not what you want to say! Thanks for commenting Katie!