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