Synopsis
I can remember when I first started my direct selling career, I constantly asked my sponsor, what to do, where to go and what to say.I was convinced in those early years that there had to be some kind of road map I could follow to finding buyers and becoming successful.I remember in the beginning I was told that I should only stop at houses that had nice cars in the drive way, then it was children’s toys outside in the yard and if I ever saw a gas grill on the side of the house that was a sign of a definite sale inside.I thought to myself;If they would tell me what to do, I would do it. If they would tell me where to go, I’d go there and finally, if they would just tell me what to say, I’d say it.And guess what I learned? There was a roadmap. While it took me several years of trial and error, I too found my way through the emotional roller coaster of the sales cycle.I did figure out what to do, then where to go and finally what to say. Learning what to say was the skill that took the most practice because it seemed like every sales situation was different. My first mentor Don Briggs from Lincoln, Nebraska always told me to not focus on what they said, but on how they said it. My job was to listen to what they said, mirror their emotions and redirect there thinking to the correct decision. So, listen, mirror and redirect became my mantra.It worked 90% of the time especially in high pressure situations where my mind could not keep up with all the words I was trying to say.In those situations, my automatic response reaction was always to listen, mirror and redirect to the right decision.Once I mastered that automatic response reaction to work in my brain, I then began to focus on what to say.When they say this, what do I say? If they say it this way what should I say? What if they say this, then what do I say? How about when they say this then what do I say?The questions were endless and at times I just wanted to give up because it seemed impossible to remember all the responses.Fortunately for me I had a great teacher. He was patient enough to listen and tough enough to hold me accountable for my own success.He made me practice every morning on how to respond to certain questions and situations. He made me answer the questions out loud so I could hear myself answering the questions. It was brutal at times because it was so frustrating. He had all the answers in an automatic response zone in his mind. He had heard every objection ever spoken and when he heard it his mind automatically delivered the redirect, it was magical.Don’s favorite saying was: “I have forgotten more than you will ever know.” While I knew that would not be the case, he challenged me to go on a lifelong journey of learning and discovery.Over the years I have come to realize that it was just a matter of time before I too had developed this automatic response capability.Once this happened, I was on fire. Nothing could stop me; you could throw me 50 objections or reasons why you could not buy today, and I could redirect your thinking and make a sale almost every time. Or at least it felt that way.The saying that: Knowledge Creates Confidence, Confidence Creates Enthusiasm and Enthusiasm Paves the way to success worked for me.In this book you will learn what to do, where to go and what to say. It will be your job to execute. You must practice every day. You must train your mind to deliver an automatic response under pressure. It’s not easy, but it will be worth it.Through practice, you will gain the confidence you need; with that confidence you will develop a contagious enthusiasm that will make you unstoppable.I hope you enjoy this book; I look forward to hearing of your success. As you accomplish these basic skills, I hope you will drop me a line and tell me about your journey. Who knows you might end up in my next book?CEO@DirectSalesExperts.com
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