Steve Taubman

Recruiting, Clarity is Direct Sales Power

To be massively successful in life, you need to develop the art of enrollment; the ability to inspire others with your vision and eventually move them to action. In direct sales, that’s recruiting or sponsorship. Your business relies on your ability to sponsor others who can duplicate you and multiply your reach.
In your efforts to recruit, you’re likely to encounter skepticism, doubt, fear, stubbornness, and a variety of other forms of resistance from your prospects. How you view these and what you do about them will make or break your success.

You should always be committed to getting to the right answer for that individual, but you should never be attached to what that answer is. If you come from a place of commitment, you’ll be of service, regardless of what they decide. If you come from a place of attachment, you’ll appear defensive, self-centered, and obnoxious…and you won’t get the desired result.

When you’re in “get to yes” mode, you might push too hard and alienate your prospect…but you’re just as likely to back off prematurely, fearing that you’ll alienate them with your efforts…which is also a disservice to them.

Rather than approaching your prospect with a dogged need to get to “yes” approach them with the dogged need to get to “the truth.” When you come from a commitment to finding the truth, you never become pushy and you never shrink from making an important point out of fear.

Success-Getting To Yes!

The answer is not always getting to a yes. Imagine that everyone you meet has a clear “yes” or “no” hidden somewhere deep inside. Both are a jewel, a precious gem. When someone can clearly articulate their choice, they are empowered, so helping them get to that place is a huge gift. Success is getting to the real answer and that is not always a yes.

Obscuring that clear “yes” or “no” is a more superficial layer of knee-jerk reactions. People may say no initially because of misconceptions, fears, judgments and prejudices. If their “no” response is informed by these things, they’re not coming from a place of power but of reactivity. You can help people dig past the superficial and find what’s really right for them.

Direct Sales Recruiting Clarity

Clarity is the answer. Your job when recruiting for your business or when training your direct sales team is to be a powerful agent of change. You must continue asking questions to help people get past their knee-jerk reactions and distinguish for themselves the difference between vague, murky feelings and a true understanding of what they’re being asked to choose.

Good Recruiting Questions

Questions like, “What have you heard?” or “How specifically?” are good recruiting questions that will get past the knee-jerk reactions. In fact, there’s a whole system of questions we teach that are designed to delve more deeply into someone’s mind and transport them from a fuzzy, hazy sense of something to a crystal-clear understanding of themselves and their opportunities. If you ever walked away from recruitment conversation thinking, “They don’t get it but I’m not going to push them,” you probably want to learn that system.

You and I both know that there’s incredible power and opportunity in this business. Many people can and will benefit greatly; even change their lives. The more people who understand the opportunity clearly, the more will enroll. However, not everyone is looking for these changes. Not everyone is ready. So, share your passion and educate your prospects, but accept the fact that some people, in their heart of hearts, don’t want to share in that journey. That’s OK. Bless them and move on.
But don’t move on because you were too scared to confront their misunderstandings. Only do so because you committed yourself to clarity, you asked the right questions, you cleared up their misunderstandings, and you allowed them to choose powerfully. In that way, you’ll walk away with both of you feeling successful!

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