Direct Selling Success

If you’d like to improve your direct selling results and achieve higher success, where should you begin?

Success Attitude

Do you start by getting more stuff, like a snazzy new outfit? Success is more about your attitude.  How about doing things differently like putting a mirror in front of your phone so you remember to smile during each call? How about working harder; making more calls? What about memorizing some new sales scripts? Not in my experience. You can’t add new stuff onto old attitudes, beliefs, and emotions. It won’t work, and you’ll come across as incongruent. People may not know why; you may not know why; but you’ll seem weird, creepy, anxious, or somehow off.

In the Inner Selling process, you start not with what you do, not with what you say, but with who you are. The foundation for your growth as an effective sales person is your own soul. If it’s clean, clear, and focused, you can achieve greatness…even if you don’t know how you did it. If it’s weighed down by baggage such as fear, anxiety, shame, uncertainty, and self-reproach, you’ll remain where you are despite all your outward efforts.

I don’t believe that sales education is about memorizing scripts. Isn’t that what most of your sales training has been? Here’s what you say when you walk through the door. Here’s what you say to make the client feel good. Here’s what you say to make them think you care. Here’s what you do when they object. Here’s how to make them feel bad about their current situation so you can jump to the rescue with your solution…

Are scripts ineffective? No. But they’re shallow. All things being equal, different people will achieve different results with the same script. Why do some people learn what to say and go on to achieve incredible results while others tank using the same exact words? Why do some people even find it impossible to follow the script? Incongruity. They can’t get behind the words. They can’t make them real for themselves, so the words don’t work.

Why are some actors considered great while others are not? What makes Sir Anthony Hopkins a better actor than Keanu Reeves? Why do people flock to movies starring Meryl Streep?  They have the power to move us. Their essence comes through, and we resonate with them. We buy what they’re selling.

Direct Sales Script

Is direct sales success all about the script?  No. Would Keanu be as great as Sir Anthony if he had a better script? I doubt it.

Why then do we think learning a new script will help us? As I explain in the Magic Of Inner Selling people aren’t buying your words. They’re buying your essence. You have to transform your script into a moving experience. And you need to do it before you learn your lines or there’s really nothing that can be done to make your performance great.

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