Direct Sales Income Grows With Recruiting Creating a consistent income stream in home businesses requires sharing your business opportunity with others. Many sales consultants in home party plan businesses hesitate to share their business opportunity. When you share your business you will ...
Creating a consistent income stream in home businesses requires sharing your business opportunity with others. Many sales consultants in home party plan businesses hesitate to share their business opportunity. When you share your business you will accomplish at least two things. One, is that you will create a balanced income for your self. You will no longer have to depend on only personal sales. This is working smarter, not harder. the other thing that will happen is that you will enhance other peoples lives, by providing them with the opportunity to generate income from home. When you look at an objection as an opportunity to get more information and to close the deal you will be able to sign more sales consultants to your team and increase your income.
When you become an expert at overcoming the objection you will become an expert recruiter and your income will grow. An objection is not a no. It is a call for you to give the potential consultant more information. When you satisfy the concern you can then ask them for the close. Get in the habit of responding to the concern in less than 10 seconds, and follow your response with another question. After you feel that you have addressed the issue adequately in this manner, your question may be: “Did I answer your question regarding compensation?” “YES” “Do you have any other questions, or are you ready to get started?” Ask for the close. If they come up with another question/concern, then do the same thing. Address it in less than 10 seconds and always end in a question such as: “Does that help? What else do you need to know regarding the training?” This process keeps the focus on them and draws out the questions/objections. If they do not have any other questions, go back to: “Are you ready to get started?”
Asking thermometer questions gives you an idea of their level of interest or readiness to sign up with your opportunity. “Have you thought about who would do your first few shows?” is a thermometer question. If their answer is: “Oh NO! I haven’t even thought about it!” then they are not close to a decision. If their answer is: “Well, I am sure that my Aunt Mary and my sister would, and all the girls at work already said they would have one at lunch hour….,” this person is already thinking like a consultant. Your response to her/him should be: “Wow! It sounds like you are ready to get started… what are you waiting for?”
Examples of other thermometer questions are:
Thermometer questions give you a feel for the readiness of your prospect. MORE Home Business Training, MP3, Audios and Videos
Crafting the answers to the common questions puts you in a state of readiness for the common recruiting questions. When you are prepared with the answers, you will do a better job of alleviating concerns or objections. Take some time to write a list of common objections that you hear from your new recruits. Then, script out a few answers for each. It doesn’t mean you are going to memorize the answers and say them like a script, it just will prepare you to become more fluent at addressing concerns.
When you ask a question, be quiet until the person answers. This requires some patience. If you speak first, you lose. When you ask a question, it is important to wait for the answer. Most sales reps are impatient and do not wait for the answer.
When you look at sharing your opportunity in such a way to help others determine if your business opportunity is for them by keeping the focus on them, it is easy to see that an objection is just a emotional concern or unanswered question disguised as an excuse. Remember that no means NO and an objection means: “I need more information.”
Deb Bixler teaches direct sales and home party consultants how to make more money from their home business with less effort.
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