In any solid company, the owners can tell you the significant, key items that make their organizations work.  This is no different in the sales industry.  When you get to the core of any sale, the “pitch,” is the key item that will ultimately tie the company to that prospect.  Whether you’re selling water filters, knives, steaks, cars or insurance, you have to have an organized, clear and concise sales talk, to lead you and the client through the sales…

My son is in his first year of tackle football, and as a 10 year old, he’s been begging me to put him in, “full contact,” football for years.  The rule has been that until he was able to cleanly handle the ball, make catches, and memorize the primary receiver routes, he wouldn’t be able to move up to a level of play that would put him in protective, yet constrictive pads, and helmet.  Today he asked me why he…

One of the greatest challenges of any Entrepreneur is schedule.  It only makes sense, but as Michael Gerber points out in his book, E-Myths, more entrepreneurial businesses will fail then franchises.  This strikes me as funny, when you think about the fact that most franchises will operate with just the base line employees on premises (think about the guy at Subway, by himself, making your sandwiches), and that these small businesses that you see ALWAYS seem to have the owner…

I was part of a fantastic discussion last week, led by one of my mentor’s, Larry Salerno.  Larry talked about the idea that real life doesn’t have balance, but what you can do lead an “integrated” life to make sure that you accomplish the things that are most important to you.  I spent a lot of time thinking about this because it runs so contrary to what we’re brought up believing.  So let’s break it down.  What is balance?Well, in…

So picture this:  A giant pool table with no pockets and no balls, and where the green felt would be, is a giant map of the territory that you’re currently working in.  No picture someone dropping a bag of marbles over the table and watching them scatter along the map.  Those are your sales. When salespeople of all types start working a territory, they have the incorrect impression that somehow they can control where their sales are, and don’t generally…

What makes the difference when you work in Direct Sales?  When you look at nearly any successful direct sales company, regardless of product or service, there is generally a great divide between the top sales people, and the sales people that are just “getting by.”  Why?  Is it something that takes time to create?Believe it or not, there are three keys that catapult average sales people into the top 5% in their fields.  No matter the company, these things make…

In the world of direct sales, being a professional is key to several aspects of your business.  Be a professional at “the door,” whether it’s an office or residence.  Be professional in how you conduct yourself, and definitely be a professional when it comes to your product knowledge and why it would serve your prospects.  You always don’t want to be a professional when it comes to your “flexibility.”  Let me explain:In most direct sales closing situations, you can set…

When it comes to direct sales, what separates the largest producers from the average producers?  I see lots of average producers that work hard, and I honestly believe they’re working hard (there are plenty that don’t!).  On the other hand, I also see huge producers that don’t appear to work nearly as hard as their counterparts, so what separates them if the effort is the same?On a direct sales level, the answer generally revolves around two simple words:  Confidence and…

One of my closest friends, told me the story of his brother in law, Tim, who came to him looking for advice (names have been changed to protect the innocent):”Mike, I have to tell you, I’d do anything to make six figures.  I hate living paycheck to paycheck, and I know that me and my family deserve more.””Really,” Mike replied.  “You’d be willing to do anything?””Yes, ANYTHING!””Well,” said Mike, “I’ll hire you.  I promise I’m not going to have you…

It’s always exciting when I see a new agent in any company, come out of the gates, and hit numbers that exceed some of the top veterans in their fields. It gets the competitive juices flowing and it inspires other new agents that they can achieve beyond their expectations.So how do new agents perform at these levels?  They obviously don’t know the products as well as the vets.  They can’t have better leads.  They don’t know all the intricacies of…