How To Overcome Obstacles In Direct Sales

Author: Susan Squier

Fear of the unknown keeps most people paralyzed in their comfort zone and unable to try new things. Those paralyzed by fear need to feel justified before stepping out of their comfort zones; you can help them overcome fears and hesitations placed upon them by others.

To help them take that step, you need to know:

the unasked questions,
the asked questions, and
the answers long before the questions are asked.

And you need to give the answers readily, with conviction and confidence.

Unasked Questions

No, you don’t have to read people’s minds to know what the “unspoken questions” are; but you do need to know what thoughts or myths, pertaining to home parties, people are thinking about when they first hear a sponsoring speech.

Think about what your first thoughts, questions, or myths were then write down your questions. Next, write down answers that will debunk those thoughts by answering the questions wholeheartedly.

Below are just a few of the statements that have been said; the list is almost endless.

"Yeah right; it’s not that easy."
"You don’t really make money."
"You spend more money than you make."
"I don’t know enough people."
"I don’t have enough time."
"I can't afford a babysitter."
"I don't know the first thing about running a businss."
"My husband wouldn't go for it."
"We only have one car."
"It's too frightening to go into a stranger's house, alone."
"I don't have what it takes to succeed in life."

The same thought process needs to take place for hosting a party. Some of the statements shared about hosting a party are:

"I don’t do parties."
"I don't have enough friends to make it worthwhile."
"My friends don't have the same tastes as me."
"I’m moving, getting married or the house is under construction."
"It's too uncomfortable to ask my friends to show up with the intention of buyings something so that I could get something for free."

Asked Questions

Being able to give an answer non-chalantly, and with confidence and conviction, is how you win the trust of others.

If a potential consultant asks you a question and you are hesitant with your answer, she will be hesitant to sign on with you. If she is going to take a step out of her comfort zone she needs to feel secure with your leadership.

You must be prepared. Know the questions before they are asked―take nothing for granted.

"What is this going to cost me?"
"Do I have to pay taxes?"
"Do I need a business license?"
"What do I have to do―really?"
"How much will I make?"
"Do I have to go to meetings and how often?"
"How many shows do I have to do to stay in the company?"

The Answers

The best way to master this process is to write down as many asked and unasked questions that you can think of, pertaining to your business, then leave a few lines between each question.

Next, brainstorm until you’ve come up with answers that appropriately fit your business. You don't have to spend hours rehearsing long paragraphs, keep your answers short and to the point.

Here are a few examples of the excuses and the short answers; answers you can later elaborate on:

"I have no time."
Really? Couldn't you use an extra $__ each month?
"I have three dogs, they can't be left unattended for long periods of time; especially when I have a full-time job already."
I have a husband and I love animals. I can tell you that’s not a problem.
"My house is too small to host a large group of people."
There is no such thing as too small; we can have a pillow party.
"Life’s too crazy; there just isn't any time."
Which is exactly why you should book your very own free shopping spree; you deserve to treat yourself to a fun evening with friends.
"I’m moving or my house is under construction."
Great, later you can have a house warming party. When do you move in?
"I don’t do parties."
You don't have to. We can do a catalog party. Just pass around a catalog and get free stuff.
"I don’t want to pay taxes."
We all pay taxes, even at a traditional job. Besides, with your own home business there are tons of tax write-offs!

Lastly, practice your answers out loud until the answers roll off your tongue naturally.

Good luck and happy recruiting.