Over the last few weeks, I have heard several on my Thirty One team (RAYS OF HOPE) talk about not wanting to be perceived as “pushy”. Isn’t that one of our biggest fears as a direct seller? Whether we are talking to potential customers, potential hostesses or better yet, potential recruits – we don’t want to be perceived as crossing that line while we are trying to “convince them” what an amazing opportunity we are offering to them.
I found myself on more than one occasion, apologizing for “doing business” during another function. There was a church Circle dinner at an upcoming hostess house and her daughter wanted to see some of the items that will be retiring since their party wasn’t until September. In the midst of discreetly showing her, another Circle member sought me out to place an order because she wouldn’t be able to attend another party she was invited to attend. Don’t get me wrong – I LOVE sharing Thirty One with everyone, I was AFRAID that some may think I was being “pushy”. So, I went on the hunt for some tips to keep from crossing that fine line. Here is what I found in (you guessed it) Direct Selling Education Foundation:
- Focus on what they need, not what you want. At the dinner the customer wanted a birthday gift for her TWIN granddaughters – I had the solution. The daughter of my hostess actually asked me to bring product with me to show her, so I guess I was “sharing” at a perfect opportunity.
- Make your solution realistic, applicable and concrete. In order to do this, you need to understand WHY they need what you have to offer. Talk to them, build a relationship – practice Deb Bixler’s 10-second rule to learn more about them. This way the solutions that you offer will come from a point of understanding rather than sounding like a sales pitch.
- Tell stories. I struggle with this especially when I just met someone. I have a hard time drawing on all of the stories that I have heard or seen about products to share something that relates to their particular situation. I can easily share product uses but they don’t always have a story. A great example is at a party last week, I shared the MANY uses for Thirty One’s magazine basket that I sold 4 of them!
- Listen more, speak less. No matter how many times you have heard this particular “problem” and you know EXACTLY what Thirty One solution they need – LISTEN BEFORE you speak. Go back to the 10-second rule and LISTEN! Give them the gift of attention by listening to them and they will walk away feeling like it was a positive interaction.
- Accept “NO”. Okay, so I said it – there are going to be some that are not interested in ANYTHING you have to offer. Accept it and move on. Don’t keep trying to find a solution – accept that not everyone will buy our product, book a party or join our team. There are plenty of people out there who would love to hear more about the gift you are sharing with them. Statistically, for every 10 NO’s you will get a YES – look for the NO’s so you can receive the gift of a YES!
Remember, a good consultant (direct seller) is focused on solving problems and meetings needs (theirs NOT yours). How do you avoid being pushy? Share your tips.
Have a ThirtyOne-derful day.