Cultivating Your Salesforce - My Sales Tactics · Accelerate growth via collaborative process ... Design sales tactics that stick with your customer Workshops, Leader Retreats, Conventions,

‘‘Barb Girson, International Direct Selling Expert, Trainer and Coach, built her first million dollar business as an entrepreneur. She has taught tens of thousands of people how to succeed with their businesses.”

Cultivating Your Salesforce

Short Articles & Insights to Help Your Team Gain Confidence, Get into Action,

& Grow Sales

BARB GIRSON

International Direct Sales Expert, Trainer, Speaker & Registered Corporate Coach™

Cultivating Your Salesforce Short Articles & Insights to Help Your Team Gain Confidence, Get into Action & Grow Sales

www.MySalesTactics.com ©2013 All Rights Reserved 2|Page



Copyright © 2013 My Sales Tactics, LLC. All rights reserved. No

portion of this book may be reproduced mechanically, electronically,

or by any other means, including photocopying, without written

permission of the publisher. It is illegal to copy this book, post it to a

website, or distribute it by any other means without permission from

the publisher.

Barb Girson

Columbus, Ohio 43054

614.561.0632

[email protected]

Limits of Liability and Disclaimer of Warranty

The author and publisher shall not be liable for your misuse of this

material. This book is strictly for informational and educational

purposes.

Disclaimer

The purpose of this book is to educate and entertain. The author

and/or publisher do not guarantee that anyone following these

techniques, suggestions, tips, ideas, or strategies will become

successful. The author and/or publisher shall have neither liability nor

responsibility to anyone with respect to any loss or damage caused,

or alleged to be caused, directly or indirectly by the information

contained in this book.





About My Sales Tactics, LLC My Sales Tactics™ is a professional skill development company

focused on providing you with effective strategies to build strong

businesses, powerful teams and dynamic individuals. Barb Girson

and her team provide you with expertise to accomplish your goals.

In our professional skill development programs, active participants

will build confidence, take consistent action, celebrate victories,

effectively deal with disappointments and most importantly increase

profits.

Coaching

Develop personalized performance plans

Accelerate growth via collaborative process

Address challenges & find practical solutions

Customize packages for 1:1/small group coaching

Consulting

Facilitate senior management meetings/retreats

Adaptive interim sales leader

Conduct strategic & tactical planning

Establish sales/recruitment systems

Create marketing/training campaigns/programs



Speaking

Enhance point-to-point communication

Infuse sizzle & substance to the motion of your plan

Design sales tactics that stick with your customer

Workshops, Leader Retreats, Conventions, MC

Sample Topics…

Building A Booking Buzz™

S.T.A.R. Team Building™ —Leader Development

Sponsoring: Share Your G.I.F.T.S & Grow™

Network For New Work - From Nerve-Racking To Nirvana! ™

Unforgettable Follow Up—Stand Out, Step Up & Sell™

Googlize Your Time and Team™—Track, Train, Triumph

My Best Email Marketing Sales Tactics for You

Visit www.MySalesTactics.com to sign up for Strategies That

STICK Ezine. Receive a free book titled "My Award-Winning

Sales Strategies."



Dedication Thank you to the many mentors in direct sales who never let me be

less than I could be.

Thank you for the decade of corporate experience that gave me a

working knowledge of what works and what does not work.

Thank you to Brenda, Effie, and Gaylin who saw much more in me

that I saw in myself.

Thank you to the CEO and Leaders who taught me that the smartest

find the simplest path to business success.

Thank you to my family who lived fabulously solely from our direct

sales income for over 10 years.

Thank you to Howie, my husband for supporting me, encouraging me

and sharing the workload with me, always and with minimal fuss.

Thank you to my daughters - Robyn and Rayna - who give my work

meaning and purpose.

Thank you to all named and nameless who are with me on this

journey.





Testimonials “Wow, I feel like we are old friends even though we just met

at the national conference where you were the keynote

speaker. Thank you for everything and for making my job

look easy. You are so organized!

I had lunch with several of the teams yesterday and as we

debriefed, of course your training sessions came up. They loved your

presentations and your message, and how you embraced their culture. And of

course, they are all so impressed with how easy and fun you make sales.

If someone would like to contact me as an industry reference regarding your

speaking abilities and professionalism, I would be more than happy to be an

industry reference for you at any time.” – Paula Darr, President & CEO,

Platinum Meetings (TM)

_________________________________________________________

“Thanks so much for your inspiring words as the keynote

speaker at the Blessings Unlimited National Conference! I’m

looking forward to reviewing my notes and using some of

your fabulous ideas!” – Norma Rowland, Team Leader,

Blessings Unlimited

_________________________________________________________

“I attended the AWB event on October 12 where you were the featured speaker. I

have been successfully self-employed for 30 years and have listened to a lot of

speakers through the years. I just had to let you know what an exceptional job

you did talking about follow-up!



The information has come back to mind many times over the

past few weeks and has proven valuable (which is the only

really good info…the useful kind!). I found your approach and

entertaining style made learning easy. I am sure I have not

heard as good of a ‘belly laugh out loud’ speaker as you. Great

talk. Thank you for your information.” – Laurie Groves,

Executive Director, Melaleuca, Inc.

_________________________________________________________

“Like a lot of other women, the scariest part of being an

entrepreneur for me is the act of selling. That is why I am so

thankful I attended Barb Girson’s presentation. Her fun and

easygoing style, along with the action-packed content

inspired me to step up my sales strategies. She helped me

look at sales from a different angle and gave me ideas to

confidently and authentically make those sales contacts. Since her presentation,

I have made several follow-up contacts that I would not have made before going

to her presentation. Her advice is already paying off. I highly recommend her

presentations to any entrepreneur who wants to sharpen their selling skills.” –

Sheri Chaney Jones, President, Measurement Resources Company



Barb Girson, International Direct Sales Expert, Trainer &

Registered Corporate Coach™

Barb Girson is CEO and President of My Sales Tactics, a professional skill

development, sales training and business coaching/consulting company. Clients

include national/international companies, sales teams and entrepreneurs who

want to build their sales confidence, get into consistent action and grow sales.

Barb Girson, 2013 President for International Coach Federation, Columbus

Chartered Chapter, coaches executive management to reach personal and

professional growth goals, build team engagement and gain greater buy-in. She

also works with the sales field directly to help them improve performance.

Barb is an active member of several professional organizations including:

National Association of Women Business Owners (NAWBO), International Coach

Federation (ICF), Direct Selling Association (DSA), Dames Bond, and Worldwide



Association of Business Coaches (WABC), which issued her Registered

Corporate Coach™ designation.

Barb Girson began her sales career with Tupperware, working her business part

time, while teaching sales and marketing full time.

After a very humble start, Barb progressed to #2 in the nation out of 10,000

independent managers and 80,000 consultants. Barb led her multi-million dollar

Tupperware business to the top 10% of franchises in North America by helping

managers achieve national recognition in sales, recruiting and promoting leaders.

Ready for a new challenge, Barb joined the corporate arena. This endeavor

included National Sales Director of The Body Shop At Home, and Director of

Field Sales for Discovery Toys in North America. She has been responsible for

up to $40M in revenue and for leading a sales field with as many as 500 leaders

and 20,000 consultants.

Barb is a highly interactive, creative speaker, Registered Corporate Coach™ and

author. She has been featured in USA Today and has appeared on CBS This

Morning, Fox 28 News/Columbus, 880 AM Radio, as well as numerous other

media venues.

Barb Girson is a sought after authority speaking on women in business, sales

tactics, direct selling, networking, home-based businesses, email and event

marketing and entrepreneurialism.

p: 614.855.0446

c: 614.561.0632

[email protected]

www.MySalesTactics.com

Twitter:@MySalesTactics



p: 614.561.0632 e: [email protected] w: www.MySalesTactics.com

“Wow, I feel like we are old friends even though we just met at the national conference where you were the keynote speaker. Thank you for everything and for making my job look easy. You are so organized!

I had lunch with several of the teams yesterday and your training sessions came up. They loved your presentations and your message, and how you embraced their culture. And of course, they are all so impressed with how easy and fun you make sales." - Paula Darr, President & CEO, Platinum Meetings (TM)

Barb Girson , home party plan expert, is a sought after authority speaking on women in sales, direct selling, email / event marketing and entrepreneurs. Girson has been featured in USA Today, appeared on CBS This Morning and Fox 28 News / Columbus. She has been quoted in numerous regional / national publications. Girson has carried a Business Kit and built a multi-million dollar party plan business. Your field will instantly relate to her stories.

Speaking Topics: Be a Booking Champion™ - Words & Wisdom

Sponsoring: Share Your G.I.F.T.S & Grow™

The Power of the Party - The Heart of your Business

Host Coaching -The Magic Glue to Make Parties STICK

S.T.A.R. Team Building™ - Leader Development System

Unforgettable Follow Up—Stand Out, Step Up & Sell™

Direct Selling – Remember Who You A.R.E. – Attitude,

Resilience, Energy & Enthusiasm

Purpose, Passion, & Power of Email Marketing to Build

Your Direct Sales Business

W.O.W Your Customers With Exceptional Customer

Service – Go from Good to Great!

Custom Topics Available

Speaker Spotlight...

Fun, Interactive Presenter for Your Next Conference, Leader Retreat & More!

Call to Reserve a Date Now!

Keynotes & Workshops (Small Groups - Thousands) Contact for availability & rates.



p: 614.561.0632e: [email protected]

www.MySalesTactics.com

With reflection and determination, she made some crucial changes in her sales approach. She started to positively impact her growth and results when she realized the importance of tactical training and building stronger relationships. She developed successful systems and built her schedule to an average of 7-10 personal parties weekly. She maintained that schedule and had top sales consistently for several years. She had become so booked that she shared the overflow of parties with the large team she recruited! Barb was constantly recognized as a top manager, placing as high as # 2 in the nation out of 10,000 independent managers and 80,000 consultants. Tupperware, then, gave franchise opportunities to those managers who ranked regularly among the Top 50 nationwide, and Barb was one of the youngest ever offered a franchise. Sticking to her recipe, Barb Girson led her multi-million dollar Tupperware franchise to the top 10% of franchises in North America by helping managers achieve national recognition in sales. Ready for a new challenge, Barb Girson joined the corporate arena for a decade to lead sales for direct selling party plan organizations. Barb Girson served in senior leadership positions such as National Sales Director of The Body Shop At Home, and Director of Field Sales, for Discovery Toys in North America. She has been responsible for up to $40M in revenue and for leading a sales field with as many 500 leaders and 20,000 consultants.

Barb Girson, an interactive creative speaker and author, has been featured in USA Today, appeared on CBS This Morning, Fox 28 News/Columbus, 880AM Radio and has been quoted in numerous other national/regional and local publications. Barb Girson is a sought-after authority speaking on women, entrepreneurs, email marketing & direct sales. Barb Girson is CEO and President of My Sales Tactics, a professional skill development, sales training and business coaching / consulting company. Clients include national / international companies, sales teams and entrepreneurs who want to build their sales confidence, get into consistent action and grow sales. Barb Girson, 2013 President for International Coach Federation, Columbus Chartered Chapter, coaches executive management to develop effective coaching skills when working with sales managers and an independent sales force in order to build field engagement and gain buy-in. She also works with the field directly to develop/refine their sales mindset/mechanics and process. Barb Girson’s career began with Tupperware, working her home-based business part time, while teaching sales and marketing full time. She was not very successful at first. She made endless phone calls, experienced disappointments, felt uncomfortable and struggled. Barb did not recruit one person her first year. If you knew her then you would not have bet a dollar that she would have made it.

Barb Girson, featured as a speaker for a national annual event (pictured above), offers sales strategies and training to a convention audience.



Contents

Developing Leaders ............................................................................................ 19

My Top 10 "Leadership Light Bulbs" for Building Strong Leaders............................... 21

How to Build and Discover Better Leaders ................................................................. 27

Facebook or Fakebook: Leaders Alert! ....................................................................... 31

Increasing Recruiting .......................................................................................... 33

Want to Increase Recruiting? ...................................................................................... 35

Expanding Sales Development ........................................................................... 39

Challenge Your Salesforce to Better Their Best ......................................................... 41

Your Salesforce's Weapon against Self-Doubt ........................................................... 45

Creating Party Plan Sales Promotions ................................................................ 49

Let's Make a Special Deal ........................................................................................... 51

Direct Sellers Can Enjoy Good & Plenty Holiday Season Sales ................................. 53

Direct Sales Leadership Powerful Questions .............................................................. 59





Introduction



Building an "A" team takes time, effort and structure. The greatest effort will be

expended in the beginning to nurture the group of core leaders who make the

dream real and show others the way.

Like blowing up a balloon, once you

have enough air the balloon

expands on its own.

Are you giving your field the oxygen

they need to expand and grow?

Do you have the right ingredients of

sales coaching, mentoring, training,

incentives and promotions to help

them tap into their own motivations

and build momentum to grow?

This book will give you some articles and insights to ask yourself powerful

questions so that you can cultivate your salesforce.

And once you get it growing, look out.

Fasten your seatbelt and hold on for the ride of your life as they multiply.

Hit a bump -- that is part of the direct sales journey. No problem, go back to the

basics.



Developing Leaders

"Before you are a leader, success is all about growing

yourself. When you become a leader, success is all

about growing others."

—Jack Welch





My Top 10 "Leadership Light Bulbs" for Building Strong Leaders

1. Leaders Look Inward First. Know thyself enough to build leaders in

others. It is important to understand yourself, your style and ways in

which you respond to challenges, stress and goals. Know what

motivates you and, conversely, know how you typically respond when

under stress.

You activate every aspect of your personality, skills, and past

experiences when you step into a leadership position. Look inward

before looking outward to develop others.



2. Learn about Others. Understand how different people contribute.

Take time to assess your team's knowledge, skills, personality,

motivation, and fears.

Core Team at My Sales Tactics (Left to Right) Robyn, Barb, Rayna



3. Draw upon People's Strengths. Notice the leadership qualities that

your team members or staff possess and remind them of those

attributes sincerely.

Most beginning managers or emerging leaders are not aware of their

leadership qualities. Help them realize what they bring to the table and

how it applies to leading others. This is especially beneficial when

others have qualities you lack.

For example if you don't like numbers, spreadsheets and tracking--find

someone on your team who is strong in that skill set and seek their

help. If you dread the details but love the big picture, find someone

who is detail-oriented.

Think of your team as a sports

team: If everyone on the team

can dribble the basketball down

the court and no one can shoot

the ball into the hoop, you will

succeed in meaningless

movement but your team still

won't win the game.



4. Praise to Raise. Be a good finder. Notice and name the type of

actions you want amplified. Give sincere honest praise, and give it

generously.

"Elizabeth, when you helped our newest team member, you displayed

patience and confidence. You convey a solid command of the

information."

"Melissa, you stepped up with a clear plan. You are taking more

initiative and others are following your lead."



5. Align Priorities. DiSC behavior assessment helps leaders identify

priorities of each behavior style. Competing priorities create counter-

productive conflict. Whether you are embarking on a new challenge,

taking on a big project or working to implement a change, agree upon

an objective, and set priorities accordingly.

6. Decide on the Highest Priority. Typically projects will either have

quality, speed or cost as the highest priority. Once the highest priority

is clear, decisions are easy and emerging leaders can make those

decisions.

7. Delegate What and When, not How. Explain what needs done and

when it needs done by. When you tell a leader how to do their job, you

undermine their ability to do their best work and run the risk of

demoralizing your team.

Since each person often has their own way of doing things, let them

determine how it is to be done. Be there to answer questions and be

there to listen. Support them and encourage them to think through the

steps.

Importantly, when you grant somebody the ability to solve a problem

on their own, they will employ creativity and individuality—a process

that will make their efforts personal. This will yield greater high self-

efficacy in your leaders.

8. Let Them Walk in Your Shoes. Emerging leaders feel they have big

shoes to fill. Create experiences where they can try them on for size.

Let others be in charge of a project, event or initiative to help them

learn they can be a leader.



Ask them to run a team meeting or divide your sales team into two

teams and have them head-up a sales competition. As others follow

their direction, you are building a track of emergent Leader confidence.

9. Codify and Modify. Codify the standards and modify as needed.

People tend to work best within a system. The extent to which you can

get your workflow, procedures and team to follow systems, the easier it

will be to duplicate results. Document your special way of doing

things—your special recipe.

Think of McDonald's! No matter where you go in the world, the process

is the same. Regardless of whether or not you eat their hamburgers,

you must respect their ability to create a duplicatable system and

execute it nearly flawlessly.

10. Lead by Example. This is a phrase that seems to remain in fashion

regardless of the times. People follow by example. To develop

Leaders, set a strong example to follow. Be the leader you want them

to become. Show them rather than tell them how it is done.



Regardless of the leadership style, learn to understand yourself, your strengths

and commit to developing others. Leaders excite and engage others. Leaders

bring out the best in others. Above all, leaders inspire others to take action or tap

into their inner motivation. Use these 10 Leadership Light Bulbs to inspire your

team to move ahead. Go develop leaders!

Key Insights:

1. Leaders Look Inward First

2. Learn About Others

3. Draw upon People's Strengths

4. Raise to Praise

5. Align Priorities

6. Decide on the Highest Priorities

7. Delegate What and When not How

8. Let Them Walk in Your Shoes

9. Codify and Modify

10. Lead by Example





How to Build and Discover Better Leaders To build better leaders, your current field leaders must improve their skills. A title

does not necessarily denote leadership capabilities. Similarly, we must not

assume—as gift-shop posters, folders and mugs would lead us to believe—that

leaders are born. It’s true that sometimes a leader will excitedly step up to drive

the car (maybe a compensation plan reward), but they may lack the fuel to keep

it going.

One of the biggest challenges leaders face is how to handle conflicts within the

complicated context of their organization. Do leaders with a directional style

always arm their team with adequate tools to self-sustain or to lead? In a word,

no.

As engaged leaders ourselves, we

must supply the salesforce with tools,

resources and programs designed to

develop successful leaders.

There are several tools available to

assist including StrengthsFinder2.0®,

Myers-Briggs Type Indicator® and

more. One of my favorites is the time-

tested DiSC® model. DiSC is a

research-based behavioral model by

Dr. William Moulton Marston and is

used to examine the behavior of

individuals within a situation or environment. DiSC focuses on the styles and

preferences of behavior and provides leaders with insights for making thoughtful

choices on how to respond to situations effectively.



DiSC begins with a behavioral assessment and results in greater self-awareness,

now identified as a leadership key. DiSC training helps leaders collaborate,

delegate more effectively, set priorities and recognize the strengths in others.

Consider the complexities, and importance, of helping leaders develop the ability

to "know thyself" and DiSCover their leadership skills.

Key Insights: Help your field leaders improve their skills. Teach your field leaders how to better handle conflict. Equip your field leaders to understand their leadership

style. Help your field leaders learn how to adapt their

leadership style in situations.



Facebook or Fakebook: Leaders Alert!

Direct sales is a contact sport. Consistent, live contact between members of your

salesforce can create deep connections. When team leaders are genuinely

connected to their teams’ needs, wants and desires, they can better help them

succeed and influence the results positively. While running her weekly group

coaching sessions, Barb

Girson, CEO and President of

My Sales Tactics, LLC,

discovered that one of the

greatest challenges direct sales

leaders face is the lack of

meaningful team connections.

Immediately, Girson started to

take inventory of the company’s

resources. Despite the fact that

the company offered quality

training online by way of short

videos and support tools segmented by level and audio recording, and that the

company held annual conferences and leader retreats, the leaders still felt a

missing link to the engagement they were seeking. “Friend your phone,” Girson

recommended. “This little action goes much deeper, and has legs for a longer

lasting bond."

What Girson heard back, however, was stunning silence. One leader finally said,

“I cannot remember the last time I actually talked to someone on my team. I

interact with them daily on Facebook.”



The potential risk in relying too heavily on social media became apparent: anti-

social behavior. Team leaders need to blend online interactions with offline

personal contact to achieve the valuable engagement they desire. Personal

attention bridges the gap between what the company provides and what leaders

offer. Are your leaders fooled by Facebook? Encourage your field to "friend their

phone" and the real “Likes” and sales will grow!

Key Insights:

Check in to understand how your key field leaders are communicating with their team.

Encourage your field leaders to 'Friend

their Phone." Teach your field leaders how to create

lasting bonds. Remind your field leaders that personal

attention bridges the gap between what the company provides and what your leaders offer.



Increasing Recruiting

“You have to do it by yourself, and you can't do it alone.”

-Martin Rutte





Want to Increase Recruiting?

Then teach your salesforce to increase their talk-time and reduce their type-time.

Consultants often try to advance the recruiting relationship through email. Email

is a useful tool for sharing information, but not a good tool for relationship-

building. You’ve all heard the story, “I am so excited! I met someone who’s really

interested!” Then what happens?

After several emails, the recruit prospect goes

MIA—not returning calls or emails.

This inevitably leaves the consultant confused,

wondering, “What went wrong?” She can’t

decide if the prospect’s level of interest was

real or imagined. With email communication,

it’s difficult to know. It is easy to be lured by

online ease and convenience. However, there

is no substitute for the relationship-building

powers of verbal exchange.

A study by Mattitiyahu Zimbler and Robert S. Feldman at the University of

Massachusetts reveals when people get to know one another, 70 percent of

people lie about information ranging from their feelings to their achievements, but

the incidence of deception is higher over email than in face-to-face meetings.

While most prospects probably do not consider their responses as downright lies,

most people use email as a veil to tell untruths.

The potential recruit utilizes email to spare the feelings of the consultant. Email

saves prospects from the discomfort of having to be direct, so they safely—and



often unintentionally—dodge responses or leave recruiters with false hope. In

addition, since email is such a distant form of communication, getting a read on

authentic interest is difficult. If you want to get more recruits, get your salesforce

talking instead of typing.



Key Insights: Recommend that your field leaders increase

their talk time and reduce their type time. Suggest your field leaders use email

communication for sharing information. Inform your field that it is easier for a

recruiting prospect to hide their feelings via email.

Encourage your field to talk to their

sponsoring prospects via phone, Skype or in person to pick up verbal and non-verbal communication cues of interest or lack of interest.





Expanding Sales Development

“It's a funny thing about life;

if you refuse to accept anything but the best, you very often get it.”

-Somerset Maugham





Challenge Your Salesforce to Better Their Best

Beating strongly in the heart of direct sales is how we motivate the field leaders

who drive sales and recruiting. The performance rewards we offer pump

prosperity throughout the system.

Let's consider if the rewards we offer are optimally inspiring. As Thomas

Stenberg and Michael Ahearn discovered in "Motivating Salespeople” (HBR, 07-

2012) where they assessed what motivates leaders to meet incentives, there are

patterns of behavior that often result.

Citing three distinct styles of rewards-chasing sectors: rainmakers (power

winners), laggards (most likely to respond to on-pace rewards) and core

performers (largest segment of the salesforce producing steady sales as

opposed to stellar sales), the study found that broad-brush incentivizing

(vacations, cars) may error in one-size-fits all motivation.

The biggest opportunity often lies within the core-performing sector, which is

often by-passed in the ‘winner takes all’ program. They found that the core

responds more favorably to a three level, multi-tiered contest.

Sales typically peak in the 4th quarter. If we re-evaluate our rewards program,

and restructure to favor individualized patterns of performances, we can better

challenge our field. As we think about motivating markers for our upcoming

busiest season, let’s challenge our team more effectively to reach their holiday

sales peak.



When we ask our team to aim for their best week or month, tapping into personal

motivation will capture a more diverse range of performance profiles, and steer

sales and recruiting upward. This holiday season, we may see more types of

winners who are bettering their best.



Key Insights:

1. Create recognition to meet the motivation

of the following:

a. Three distinct styles of rewards-

chasing sectors:

b. Rainmakers (power winners)

c. Laggards (most likely to respond to

on-pace rewards)

d. Core performers (largest segment of

the salesforce producing steady sales

as opposed to stellar sales)

2. Avoid one-size-fits all motivation.

3. Target a three level, multi-tiered contest for

core performers.

4. Challenge your field to better their best.

Have a “Better your Best Week” or “Beat your

Best Month” contest.





Your Salesforce's Weapon against Self-Doubt

When Anne Hathaway accepted her 2013 Golden Globe award, one line in her

acceptance speech lingered with many. She lovingly gripped the trophy and

referred to it as a blunt object that she would use as a weapon against self-doubt.

In life, and especially in business, self-doubt has a way of sneaking in. A unique

aspect of working in direct sales, however, is that we are in the business of self-

development. The goal of our craft is to build a culture of learning that boosts

confidence, builds skills and fosters courage. One of the greatest competitive

advantages direct sales offers to a salesforce is the ongoing option to develop

and advance at one’s own pace.

Alternatively, one of the most pervasive obstacles standing in the way of this gift

is self-doubt. Since discovering how to overcome self-doubt is a personal

process, it is important to recognize where to assist in providing support. As you

prepare for upcoming spring and summer conferences, rallies and retreats, you

are often reminded of the true function of these gatherings. These events provide

collective opportunities to challenge your sales field’s preconceptions and inspire

distributors to push boundaries and address the limits of their doubt.

Consider how you can better utilize these occasions to arm your team against

crippling self-doubt. Do you have a plan for training, recognition, certificates,

awards or ceremonies? The season for self-assurance is around the corner.





Key Insights:

Recognize that self-doubt has a way of sneaking in to your sales leaders.

Understand that we are in the business

of self-development with respect to

cultivating a salesforce.

Remind your staff at every pre-

conference and event meeting that when

you hand over a gift, trophy or certificate

of recognition, you are giving a physical

shield against self-doubt.

Dispense self-assurance whenever

possible.





Creating Party Plan Sales Promotions

“All who have accomplished great things have had a great aim, have fixed their gaze on a goal which was

high, one which sometimes seemed impossible.”

-Orison Swett Marden





Let's Make a Special Deal

We are an industry that relies on recruiting promotions and deals to draw in

hostesses and customers. But we must be smart with how we use our

promotional dollars.

In some cases, promotions can erode our profits and leave customers feeling

that they need to wait for the “deal” before buying our products or joining our

team. Coupon usage is up for the first time in almost 20 years, and the Groupon

craze is feeding the daily deal frenzy.

How can we keep the promotional energy up and add a fresh twist from time to

time?

A study conducted by researchers Jerry M. Burger and David F. Caldwell of

Santa Clara University revealed that people who felt they were randomly

selected to receive a discount were three times more likely to purchase,

compared to those who felt the deal was offered to everyone.

The researchers concluded that when people were offered a “special deal,” they

felt they were being set apart from the crowd.

Now, consider applying this theory to an industry that uses promotions. Yes, the

idea goes against conventional thinking that everyone must be offered the same

price break, booking gift or coupon.

But giving members of the field the tools they need to decide when and to whom

they would like to offer special rewards will likely cause the field to become more



vested in the results and increase the number of consumers who take advantage

of special deals when they are offered.



Key Insights:

Promotions can leave customers waiting for the next deal.

Identify opportunities to make

Customers and Hostesses feel special or that they are getting a special offer.

Allow your field to have access to

promotional items so they can exercise their promotional muscle and offer special deals to help their business. (i.e. Offer a list of items the field can purchase to use for booking gifts, join now sponsoring gifts, have a booking waiting gift, etc.)





Direct Sellers Can Enjoy Good & Plenty Holiday Season Sales If the holiday selling season were candy, it would be “Good and Plenty.”

However, for long-lasting

success, holiday efforts

need to be stretched and

savored like a “Now and

Later.” Help your field

have a sense of urgency

to sell now while also

preparing them for next

year.

The transition can be tricky, especially for party plan companies. Here's some

“sales candy” to sweeten your selling season and start the year strong:

1. Stretch the holiday season! The direct sales holiday season is now

through the end of January.

Train to the necessity of putting forth the extra effort now to plan for

plenty of parties after the holidays. This avoids an emotional and

financial let-down.

2. Release January Host incentives early! Many direct selling

companies offer super specials to get the field back to work in January.

Give your team the information they need with enough time to leverage

the promotion. The week prior to Thanksgiving is ideal to release

January comeback offers. As December progresses, they will typically



see fewer people and lose the opportunities to schedule ahead.

Holiday hosts will rebook in January, if asked.

3. Keep your salesforce working as long as possible in December.

The less time they take off, the easier it is to get moving again at the

start of the year. Remember: an object in motion stays in motion; a

fully stopped train takes a lot of energy to restart.

4. Make sure your field members have their calendars full prior to

the Christmas break! A well-earned break is always more enjoyable

when business is booked upon return. January lends itself to starting

fresh. Challenge them to line up the same number of parties—or

more—than what a new sales representative is asked to secure. Have

a competition for the most January parties booked before Christmas.

5. Set up a company “loyalty day.” Within the first seven days of the

New Year, declare a company-wide “loyalty day” to boost activity. Ask

your entire field to book or host a party. Incorporate an “active is

attractive” mentality.

Follow these tips and you, too, could have success “Now and Later.”



Key Insights:

1. Stretch the holiday season from

September through January.

2. Release January Host incentives early.

3. Keep your salesforce working as long

as possible in December.

4. Make sure your field members have

their calendars full prior to the

Christmas break!





Direct Sales Leadership Powerful Questions

What will you takeaway to become a better leader?

How will you ensure your field is equipped to deal with conflict

effectively?

What can you do to aid your leaders and staff in understanding

your leadership style and theirs?

What can you do to encourage your field leaders to engage in

effective communication with their team?



When will you challenge your field to 'friend their phone'? How

will you know if they are implementing this action?

What is your recruiting process?

What 3-tier multi-level incentive program will you develop to

reach your core?

What type of 'better your best' contest might you initiate?



What is your self-development program for your leaders?

Where can you empower your field to develop a customized

promotion to boost their business?

What do you need to do to leverage the holiday seasonal sales

more effectively?





Direct Sales Programs

Sponsoring: Share Your G.I.F.T.S. & Grow™

Help your salesforce attract the right people to build the business. Participants

will gain knowledge of word choices and approaches to recruit confidently. Grow

your team! 4-week program.

Visit http://www.mysalestactics.com/coaching/share-your-gifts for details.

S.T.A.R. Team Building™

Help your sales leaders build a strong team, with S.T.A.R. Team Building™ your

leaders will get sales training and coaching. This leadership development

program is designed to help your Leaders gain confidence and acquire the skills

they need to support others in building their business while making yours explode

with sales! 4-week program per level (Aspiring Leader, Team Leader, Senior

Team Leader and Director).

Visit http://www.mysalestactics.com/coaching/star-team-building for details.

Build Your Bookings™

This system covers building party and demonstration booking strategies,

attracting prospects, and more! 4-week program.

Visit http://www.mysalestactics.com/coaching/build-your-bookings for details.



General Sales Programs Unforgettable Follow Up™

Unforgettable Follow Up™ is an ideal program to help your salesforce learn the

secrets to growing sales through successful follow-up. They will reduce the need

for cold-calling or possibly eliminate the cold call approach.

Visit http://www.mysalestactics.com/coaching/follow-up for details.

Network for New Work™

Help your field learn to be masterful networkers with Network for New Work™.

Barb Girson will give your sales team powerful and fresh strategies to gaining

new clients and building a supportive network. 4-week program.

Visit http://www.mysalestactics.com/coaching/network_for_new_work for details.

New & Custom Programs

Is the material or program that you need not listed? No problem. My Sales

Tactics™ offers custom programs in a variety of formats. In addition, new

programs are added frequently.

Visit http://mysalestactics.com for contact information and a full list of services.

For groups of 10 or more - Call for a private program. Customizable topics

available!



Email Marketing Simplified – Nurture Relationships, Engage Subscribers, & Build Sales Barb Girson’s Newest Book is…

Now Available! Email Marketing is a powerful marketing tool for growing sales. Entrepreneurs, sales professionals and small business owners—new and established—will gain easy to execute insights to improve your email marketing.

Email Marketing helps you to stay top of mind with your clients by simply building your subscribers and offering them something of value—such as information, resources, specials, products, news, and more. In return, you gain credibility, customers, and a venue to reach a large audience effectively and with minimal effort.

Inside Email Marketing Simplified you will find time-saving resources such as:

51 Calls-to-Action Top Key Holiday Words Email Troubleshooting Chart 12-Month Newsletter Planner Form Numerous Exercises and

Worksheets! 101 Words/Phrases to Build

Stimulating Subject Lines ABC’s – 37 Reasons to Use Email

Marketing Strategies 154 pages to success!

Based on workshop feedback and professional experience, this book provides a wealth of knowledge geared toward getting your email marketing off to a great start.

For More Information, visit http://www.mysalestactics.com/email-marketing-

simplified

For helpful sales strategies, program information, product announcements and exclusive offers; sign up for Strategies that STICK ezine today!

Documents

Cultivating Your Salesforce - My Sales Tactics · Accelerate growth via collaborative process ... Design sales tactics that stick with your customer Workshops, Leader Retreats, Conventions,