Making Millions in Direct Sales: The 8 Essential Activities Direct Sales Managers Must Do Every Day to Build a Successful Team and Earn More Money

Cover......Page 1
DEDICATION......Page 3
MAKING MILLIONS IN DIRECT SALES......Page 4
CONTENTS......Page 6
WHY ME?......Page 9
WHY NOW?......Page 10
WHY THIS WAY?......Page 11
WHY ASK FOR THE GOOD NEWS?......Page 14
ACKNOWLEDGMENTS......Page 15
FIRST ESSENTIAL ACTIVITY......Page 16
CHAPTER 1  SET THE EXAMPLE......Page 18
QUESTIONS TO ASK YOURSELF......Page 21
CHAPTER 2  CHAMPION FIELD TRAINING......Page 22
NEW RECRUITS......Page 23
COACHING THE VETERANS......Page 25
QUESTIONS TO ASK YOURSELF......Page 28
SECOND ESSENTIAL ACTIVITY......Page 30
CHAPTER 3  SEIZE ALL THE MARKET ALL THE TIME......Page 32
QUESTIONS TO ASK YOURSELF......Page 37
CHAPTER 4  HAIL THE CLASSICS: DOOR TO DOOR AND TELEPHONE APPOINTMENT......Page 38
DOOR TO DOOR......Page 39
TELEPHONE APPOINTMENTS......Page 41
QUESTIONS TO ASK YOURSELF......Page 43
CHAPTER 5  FURNISH QUALITY COMPANY LEADS......Page 44
SET A DEFINED BUDGET......Page 45
ISSUE LEADS MORE THAN ONCE......Page 46
KEEP GOOD RECORDS......Page 47
ASSIGN LEADS BASED ON CLOSING ABILITY......Page 48
1. National Magazine Ads......Page 49
2. TV Lead Response......Page 50
4. Third-Party Lead Generation......Page 51
QUESTIONS TO ASK YOURSELF......Page 53
CHAPTER 6  GENERATE ABUNDANT LOCAL LEADS......Page 54
2. TAKE-ONE BOXES......Page 56
4. FISHBOWLS AND BUSINESS CARDS......Page 57
8. NEWSPAPER INSERTS......Page 58
10. LOCAL THIRD-PARTY PROGRAMS......Page 59
12. LOCAL MAIL LEAD GENERATION......Page 60
15. KIOSKS, COUNTERS, AND BOOTHS......Page 61
QUESTIONS TO ASK YOURSELF......Page 62
CHAPTER 7  BOOST EXHIBITION SALES......Page 63
Show Off Live Merchandise......Page 64
Enjoy Three Bites of the Apple......Page 65
QUESTIONS TO ASK YOURSELF......Page 69
THIRD ESSENTIAL ACTIVITY......Page 72
CHAPTER 8  EXPLOIT 17 POWERFUL, PROVEN RECRUITING TECHNIQUES......Page 74
1. NEWSPAPERS......Page 75
4. FRIENDS AND RELATIVES......Page 77
6. MAGAZINES......Page 78
9. "BUMP INTO"......Page 79
11. JOB FAIRS......Page 80
12. COLLEGES AND UNIVERSITIES......Page 81
14. YOUR OWN STAFF......Page 82
17. THE INTERNET......Page 83
QUESTIONS TO ASK YOURSELF......Page 84
CHAPTER 9  USE THE 10-STEP JOB-SELLING INTERVIEW......Page 85
1. Set the Stage......Page 86
3. Personality Profile......Page 87
1. Warm Up the Applicant......Page 88
6. Sell the Training......Page 89
9. Close......Page 90
10. Button Up......Page 91
QUESTIONS TO ASK YOURSELF......Page 92
FOURTH ESSENTIAL ACTIVITY......Page 94
CHAPTER 10  LAUNCH THE NEW RECRUIT......Page 96
TRAIN IN SEVEN STEPS......Page 97
3. Sell the Market......Page 98
5. Sell Your Training System......Page 99
7. Review the Day......Page 100
Keep Prospecting......Page 101
MEASURE ENTRY-LEVEL TRAINING......Page 102
QUESTIONS TO ASK YOURSELF......Page 103
CHAPTER 11  KEEP NEW SALES ASSOCIATES ONE MORE WEEK......Page 104
Frequent Communication......Page 105
Enthusiasm Now, Closing Later......Page 106
QUESTIONS TO ASK YOURSELF......Page 107
CHAPTER 12  ROUSE THE VETERANS......Page 108
QUESTIONS TO ASK YOURSELF......Page 111
EVEN TOM CRUISE HAS A COSTAR......Page 112
Exercise Keeps 'Em Awake......Page 113
Exploit Props and Visuals......Page 114
The Debate......Page 115
Small-Group Breakouts......Page 116
Draw a Picture......Page 117
Open Agenda......Page 118
Use Video and Video Feedback......Page 119
Encourage Book Reading......Page 121
Draw on Case Studies......Page 123
QUESTIONS TO ASK YOURSELF......Page 125
CHAPTER 14  EXPLOIT THE POWER OF OFF-SITE MEETINGS......Page 127
ORGANIZING YOUR OWN RETREAT......Page 130
QUESTIONS TO ASK YOURSELF......Page 131
CHAPTER 15  CONDUCT EXCITING SALES MEETINGS......Page 133
MINDSET......Page 134
AGENDA......Page 135
MEETING PREPARATION......Page 137
STARTING THE MEETING......Page 138
CONDUCTING THE MEETING......Page 139
QUESTIONS TO ASK YOURSELF......Page 143
FIFTH ESSENTIAL ACTIVITY......Page 144
CHAPTER 16  START WITH THE FIRST STEP: THE GL......Page 146
Ask!......Page 147
Romance!......Page 148
The GL as Field Trainer......Page 149
QUESTIONS TO ASK YOURSELF......Page 150
CHAPTER 17  DELEGATE......Page 151
DELEGATE EARLY; DELEGATE OFTEN......Page 152
NEVER DO THINGS THAT YOU CAN DELEGATE......Page 153
NEVER MAKE A DECISION THAT YOU CAN DELEGATE......Page 154
DELEGATE THE EIGHT ESSENTIAL ACTIVITIES......Page 156
HOW TO DELEGATE......Page 157
QUESTIONS TO ASK YOURSELF......Page 160
CHAPTER 18  GROW THROUGH KEY-PERSON TRAINING......Page 161
QUESTIONS TO ASK YOURSELF......Page 165
SIXTH ESSENTIAL ACTIVITY......Page 166
CHAPTER 19  VISUALIZE THE ALL-CONSUMING GOAL......Page 168
QUESTIONS TO ASK YOURSELF......Page 171
CHAPTER 20  MAKE THE MOST OF THE 14 GREATEST MOTIVATORS......Page 172
1. RECOGNITION......Page 173
3. SENSE OF BELONGING......Page 174
4. FRIENDLY WORK ENVIRONMENT......Page 175
6. MONEY......Page 176
8. FEELINGS OF USEFULNESS......Page 177
9. TRAINING AND SELF-IMPROVEMENT......Page 178
11. OPPORTUNITIES FOR PROMOTION......Page 179
13. A CHALLENGE......Page 180
QUESTIONS TO ASK YOURSELF......Page 182
CHAPTER 21  UTILIZE THE GOAL-SETTING PROCESS......Page 183
2. WHAT IS THE ONE SHOCKING GOAL THAT YOU WANT TO ACHIEVE IN YOUR LIFE?......Page 184
Tell Your Team......Page 185
4. LIST FIVE THINGS THAT YOU WILL DO TO VISUALIZE YOUR DREAM......Page 186
Tell Your Team......Page 187
6. HOW MUCH MONEY MUST YOU SAVE EACH YEAR?......Page 188
Tell Your Team......Page 189
QUESTIONS TO ASK YOURSELF......Page 190
CHAPTER 22  DESIGN WINNING SALES CONTESTS......Page 191
1. Establish Clear Objectives Other Than Increased Sales Volume......Page 192
Subdivide......Page 193
5. Always Have a Contest in Place......Page 194
Emphasize Prospecting Activity......Page 195
Short-Term Contest......Page 196
QUESTIONS TO ASK YOURSELF......Page 197
SEVENTH ESSENTIAL ACTIVITY......Page 198
CHAPTER 23  IMPROVE TIME MANAGEMENT......Page 200
THE SALES SECRETARY/ADMINISTRATIVE ASSISTANT......Page 202
THE MARKETING MANAGER......Page 203
SCHEDULING FOR SUCCESS......Page 204
THE TIME GRID......Page 205
A SENSE OF URGENCY......Page 207
TIME MANAGEMENT FOR YOUR SALES TEAM......Page 208
THE $50 RULE......Page 210
QUESTIONS TO ASK YOURSELF......Page 211
CHAPTER 24  PROMOTE QUALITY CUSTOMER SERVICE AND UPGRADES......Page 212
STAY IN BUSINESS......Page 213
Give a Gift......Page 215
SELL MORE UPGRADES......Page 216
QUESTIONS TO ASK YOURSELF......Page 217
CHAPTER 25  DEVELOP SELLING AND PROSPECTING TOOLS......Page 219
SALES PRESENTATION MATERIALS......Page 220
SUPPLY AND CONTROL PROSPECTING MATERIALS......Page 221
DRAMATIC CLOSING PREMIUMS—HOW TO PICK THEM AND HOW TO USE THEM IN THE RIGHT SEQUENCE......Page 222
LIBRARY......Page 223
QUESTIONS TO ASK YOURSELF......Page 224
CHAPTER 26  TAKE ADVANTAGE OF THE INTERNET......Page 225
THE ELECTRONIC SALES BINDER......Page 226
LEAVE-BEHIND BUTTON-UP......Page 227
THE EXPANDED COMMUNICATOR......Page 228
BETTER WRITING......Page 229
QUESTIONS TO ASK YOURSELF......Page 230
EIGHTH ESSENTIAL ACTIVITY......Page 232
DEMON 1: BEING AN ARMCHAIR MANAGER......Page 234
DEMON 2: "BUTTING" OVER ORDERS......Page 235
Antidote to Demon 2......Page 236
DEMON 3: STINGINESS......Page 237
DEMON 4: SPENDING MONEY THAT YOU DO NOT HAVE......Page 238
DEMON 5: THINKING YOU FINALLY "KNOW IT ALL"......Page 239
Antidote to Demon 6......Page 240
Antidote to Demon 7......Page 241
DEMON 9: HAVING AN AFFAIR WITH A COWORKER......Page 242
DEMON 10: LACK OF SELF-CONTROL......Page 243
DEMON 11: COMPLAINING ABOUT THE BOSS......Page 244
DEMON 12: MAKING "CONFIDENTIAL" DISPARAGING REMARKS......Page 245
Antidote to Demon 12......Page 246
QUESTIONS TO ASK YOURSELF......Page 247
CHAPTER 28  BROADEN LEADERSHIP CHARACTERISTICS......Page 248
LEADERSHIP VERSUS MANAGEMENT......Page 249
TEN IMPORTANT CHARACTERISTICS OF THE MODERN SALES MANAGER......Page 250
1. Change Leadership......Page 251
2. Character—It Counts More than Ever......Page 252
4. Love of Selling......Page 254
6. Persistence......Page 255
8. Accepting of Responsibility for Failure; Sharing Credit for Success......Page 256
10. Communication......Page 257
THE VISION THING......Page 258
QUESTIONS TO ASK YOURSELF......Page 259
CHAPTER 29  BUILD A CHARISMATIC PERSONA......Page 260
YOU LEAD BY EXAMPLE......Page 262
YOU ARE THE SLUMP BREAKER......Page 263
YOU CREATE A SENSE OF URGENCY......Page 264
YOU ACT ASSERTIVELY......Page 265
YOU SPEAK WELL IN PUBLIC......Page 266
YOU ARE A CHANGE AGENT......Page 267
YOU ALWAYS APPEAR ENTHUSIASTIC......Page 268
YOU ACCEPT FULL RESPONSIBILITY......Page 269
YOU SHOW THAT YOU CARE......Page 270
YOU DEVELOP A FAMILY......Page 271
YOU ARE A STORY TELLER......Page 272
YOU KNOW HOW TO USE THE UNEXPECTED AND THE EXTRAORDINARY......Page 273
QUESTIONS TO ASK YOURSELF......Page 274
B......Page 276
C......Page 277
E......Page 279
H......Page 280
L......Page 281
M......Page 282
O......Page 283
R......Page 284
S......Page 285
U......Page 287
Z......Page 288
ABOUT THE AUTHOR......Page 289