www.julieannejones.com Building a Strong Direct Sales Team Study Guide 1
Part 1 Your Thinking, Goal Setting, and Business Planning Goal Setting Tools It all begins with your thinking Energy follows thought Two parts of your mind: Conscious Mind Can hold limited chunks of information Unconscious Mind Operates in the background, can hold a multitude of chunks of information. Language is Power Your language reveals your intention Use: Choose, desire, want It s important to me Desire to Am not willing to, choose to Sometimes, often, seldom Choose, desire And Intend, aim Yes No Yes I will or No I won t I know or I don t know Instead of: should need to have to can t always, never must but try yeah, uh-huh nah, nope maybe I think Managing Your Gremlins Two questions: 2
Is that true? Can I ABSOLUTELY know that that s true? Dealing with difficult people and situations What can you control? How will you CHOOSE to react? (above the line or below the line) Making a Plan (Download the business planning worksheet from the website to support you with this section.) Break it down and write it down! Have a weekly time to check in with yourself and evaluate how you did during the previous week. Find an accountability partner (a coach, upline, sideline, etc.) to help hold you accountable. If you re ready to step up and hire a direct sales business coach, you may want to check out our coaches and program at www.julieannejones.com/coaching-services. 3
Part 2 Building Your Team by Turning Your Monthly Meeting Into a Sponsoring Bonanza Two areas of focus: What do you want? How to successfully promote your event What gets a representative to attend a meeting? Answer: How do you create a fun meeting? 4
Tips for a successful event The nuts and bolts of the event This agenda can all take place on a weekday evening in two hours. The First half of the agenda 6:15 Guest / representative connection 7:00 Open meeting: 7:05 Welcome guests 7:10 Acknowledge leaders 7:15 Recognition 5
7:25 Announcements 5. 7:35 Testimonials (From the heart) The first half focus on: The 2 nd half of your meeting Representatives Meeting Agenda: Guest Meeting Agenda 8 Steps 6
5. 6. 7. 8. Closing your meeting Put together a simple informational packet for them and direct them in how to get started using 4 steps: We ve got an incredible program called the SLMPS which gives you a full 12 months of complete agendas, trainings, worksheets and activities for your meetings. The program is affordable and will virtually eliminate the task of meeting planning from your to do list. Check it out at http://julieannejones.com/shop/slmmps. 7
Part 3 The Sponsoring Interview and Setting Up Your New Representative For Success Build rapport through connection Ask and listen from your heart Discover your prospect s why o Be curious and give them space to share o Ask them open ended questions: What do you love most about your life right now? What motivated you to meet with me today? What are the three most important things to you in your life right now? If I could wave a magic wand and make something in your life different right now, what would that be? How would changing that impact your life? Clarify and reiterate their why to confirm it Tailor your sharing to her why Offer the opportunity Offer the pillow test Language for the pillow test: I don t want you to answer now but I d like you to sleep on this tonight. If tomorrow morning you wake up and are still thinking about this, or it crosses your mind at all prior to my calling you, you ve passed the pillow test, which means it s likely something you would enjoy. 8
Follow up and support her in making a decision Once they sign up, support them with a powerful, intentional plan that will give them a clear system to follow in their first month in business. 9
Part 4 The Kickoff Party and New Representative Support The Kickoff Party Use the kickoff party to generate bookings, excitement and career-long good habits for your new representative. Here is an outline for success with your new representative s kickoff show: Coach them like a host and encourage them to notice how you re coaching them. Have them choose a Theme for their show for maximum fun and impact Get their invitation list and postage and send their invitations for them Have them call their Guests two days prior to the show. Remind them to: Promote the theme. Stay away from asking them to schedule a party. Wait until the main event. Prepare for the answer o If yes Who s a friend that s fun? Invite them! o If no Let s get together! o If a guest cannot attend, meet them in person. o Bring product and a catalog 10
At the Show: Ask your new representative to introduce her guests to you Make it about them, not your product when you connect Begin your presentation by acknowledging your new representative with a card and/or gift Reward guests who schedule a party for your new representative. Coach your representative on how to follow up. o Coach future hostesses person-to-person. o Check in with guests who expressed interest. o Check in with guests who couldn t attend. o Set up a time to attend a party or connect by phone. Setting up Training and Support Systems On the Job Training Teaching through Doing: Invite them to ride to and from the party with you. This is an effective use of your time and gives you some great one-on-one training time with them Have them practice their opportunity talk, booking talk, or their story with you and support them in crafting it to their satisfaction. You might even ask your representatives to actually do their booking commercial at your show or demo some of your products Request that they take notes, notice details, and share what they learned during the ride home. One-on-one Support: Schedule a 15-30 minute weekly call at the same time each week as soon as your new representative agrees to join your team (even before she s attended your orientation) 11