Direct Sales: Be Better Than Good?Be Great!

By Joyce M. Ross

Book Overview

A comprehensive guide to direct sales, perfect for beginners or seasoned veterans looking to hone their skills.

There are over five million people working in direct sales in North America. Each night of the week, approximately 150,000 home sales demonstrations are given across the United States Contrary to popular belief, a career in direct sales, whether as a representative for an established company or as the owner of your own business, can be an exciting and lucrative occupation for anyone who possesses the right business skills and sales techniques.

By studying and employing the practices outlined in this book, the new recruit to direct sales can bypass the inherent frustrations that come with the undertaking. Lack of experience, low self-esteem, fear of failure, and lack of sales skills are all barriers that can obstruct the road to success in direct consumer marketing. For the more seasoned representative, these secrets to successful selling will become part of your established repertoire, adding to your hard-earned knowledge of the direct sales field with some new and enlightening ideas and practices.

Included is a success potential quiz and analysis, followed by chapters on prospecting for clients, sure-fire techniques for booking, suggestions for confirming demonstrations and keeping them booked, coaching your hosts or hostesses for higher profits, the basics of a successful sales presentation, client service, how to increase confidence, the power of goal setting, and time management. Included within the chapters are sample conversations and examples of how to use the techniques offered to their highest potential by using them along with your company's encouragement to achieve a superior, more rewarding direct sales career.

• Format: Paperback
• Language: English
• ISBN: 1565546504
• ISBN13: 9781565546509
• Release Date: April 1999
• Publisher: Firebird Press
• Length: 216 Pages
• Weight: 0.75 lbs.
• Dimensions: 9.3" x 0.5" x 6.3"

Customer Reviews

Great resource!

This book is a MUST for anyone in direct sales. The two features most outstanding were: (1) how to stop giving away the store while trying to "entice" sales and hostess bookings and (2) how to overcome objections. Very readable and applicable to all fields. While I was reading Chapter 3 on getting bookings, the phone rang and I was able to apply what I had already read and book another demo! That was worth the price of the book right there!!

Excellent for Beginners

An excellent resource for beginners in the home-party business. Joyce takes you step by step on how to prospect, book and sell. Make every party a success! Includes detailed scripts to get you started. An excellent book.