Everybody knows sales are the hub of the direct selling business. Or, do they?

Have you ever noticed sell is a four letter word? We know the statistics—only 3% of us are born sales people. People love to buy, but they hate being “sold to.” Knowing that, we are afraid we are either going to become or be perceived as a salesman.

Regardless, sales has to be put back into direct selling. That’s just the way things are. Why?

It is the law.

Attorneys will tell you that every direct selling company must, by law, sell a product or it is an illegal pyramid.

It is good for recruiting.

People relate to a product, not a business opportunity. People will stay because of the product rather than move to a better comp plan. People love unique products and services that help people.

It is good for the recruit.

People bond with products more than they bond with companies. People like to help others find those special products and services. They will stay, grow, and become amazing people and successful recruits.

So, let’s redefine selling, rethink its role in a direct selling company, and reinvigorate recruits.  Here’s the formula:

S – Share
E – Educate
L – Learn
L – Lead

This formula dictates creating an atmosphere that rewards and respects selling, makes sales tools available, and trains the sales force.

Reward Selling.

• Compensate

• Recognize

• Acknowledge

Respect Selling.

Think about how you talk about selling. Make it easy to sell your product and business.

Create Tools.

Tools enable everyone to sell. Always remember that stories sell, facts tell.

Train.

Teach the simple sales skills:

• How to tell a great story.

• How to take rejection.

• How to ask for business.

• How to speak with enthusiasm.

Utilize industry resources like motivational books, Direct Selling World Alliance, the Direct Selling Association or MLMIA. Encourage a commitment to personal development in addition to company training.

Instill Confidence. Help representatives develop confidence. In order to sell, they need to feel and express confidence. Confidence comes from know how. Know how comes from experience. Experience comes from just doing it!

The bottom line is if a direct selling company is to achieve success, sales must maintain top priority. It is our responsibility to make sure this key concept is understood and reflected in the sales force, the company, and in the industry.