Network marketing, direct selling and multi-level marketing are all terms that reference our great industry. What is it that these terms really mean? What do we do? What do we really get paid for? I am privileged enough to have been a part of this great industry for over fifteen years, ten as a marketer, and the last five owning my own seminar company. My purpose in sharing this information is to give you my perspective on what we really do.

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In the following article, I will discuss issues in detail and give you practical advice that you can apply in your business. Now before you read any further, it is important that you start with a question and not a statement. Let me explain. It is easy to say “I have heard this before”, or “I know this”, or “This is nothing new”. Those are statements. To really understand the value, your question should be “Am I applying what Daryl is saying and, if so, how well am I applying it?” If you start with that question in your mind, you will gleam value from the following text.

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I’ve had a sales career lasting over 30 years, but one summer I worked in a goldmine in northern Canada.

This is what happens in a gold mine, you dig up a lot - a real lot - of gravel and you transport it to a big sieving machine, called a Trommel, which washes and grades the material. Most of what comes out is just big rocks, which are hauled away and discarded. But there’s always a quantity of gold-bearing material which is directed down a chute into a device called a sluice box, where the gold particles collect.

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Most of us design our cold calling around scripts and strategies. Isn’t that how we’ve been taught by the sales gurus? Scripts are linear and systematic so you can move calls in the direction you want them to go. Sales strategies do the exact same thing.

That’s why as soon as we make a cold call, the other person knows right away that our agenda is not to have a conversation, but to make a sale. There’s something about scripts and sales strategies — it always shows. We’re not being natural, and other people can sense within the first few seconds that we’re out to make a sale. Once that happens, potential clients are immediately put on the defensive. They don’t want to be maneuvered into a sale. As soon as they recognize that you’re a salesperson with a sales agenda, most of the time they just want you to go away.

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There is a lot of articles on the internet about what NLP is, how great it is for improving just about everything and why we should all learn something about the subject. Whilst I agree with all of this I think that there is a need to sometimes explain what makes NLP so great. This article sets out some of the reasons why every sales professional would do well in attending a NLP practitioner course.

Selling with NLP

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Sales revenue is declining, profit margins are not meeting expectations and we have seen an increase in turnover in our sales force. How do I get our sales manager to fix things and get back on track?

The answer to that question begins by asking yourself another question; do you have the right person in the job of sales manager. Are they a leader or were they simply your best sales person. Do they have real leadership skills? Sometimes rejuvenating your sales force requires a change in leadership. It may even require a change in the sales force; the development of a documented sales strategy or even just a simple territorial restructuring.

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