What are you Resisting?

I’m a big fan of Oprah’s “Super Soul Sunday” show. A few weeks ago, she interviewed Steven Pressfield, author of “The War of Art: Break Through the Blocks and Win Your Inner Creative Battles.”overcoming resistance in social selling, Susie Nelson Training

They spent a great deal of the interview talking about “Resistance” – and that caught my attention immediately (and prompted me to purchase the book).

Pressfield explained that the more resistance we feel – whether it’s about losing weight, putting words on the page (since he’s a writer), or in our case – making that next phone call or booking a new hostess – the closer we are to a big breakthrough.

In his book, he explains how resistance and fear are related.

“Resistance is experienced as fear; the degree of fear equates to the strength of Resistance. Therefore the more fear we feel about a specific enterprise, the more certain we can be that that enterprise is important to us and to the growth of our soul. That’s why we feel so much Resistance. If it meant nothing to us, there’d be no Resistance.” 

This was huge for me – especially with some of the big projects I need to complete for launching my 2014 – yet feeling a lot of paralysis when it comes to getting them done. The more I procrastinate, the more it leads to me beating myself up, which in turn, leads to me veg’ing out in front of the TV, or going on a run to Cold Stone Creamery.

It’s time for each of us to face those demons.

Pressfield explained that the way you conquer resistance is to deal with it head-on.

You’ll learn, if you read the forward of his book, that he uses a lot of rituals to put himself “in the zone” for writing. His lucky hat and shirt, special pictures on his desk, and so on…

Remember…feeling a lot of resistance means you’re heading for a big breakthrough…

The biggest area where social selling consultants find the most resistance is with making phone calls.

Following Pressfield’s lead…try this:

Sit in the same location in your house.

Wear your “lucky outfit” and “lucky hat.”

Put pictures on the wall in your “phone space” such as an incentive trip flyer you want to earn, a picture of you getting a $25,000 check (that you photoshop in), your favorite vacation destination, pictures of your bills with “paid in full” written across the front, and so on…

Then…sit down and make the calls.

At the end of the day – it doesn’t matter how many people you connected with, how many appointments you scheduled, or how smooth you were in the conversations.

All that matters is that you overcame resistance.

What do you think? What are your ideas for overcoming resistance?

What to do when you get overwhelmed.

During this crazy busy time of the year, it seems that our “daily to-do” lists get longer, and longer, and longer.

With so many events to attend and things to complete – it’s easy to get overwhelmed.Susie nelson Training for social selling and direct sales

I’ve often said “an overwhelmed consultant does nothing.” It’s not only true within your business, but it can definitely be true for life in general.

When I find myself hitting that wall, I have learned a few tips to keep moving thru it, and to continue to be productive:

Tip #1: Take a time-out.

Now I’m not talking about the kind of time-out that you give your children when they’re naughty. I’m talking about a “mental time out” where you de-stress.

Set the time for 10 minutes, and find a quiet place to close your eyes, do some deep breathing, and give yourself a chance to relax.

If you meditate, use the 10 minutes for that purpose.

Tip #2: Can you eliminate or delegate anything on your list?

I think sometimes items sneak onto my to-do list – and it’s usually the day or two before I’m going out of town.

A lot of those items really aren’t urgent – and can be crossed off the list.

There are also things that can easily be delegated. The big first for me was hiring someone to clean my house. I really like having a clean house – but I don’t think my time is best spent doing it anymore.

I’m thrilled that I can benefit someone who is much better at that task by hiring them to do the work.

Great for both of us!

Tip #3: Complete an easy task first.

Pick one thing from your “to-do” list that should take very little time, and complete that first. It will feel so good to cross something off – even if it’s a baby step.

Tip #4: Focus

One reason we seem to get more overwhelmed these days is what I would call “too much stimuli.” Our phones keep us much too engaged – and quite frankly – distracted when we have a lot to get done.

Plus, it’s easy to get distracted from one task – or idea – to the next when we’re connected online.

Here’s how I get passed this.

I choose one item from the list that is highest priority to complete. I put my phone on silent, and leave it on the kitchen countertop. Then I head back to my office area (in my case, the sunroom at the back of my townhome) and the ONLY THING I have on the desk is what I need for that particular project.

I can dig in and get it done faster (and frankly, better) by turning off the distractions temporarily. Plus, without all the other projects on the desk – I can focus specifically on the task at hand.

Once I’ve finished, I can check my cell, feel great about crossing that task off the list, and choose the next item from the list…

Tip #5: Keep a list of what you accomplished!

I used to feel so frustrated at the end of the day because I had only dented my “to-do” list. (Of course, my list was completely unreasonable for what it was possible to accomplish in a day…or often even a week!) Often we are thrown curve balls, and we end up doing things that weren’t on the list.

So I started keeping a list of everything I accomplished during the day. It was a way that I could give myself a pat on the back for getting a lot completed.

Take care of yourself first, be realistic in your planning, and put everything in place in your environment to eliminate distractions – and it can help you eliminate feeling overwhelmed.

What are your tips? Please share them in the comments below.

Get ready for my BLACK FRIDAY SALE!

Susie Nelson TrainingI am so grateful for all the wonderful customers and subscribers I have – and to say “thank you” – I’m running a “black friday sale.”

For all of my past customers – watch for an alert on Wednesday, Nov. 27th – because you can get in the door early! (There will be some AWESOME DEALS – but just like Best Buy or any of the other big retailers – there are a limited number available.)

Make sure you’re on my subscriber list!

(It’s right over there – to the left!)

Get ready to rake in the deals!!

The Power of Using Scripts for Social Selling

canstockphoto4680984Some of our best lessons in our social selling businesses can come from observing how others handle their sales processes.

For example, every year I look forward to watching a “pots and pans” demo at the State Fair. They do truly great sales presentations.

I also tune into QVC from time-to-time. Watch for how they present each product’s features and benefits, and how they create urgency with limited edition.

Last week I got a call from a car salesman…or should I say, a “not-very-well-prepared” car salesman.

When I answered the phone, he told me he was calling from the Honda dealership (I own a CRV, and had it serviced there a while back.)

He said, “Do you know about our ‘swap your keys’ special?”

I said, “Nope.”

He said, “You can come into the dealership, and swap your keys for a brand new CRV. How much are your payments right now?”

I said, “My car is paid off – and the last thing in the world I want is another car payment.”

There was a long silence on the other end of the phone…

Then he said, “I’m sure that’s nice to not have a car payment.”

I said, “Yes – I love my CRV, and I love that it’s paid off.”

He said, “Sounds great – thank you for your time,” and hung up.

You see this guy hadn’t prepared for the call. He started with a closed question – rather than taking an interest in me.

My CRV is a 2007 – chances were pretty good it was going to be paid off – so he needed to figure out how to deal with the objection of people not wanting payments (he assumed I had to finance a new CRV).

If he had done his homework, when I told him I love my CRV – he could have told me some of the features of the new CRVs, compared to my 2007, that might have piqued my interest.

And if he had looked up my repair record – worst case scenario – he could have scheduled me for a service appointment (because I’m overdue for that!).

The purpose of writing scripts for your direct sales business is not to read the script. It’s to make you think through what people might say, and how you can respond. It helps you anticipate objections and be ready to overcome them.

Most importantly, using scripts for social selling helps you choose the right words – because word choice can be a huge difference between making sales, bookings shows, and getting appointments with prospects…or NOT!

(That’s why I provide scripts with my training courses – for example, with my new bookings course “How to Fill Your Calendar with Bookings – Anytime of the Year, No Matter Where You Live” – to give you a great starting point to develop your own.)

Write out the script – then condense it down to bullet points. Review the script before your phone call sessions, then keep the bullet points in front of you to help keep your calls on track.

Continue to improve! When something from one of your conversations throws you a bit of a curve ball, write it down after the call and think about how you can handle it differently on future calls.

That’s how you get, not just good, but great and confident about making your phone calls.

What are some of your tips for developing and using scripts? (Please share your ideas in the comments below.)

Are Bigger Home Parties – Better Parties?

Susie Nelson Training, Direct Sales Training, Home Party Business, Social Selling Business

When it comes to the number of guests at your parties – Bigger is NOT always Better.

One of the things I LOVE about working with my private coaching students is that I’m reminded of so many lessons I’ve learned along the way…(and it helps me to share them with my entire family of consultants who follow my training).

A couple weeks ago, I was talking with a student who is really new in the business (and doing a great job – just sponsored her first team member) and she was really excited because she had connected with a new hostess who wanted to bring two of her friends in on the party – so there would probably be about 30 people in attendance….YIKES!

I was so proud of this student – and didn’t want her to be discouraged (I love it when consultants take action and make this happen.), but we talked through the reasons why this wasn’t really the best route to take – and I want to share them with you today.

1) The biggest challenge of a group that size is it cuts into the amount of time you can spend with each customer at the private closing table.

That’s the place where the magic really happens. You get to connect with them, one-on-one, and learn more about them. Not only are you making a new friend, but this is really helpful as you move into the recruiting process.

When you can spend a little bit of time with each guest – you can also build each customer’s orders by simply suggesting additional items that complement what she’s selected – plus you can remind her of any specials your company might be offering. You’ll be amazed at how much you can increase the sales simply by mentioning these things.

It also means you are rushed with your booking conversation. Or, if the guests are simply filling out order forms and throwing them at you with their payments – you don’t get to ask about bookings at all! Bad, bad, bad.

You want to be able to ask each guest to book – and if she has any kind of “objection” or problem that is preventing her from booking – solve it and get her date on your calendar!

The most detrimental part (although all of these points are important) is not being able to have the “sponsoring” talk. For me that’s asking the person to take a closer look at the information about your business.

2) A second challenge: when your attendance is too big – your order per customer will decrease.

In my former direct sales business, my personal ideal party size was 8.

Don’t get me wrong – I didn’t tell my hostesses that they couldn’t have more than eight guests in attendance – but my average sales per customer at the bigger parties normally dropped. (Yes – even though I no longer work as an engineer – the numbers geek in me often pops up to the surface.)

3) It can look chaotic to prospects.

Remember – you always want everyone who is watching you to say to themselves, “I think I can do what she does.” If there are too many guests at the party, and you’re getting pulled several directions with questions or guests who need to leave early – it might not look “simple, easy and fun” to anyone who might be considering your business.

In my coaching students’ case – we talked about having a discussion with her new hostess – and suggesting that her two friends each book their own party (giving her credit for those bookings). If she was insistent on proceeding with the big group – she could bring along a new team member, or make her hostess her “potential team member in training” that night – and ask her to help!

It’s Easy to Build a Six Figure Direct Sales Business.

Susie Nelson, Susie Nelson Training for Direct Sales Consultants, home party consultants, social selling

The late Jim Rohn used to have a great saying – one that “rings in my head often” when I’m staring at a project that needs to be completed, or when I’m working with my private coaching students.

What Jim explained is, the reason people DON’T complete a simple task, something that is very beneficial, such as “eating an apple a day,” is that it’s “easy NOT to.”

When I’m working with my coaching students, I can recommend that a consultant complete activities which, when completed each week, or each day (depending on whether they are very part-time or full-time in the business) will put them on track to building a six figure business.

Most grab hold and take action – and they are getting “out of the ballpark” results.

Let me give you a couple examples.

Linda, an incredible woman who works a very busy (and very stressful) full-time job, is part of a network marketing business.

Based on the amount of time she can commit to her business each week – we mapped out a very simple strategy (something that will literally take about 2-3 hours each week). In her case, it’s sign-up one new distributor, and connect with one potential business builder in her organization.

During our coaching session on Friday, you could hear the excitement in Linda’s voice. This simple plan works for her. She sees the progress that she’s making, she’s having fun with her business, and it’s easy for her to manage and complete each week.

Let’s think about it for a minute. One new distributor per week means in one year’s time, she’ll have 52! And let’s say that one out of every four of the potential business builders she connects with takes off – and starts doing exactly what she does. Twelve business builders – signing just one new distributor each week…in one year that would be another 624 distributors in her organization.

A simple plan that anyone can implement.

So why doesn’t every consultant or distributor do this?

It’s easy NOT to!

A consultant I met in the past year (she’s not one of my private coaching students!) often complains that “She can’t get bookings” and that “no one on her team can get bookings.”

Several people in her upline and I have explained why its so important to schedule a couple of her own parties, or to meet with people one-on-one, in order to get people excited about her company’s products – and THEN ask them to book a party.

She refuses to do that simple “foundation building” activity.

Why – because it’s easy NOT to.

I guess its much easier to keep complaining, and to blame everyone and everything else for her lack of success…

Yeah – I probably just ticked off some of my subscribers – but I’m one of those “tell it like it is” kind of coaches and strategists…

But here’s the deal.

“It’s easy to build a six figure direct sales business.”

(That’s MY quote!)

Most consultants either make it much too difficult, or they don’t do the simple activities consistently that will get them there.

Time to stop taking the “it’s easy NOT to” route…

How will your life be different one year from today?

Susie Nelson Training, Direct Sales Consultants, Home Party Consultants

Most direct sales consultants have either just attended, or are preparing to attend their National Conferences.

To me, the Manager meetings, National Conference, and Leadership Conference that my company hosted each year always felt like going to a family reunion.

I connected with my friends from all over the country, got to spend time with my very best friends (we usually roomed together – and never got much sleep because we stayed up all night talking!), and got to meet and connect in-person with new consultants in my organization.

We always had so much fun, got to see all of the new products in-person (always a big help), and there was always great training – both from consultants in the field and from an outside speaker.

Always a great weekend!!

But here’s the bad news.

Most consultants go home from conference and don’t do anything with the info that they learned.

So a year from now – they’ll attend conference – again – but their life won’t be much different than it is now.

But then there are those rare individuals. Those who go to conference, get inspired, and take from that experience to build their business, so they can change their lives.

I was one of those.

As I’ve shared, my first couple years in the business were a disaster.

But then I went to my company’s National Conference. I watched a woman, who at the time, drove me a little bonkers, receiving awards and earning monthly commissions that were higher than what I was earning as an engineer, and I said to myself, “If she can do that, I can do it…and I can do it even bigger and better!”

I made the decision, right there at that conference, that I was going to go home and quit my job to build my business full time.

Now I’m not suggesting that you turn in your notice today – in fact, that absolutely WOULD NOT be my advice. (I quit my job way too soon!!)

But what I am suggesting is that once the excitement wears off, you sit down and ask yourself, “What am I going to do differently – starting TODAY – in order to change my life, using my direct sales business as the tool?”

If your business has not been growing steadily and consistently – then something has to change.

So here’s my big question to you:

What are you going to do differently to get your business expanding immediately?

I’d love for you to share it in the comments below…that way others can learn from you, too!

Big Hugs,

Susie

How to Get the Most from your National Conference!

Whether you’ve just returned from conference, or you’re attending in the next few weeks – I want to give you some tips to get the very most from your conference experience.

In my early days in the business, I headed to conference with NO pre-planning. There I was, spending several hundred dollars on my registration fee, my airline ticket, my hotel and meals, and my parking at the airport.

But here was an even bigger “investment” on my part. My TIME.

So I had to ask myself: “What am I going to do to get the best return on both my financial investment, and on my time?”

Here’s tips on how to get the most from your National Conference.

I used to be extremely disorganized. (Sometime I’ll share with you the time one of my very best friends, Wanda, who has worked as a “professional organizer” tried to help me out by organizing my office…!!) I had piles of papers everywhere and my office looked like a small tornado had swept through the place.
Susie Nelson Training, National Conference for Direct Sales
The thing was – I KNEW what was in each pile – and could usually put my hands on an important document within a couple minutes. But all that chaos wasn’t helping me build my business.

Plus – as I eventually learned from the perspective of “money flow” – it wasn’t an environment conducive to attracting the big bucks.

That’s when I learned a trick from another successful Manager in my company, Read More→

Let Rejection Move You Forward

how to handle rejection in direct salesThe first time I tried to sponsor a new consultant onto my team, it was a horrible experience.

Here’s what happened.

I had really started to get my bookings skills perfected – had 2 or 3 per week on my calendar.

So I was ready to take the next step – building my team.

Don’t get me wrong – if you were a brand new consultant that I was coaching, I’d be encouraging you to start sponsoring from Day One – but that’s not how my business was built. (I didn’t have anyone mentoring or coaching me, so I learned a lot of things the hard way!)

My Manager was offering an incentive to earn a wonderful bag that could hold all of my samples – and I really wanted to earn that bag (Mind you – I didn’t start working on this until 3 days before the deadline!)

I had a party with a sharp woman named Carol (who I now equate to the evil “Voldemort” in the Harry Potter movies – even typing her name makes the hair go up on my neck).

I asked Carol if she’d like to learn more about our business opportunity, and she agreed. We set-up a time to meet the next day.

(Yes – I was doing the happy dance all the way home!)

I showed up promptly at 10am at Carol’s home the next day, had a ton of fun getting to know Carol, and I reviewed all the details about my company’s opportunity plan.

When I asked her “What do you think,” Carol responded that she needed to think about it.

I knew I had a deadline – two days at this point – to be exact.

So I asked Carol if I could come back again in the next day or two.

We set an appointment for two days out.

(Once again – happy dance all the day home – I just KNEW that Carol was going to sign.)

Two days later, when I arrived at Carol’s home – promptly at 10am – just as I was about to ring the doorbell, the door flew open, and Carol said, “I think you’re the most pushy, aggressive, horrible person – and I don’t want to talk to you about your company.”
And she shut the door.

I was devastated.

Went back to my car and cried all the way home.

I kept going through all of our discussions. We had fun, she asked a lot of questions, I thought we had bonded.

That experience completely shut me down – because I chose to take it personally.

I didn’t even think about sponsoring for another year in my business because I was so wounded from that experience.

So what could I have done differently to let that rejection propel me forward.

Now – after all of my experience building my business, here’s what I would have done differently (or would recommend to my coaching students).

1) Think back through my “sponsoring experience” with Carol to give it an honest evaluation.

Did I say something wrong? Did I listen carefully to Carol? Did I take a sincere interest in Carol? Were my “own needs” pushed to the side, so this experience was totally about what was best for Carol?

2) What can I learn from this experience to help me with my future prospects?

One of the things I love about direct sales is that you have full permission to learn.
If you messed up with a prospect, you messed up. You can certainly “fix it” by apologizing and explaining that you’re really new and excited about building your team and sharing this opportunity – and that you’re sorry you let your enthusiasm get you off track.

It’s OK if you messed it up! From my perspective, that experience was meant to help you learn quickly!

3) I’ve loved horses all my life. In the “horse world,” if you get bucked off your horse, what is most important is to get back in the saddle again. Immediately. You don’t want that horse thinking that kind of behavior is acceptable. You don’t want the horse “to win.”

If you are rejected by a prospect, the same principle applies. You need to connect with your next prospect immediately!

Let that rejection help you learn, improve your skills, don’t take it personally, and become your very best friend to help you move your business forward.

The rest of the story…

A few months later, I ran into one of Carol’s friends at another party. I asked if she had connected with Carol lately, and she explained that Carol was going through a rough time in her personal life – or more accurately – in her love life.

Turns out that the day I showed up at Carol’s door, she had just returned from bailing out her boyfriend. He had been out all night, and was picked up for a DUI, and she was in the midst of dealing with those issues.

I was in the wrong place, at the wrong time.

You never know what’s going on with your prospects. Just keep offering your business opportunity, with the full intention of letting that prospect determine whether or not it’s a good match at this time in their life – and your business will explode!

I’d love your comments below! Please also share this story through Facebook to help others!

Bookings – Do you “Push” or Do you “Pull”?

home party sales, Susie Nelson Training

Ready to Attract More Leads?


A few weeks ago I was in an “interesting” discussion about host programs, and how to design them effectively.

To explain this story well – I have to give you some background so you know where I’m coming from…

First of all, when I made the decision to join the home party business many years ago, I became a “sales training junkie.”

I attended Dale Carnegie sales training; I bought every book and every sales training course I could get my hands on.

Literally, my car became my “sales and business education on wheels” because I was constantly listening to courses (and in those days, I spent a lot of time on the road building my business, so that investment in my education really paid off).

Even today, I fail miserably when I’m a member of a book club because, if I have to choose between diving into the latest fiction best-seller, or picking up a book about business strategies, business systems, internet marketing, marketing, sales psychology, or effective selling – I choose the latter.

One look at the bookshelves that line my office and my spare bedroom and you’ll find a treasure trove of great information.

And while many subscribe to “People Magazine” or “Cosmopolitan” – I anxiously wait for my “Entrepreneur” and “Inc” and “Wired” issues to arrive at my doorstep.

Rumor has it that one of Donald Trump’s interview questions is to ask what three books the candidate is currently reading (and I must admit, I have a stack of about 10 on my night stand that I’m currently working on).

SO HOW DOES THIS RELATE TO HOST PROGRAMS?

You see – I believe booking parties is “selling.”

Keep that in mind as I tell you more of the story…

Contrary to most host programs that I see today, in my former company, I was responsible to pay for my host credits.

That meant I was going to make darn sure that I was getting good value for my investment!

Here’s how it worked:

I received a 40% commission on my sales. But from that 40%, I had to absorb the cost of my host benefits.

The host program was really simple.

Earn 10% of the guest purchases towards your selections. If there was one booking for a future party, the host got an extra 5% (for a total of 15%); and if there were 2 or more bookings (yipppeeee!!) – she got another 5%, for a total of 20% of the guest purchases towards her selections.

When you really crunched the numbers – depending on how much the hostess purchased beyond her host credit, it meant I earned anywhere from 26-29% gross commissions.

Back to the “interesting discussion” about host credits…

(Stick with me here…because it’s an important business lesson…)

Most host programs offer a benefit for the host when others book parties – with the philosophy being that the host will encourage or “push” (my term) others to book so that she can personally benefit.

In my experience, a significant number of those bookings fell through because they didn’t book for their own reasons, they booked for somebody else’s reasons.

That’s where the “booking is selling” comes to play – and this is where you become a booking magnet – “pulling” instead of “pushing.”

When you master the benefits of your host program, and you weave the benefits of booking a party throughout your presentation – all of the key components that are crucial when you understand the “psychology of selling;” suddenly you’ll find you have people who are eager to grab a spot on your calendar.

Your number of postponements or cancellations will become minimal!

And, because their motivation is spot on…your hosts will do a better job as your business partner for the evening…

What do you think?