Direct Sales Tips for Those Who Think They Can't Sell

You don't have to be a sales expert to succeed in a direct selling opportunity. But you do have to get people to buy. The difference is subtle but incredibly important.

People like to buy, but they don't like to be sold to. Here are some proven ways to avoid being branded as a salesperson.

If Everyone Else is Doing It, It's Okay

This is known as social proof. Studies show we often follow the crowd, especially when uncertain. Our decisions are influenced by the actions of those around us; even more so when we are around people who are like us.

Social proof is very useful in direct sales opportunities. Getting people to meetings allows you to influence a person's decision to commit by making it easier for the person to follow others than to take time worrying about what to do.

Make Confidence Your #1 Product

In direct sales, the customer you really have to worry about getting sold is you. When you're sold on your product and opportunity, you project confidence in your words and your body language.

Numerous studies indicate that confidence is the number one factor in the buying decision. The confidence factor is more important than price, convenience, or other conditions.

When you are confident, you radiate a feeling that people sense. They trust that doing business with you is safe. Surveys report that how you say your words has as much as five times more impact on your listener than the words themselves.

Let Your Prospect Come to Their Own Decision

Increase your sales by letting customers sell themselves. The fastest way to do this is to engage on the five senses. According to advisors to Fortune 500 companies, "The best way to market any offering (goods, service, or experience) is with an experience so engaging that potential customers can't help but pay attention and pay up."

"Touch your customer, and you're halfway there."
~ Estee Lauder ~

In your direct sales presentations, engage one or more of the senses with your product or offer. If your product line is food related, share samples they can taste. Bring in the senses of sound and sight with a DVD presentation.

Stores use smells to affect shopper's moods according to Advertising Age. "People will make quicker decisions, be willing to pay more, and most likely be so emotionally engaged that they are removed from the rational part of their behavior," says Martin Lindstrom, author of the book, Brand Sense.