1. Presented by: Sue Rusch Direct Sales Resources, Inc. January, 2004 Principles and Practices of Leadership Success

2. SELLRECRUITTRAINREACHRECOGNIZERESPECT

3. SELL Sales are the foundation of your business.

4. © Direct Sales Resources, Inc. Party Plan is a classy approach to selling. SELL

5. © Direct Sales Resources, Inc. SELL Selling is your way of serving.

6. SELL One show/week you have a business. Two+ shows/week you grow your business. © Direct Sales Resources, Inc.

7. SELL Learn to sell like a pro! © Direct Sales Resources, Inc.

8. Technique #1 SELL Beat Them To The Objection © Direct Sales Resources, Inc.

9. What are your most common sales objections? SELL © Direct Sales Resources, Inc.

10. WORDS THAT WORK “You may be thinking …” SELL © Direct Sales Resources, Inc.

11. Technique #2 SELL Imagine this. © Direct Sales Resources, Inc.

12. What feelings do your products inspire? SELL © Direct Sales Resources, Inc.

13. WORDS THAT WORK “Picture yourself …” SELL © Direct Sales Resources, Inc.

14. SELL When you learn to sell, you can do anything! © Direct Sales Resources, Inc.

15. RECRUIT Recruiting is the key to sustained energy and growth.

16. Effective Leaders … RECRUIT … recruit at least one new consultant per month. © Direct Sales Resources, Inc.

17. Sue Rusch’s Organization Sales RECRUIT © Direct Sales Resources, Inc.

18. Strengthen your personal recruiting skills. © Direct Sales Resources, Inc. RECRUIT

19. 1. Generate interest 2. Secure appointment 3. Present opportunity 4. Invite objections 5. Guide to decision Five Steps to Recruiting Success © Direct Sales Resources, Inc. RECRUIT

20. Recruiting skills build upon selling skills! © Direct Sales Resources, Inc. RECRUIT

21. Effectively address recruiting objections. © Direct Sales Resources, Inc. RECRUIT

22. 1. Generate interest 2. Secure appointment 3. Present opportunity 4. Invite objections 5. Guide to decision Five Steps to Recruiting Success © Direct Sales Resources, Inc. RECRUIT

23. Time You may be thinking … Skills You may be wondering … Contacts You may be thinking … Image You may be thinking … © Direct Sales Resources, Inc. WORDS THAT WORK RECRUIT

24. Sell the entry opportunity. © Direct Sales Resources, Inc. RECRUIT

25. Earnings Imagine this … Pride Imagine this … Fun Imagine this … Lifestyle Imagine this … © Direct Sales Resources, Inc. WORDS THAT WORK RECRUIT

26. TRAIN Training is the ongoing process of building skill and will.

27. Share knowledgeExplore feelings Give informationBuild inspiration © Direct Sales Resources, Inc. TRAIN

28. © Direct Sales Resources, Inc. Experience Excitement The more experience we acquire … … The less excitement we show. TRAIN

29. © Direct Sales Resources, Inc. Experience Excitement Train with your head and heart. SUCCESS TRAIN

30. Keep it Simple What do I want them to know? How do I want them to feel? What do I want them to do? © Direct Sales Resources, Inc. TRAIN

31. © Direct Sales Resources, Inc. Preach what you practice! TRAIN

32. © Direct Sales Resources, Inc. Learn without lecture Discussion Groups Quiz Demonstration Roleplay Brainstorm TRAIN

33. © Direct Sales Resources, Inc. Train with spaced repetition. TRAIN

34. REACH Connecting is more than contacting.

35. When you connect with team members … what is your INTENTION? © Direct Sales Resources, Inc. REACH

36. Intentional leaders focus on: © Direct Sales Resources, Inc. REACH

37. In what ways would your team members be happier if they did at leastone show every week? © Direct Sales Resources, Inc. REACH

38. Do you “sell” success? © Direct Sales Resources, Inc. REACH

39. Sell value first, Price second. © Direct Sales Resources, Inc. REACH

40. When we get stuck we tend to reach for a new way. Often what we need is a new why. © Direct Sales Resources, Inc. REACH

41. © Direct Sales Resources, Inc. Connect proactively. REACH

42. © Direct Sales Resources, Inc. Instead of working with problems, choose to work with productivity. REACH

43. Instead of this: Just checking in! WORDS THAT WORK © Direct Sales Resources, Inc. REACH

44. Try this: Do you have time for a great idea … WORDS THAT WORK © Direct Sales Resources, Inc. REACH

45. How are your sales looking? Instead of this: WORDS THAT WORK © Direct Sales Resources, Inc. REACH

46. Try this: How do you feel about the direction your business is taking? WORDS THAT WORK © Direct Sales Resources, Inc. REACH

47. What is your goal? Instead of this: WORDS THAT WORK © Direct Sales Resources, Inc. REACH

48. Try this: What do you want that you’re not getting now? WORDS THAT WORK © Direct Sales Resources, Inc. REACH

49. What you should do is … Instead of this: WORDS THAT WORK © Direct Sales Resources, Inc. REACH

50. Try this: What have you tried so far? WORDS THAT WORK © Direct Sales Resources, Inc. REACH

51. What works for me is … Instead of this: WORDS THAT WORK © Direct Sales Resources, Inc. REACH

52. Try this: What have you thought about trying? WORDS THAT WORK © Direct Sales Resources, Inc. REACH

53. I’ve got the answer! Instead of this: WORDS THAT WORK © Direct Sales Resources, Inc. REACH

54. Try this: Would you like a suggestion? WORDS THAT WORK © Direct Sales Resources, Inc. REACH

55. “Call me when you need something” … doesn’t grow a business. © Direct Sales Resources, Inc. REACH

56. RECOGNIZE What gets recognized gets repeated.

57. © Direct Sales Resources, Inc. Effective recognition Sets expectations. Reinforces behavior. Makes people feel valued. Builds team spirit. RECOGNIZE

58. © Direct Sales Resources, Inc. It’s less about the memento and more about the moment. RECOGNIZE Effective recognition

59. © Direct Sales Resources, Inc. Include recognition in every meeting. RECOGNIZE

60. RESPECT Your business IS a business.

61. When I started … …today My family FAMILY: EXCUSE … OR … REASON? © Direct Sales Resources, Inc. RESPECT

62. Are you working as hard FOR YOURSELF as you would for SOMEONE ELSE? © Direct Sales Resources, Inc. RESPECT

63. Your business IS a business! Create a schedule each week. Add a power hour where needed. Work in blocks, not fragments. Reduce multi-tasking. © Direct Sales Resources, Inc. RESPECT

64. © Direct Sales Resources, Inc. RESPECT As we manage time, we manage ourselves.

65. SELLRECRUITTRAINREACHRECOGNIZERESPECT

66. © Direct Sales Resources, Inc.

67. Reach out. Focus on the present. Follow through. © Direct Sales Resources, Inc.

68. Presented by: Sue Rusch Direct Sales Resources, Inc. January, 2004 Principles and Practices of Leadership Success