Direct Sales 201: Leadership Excellence

As a Direct Sales leader, you’re in the unique and enviable position of guiding the careers and shaping the lives of potentially thousands of team members in your organization.

But why?

Aside from the money, why would you want to take responsibility for the livelihoods of others? What makes you qualified to lead?

As Simon indicates in this video, if you want to be a true leader – a successful leader – you have to think differently. You have to be motivated from the inside out. AND you have to be willing to share that “why” with other people.

Most direct sellers think they understand the “why” of their business – but most of the time they’re only scratching the surface:

I want to be able to pay for my son’s college education.

I want to have more free time to take care of my kids.

I want to have money to be able to take a vacation or “do stuff” that our current income doesn’t allow.

While all of those ideas are well and good, they don’t get the job done.

This is the number one mistake I see leaders making – their “why” is all about them. It’s not about their belief.

Here’s what I mean:

If you watched Simon’s video, you know that “I want to be able to pay for my son’s college education” is the result (the outside ring) of the leader’s circle. So it comes across like this:

“I want to be able to pay for my son’s college education, so I joined this company that offers amazing products and a great compensation plan, with flexible hours and the ability to write my own paycheck – wanna join?”

Blech. That may work for some people, but do you notice that everything is about YOU?

Your client or lead could care less. Really.

What if, instead you did this:

“I believe that every child needs the advantage of a college education. I had to scrimp and save to make it happen for myself, and I’ll be damned if I’m going to make my son struggle for what I consider to be a basic need. If you believe that your family deserves better than what you’ve currently got going on, our company provides amazing products, a great compensation plan, with flexible hours and the ability to write your own paycheck. What more could you ask for?”

On the surface, this looks a little bit like “assuming the close” and in a way it is, but it goes deeper than that – because you’re effecting the limbic brain – the emotional response of your client/lead. This potential team member now has a glimpse into what YOU believe in – and they can make an emotional connection to you (or not). Once the connection is made, getting to “YES!” is a lot easier, because, as Simon noted, they’ll invest their blood, sweat, and tears into your “cause”.

So instead of trying to elicit the “why” of your potential team members, begin by sharing your why with them – and see if they resonate. If they do, then go ahead and ask them about their why – but not the superficial one, the deeper why that motivates and evokes emotion. You lead is not likely to do that if YOU aren’t willing to share your why first, because emotionally, they’ll feel too vulnerable – and like you’ve got something to hide. After all, if they’re being so transparent with you, why are you not being equally transparent with them?

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