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You're struggling to make sales in direct sales. How can strategic thinking turn things around for you?

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In direct sales, the challenge of making consistent sales can often feel like an uphill battle. However, the power of strategic thinking can be the key to unlocking your sales potential. By stepping back and analyzing your approach, you can identify what's working and what's not, allowing you to make informed decisions that drive results. Strategic thinking involves a deliberate and thoughtful process of planning to achieve a specific goal, and in direct sales, this means planning how to reach and persuade potential customers effectively.

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Austen Hempstead

"Everyone can sell". No they can’t

1 Know Your Product

Understanding your product inside and out is crucial in direct sales. You need to be able to answer any question a potential customer might have and address their needs or concerns. This deep knowledge not only instills confidence in your customers but also allows you to highlight the features and benefits that are most relevant to them. By being an expert on your product, you can tailor your sales pitch to each individual, making it more likely that they'll be interested in what you're offering.

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Austen Hempstead

"Everyone can sell". No they can’t
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Know your product, sure. More importantly, know and understand the problems, needs, challenges etc that your product helps solve or minimise. Why? Remember the old adage - people don't want to buy a drill (your product), they need a hole in the wall. If they don't need a hole, it doesn't matter how good your drill is, they're highly unlikely to buy it.

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2 Target Market

Identifying and understanding your target market is a key strategic move in direct sales. You need to know who is most likely to buy your product and why. This involves researching demographics, interests, and buying patterns. Once you have a clear picture of your ideal customer, you can focus your efforts on the channels where they are most active and craft messages that resonate with them. This targeted approach ensures that your sales efforts are not wasted on an audience that is unlikely to be interested.

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Austen Hempstead

"Everyone can sell". No they can’t
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When I started in sales I was selling life insurance. One of the things that attracted me the selling of it was the size of the market. "Everybody dies, Austen." So I thought "WOW, I can sell to everyone!" Big mistake. I came to understand that the more I refined my target market, the more I sold. So my first refinement was to reduce my target market from everyone to married couples. Then from married couples to married couples with children. Then from married couples with children to those who also had a mortgage. So in addition to the side note that suggests you sell to those who are most likely to buy, perhaps it will help to think in terms of who NEEDS it most and who therefore will benefit most from buying your product / service.

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3 Sales Approach

Your sales approach is how you interact with potential customers. It's important to be adaptable and to tailor your approach to suit different individuals. Some customers may prefer a more direct, no-nonsense presentation, while others might respond better to a friendly, consultative approach. Paying attention to customer cues and adapting your style accordingly can significantly increase your chances of making a sale.

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Austen Hempstead

"Everyone can sell". No they can’t
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Invest the time to learn about different behavioural styles because people do indeed buy differently. Some people don't want to hear all the detail and will perhaps even say "Just tell me the bottom line." Others might think you're crazy if you don't explain the detail and yet still hope that they'll buy. How can you tell who is who? Invest the time to learn about different behavioural styles.

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4 Building Relationships

In direct sales, building strong relationships with your customers can lead to repeat business and referrals. Take the time to understand their needs, follow up after a sale, and maintain a genuine interest in providing value. Customers are more likely to buy from someone they trust and feel comfortable with, so prioritize relationship-building as part of your strategic plan. This long-term approach can create a loyal customer base that sustains your business over time.

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5 Time Management

Effective time management is essential in direct sales, as it allows you to maximize your productivity and focus on high-impact activities. Prioritize tasks based on their potential to generate sales, and allocate your time accordingly. This might mean spending more time on follow-ups with leads that have shown interest rather than cold-calling prospects with a low likelihood of conversion. By being strategic about how you use your time, you can ensure you're always working towards your sales goals.

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6 Analyze Results

Finally, regularly analyzing your sales results is crucial for strategic thinking in direct sales. Look at what strategies have led to successful sales and which ones haven't. This analysis will help you refine your approach, discard ineffective tactics, and invest more in what works. Continuous improvement based on real data will keep you agile and responsive to changes in the market or customer preferences, helping you maintain and even increase your sales over time.

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You're struggling to make sales in direct sales. How can strategic thinking turn things around for you?

1

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3

4

5

6

1 Know Your Product

2 Target Market

3 Sales Approach

4 Building Relationships

5 Time Management

6 Analyze Results

Direct Sales

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You're struggling to make sales in direct sales. How can strategic thinking turn things around for you?

1

2

3

4

5

6

1 Know Your Product

2 Target Market

3 Sales Approach

4 Building Relationships

5 Time Management

6 Analyze Results

Direct Sales

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