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Archive for Coaching

In the past week or so I’ve had several coaching conversations that center on results, specifically around recruiting. What each and every client has come to understand is that, while recruiting tools and the actions they take to implement them are important, their focus is really the key.

Let me ask you a question (and be honest with yourself); when it comes to recruiting and your team, do you most often focus on what you want (i.e. who you would like to be attracting and how awesome your team and business will be once you build a team of these amazing people) or what you don’t want (i.e. who’s not working in your life and business right now)? If you’re like most people, it tends to be easier to focus on what you don’t want.

What I know is that Energy flows where attention goes. And energy equals results. In other words, you get what you focus on. So if you're constantly complaining about your unmotivated, draining, negative team of people who aren’t working, don’t be surprised if you’re building a team of unmotivated, draining, negative people who aren’t working. It's also impossible to focus on two things at once, so what you remove your attention on collapses while what you're putting your attention on expands. It's truly a win/win situation. Get it? So change your focus!

Ask yourself “What are the top five adjectives that would describe my ideal recruit lead or team member?” (or better yet, click here to download my free worksheet specifically for this purpose). Then make a list of those words and put them where you can see and read them every day.

And one last thing. If you read that list and ask yourself “who does this describe at their best?” the answer will most likely be you! So as you show up and focus on who you want to be as a leader, manifesting all the best qualities in yourself, you’ll begin attracting others to you vibrationally as well. How cool is that?

I'd love it if you shared your list with everyone, either below or over on the Facebook Fan Page. Your words could inspire someone else.



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You may, as long as you do not alter it and include the following information (with active links as appropriate)

Julie Anne Jones is a direct sales corporate consultant, coach, and trainer, and the CEO of Julie Anne Jones, Inc. She is known for her authentic and easy-to-use scripting and specializes in specific systems, language, and tools for success in direct sales. To learn more about Julie Anne and her products and services, and to read her weekly blog posts, visit her at www.julieannejones.com.

Direct Sales Leaders: Stop Telling People What To Do!

Tuesday, March 20th, 2012

j0289529Since most home party plan leaders are women, it's in our nature to also be problem solvers. When someone on our team comes to us for help, we feel it's our duty to help them by telling them how to solve their problems. The thing I've noticed in my years, first as a leader and then as a coach, is this approach seldom works, and it's beyond frustrating to give someone a solution, only to have them not take action on it.

As a coach, I know that being curious and truly listening to my clients is the key to supporting them in moving forward in our sessions. When you ask powerful questions instead of assuming you have the answers and giving advice, you empower those on your team to make their own breakthroughs and come up with their own answers.

That’s key in our industry, because it’s typical for us as direct sales leaders to want to “fix” all the problems of those in our down-line. I’m sure this conversation sounds familiar to you:

Representative: “I’m not getting bookings.”
Leader:
“O.K., here’s what I want you to do. Get on the phone this week and get some bookings.”

How often does that representative actually follow through and follow that advice? Rarely. Want to know why? They aren’t committed to the action because it’s not their action – it’s yours as the leader!

Advice seldom works because people generally defend their weakness when given advice and inform you about why “that might work for you but will never work for me.” I call it arguing for your limitations.

Next time you’re working someone through a problem, consider asking them instead of telling them, like this:

Representative: “I can’t get bookings.”
Leader:
“What might you do to get bookings?”
Representative:
I don’t know.” (Note: this is an automatic, knee jerk response from most people when asked to solve a problem on their own. If you have children, you especially know what I’m talking about. The best response I’ve found is…)
Leader: Just suppose you DID know? What might the answer be?
Representative: “Well, I guess I could get on the phone and make a few phone calls.”
Leader:
“Great idea! Who might you call, what might you say?” (etc.)

You get the idea. The difference with this conversation is the “solution” is the representative’s idea so they’re much more likely to follow through, especially if you help them pinpoint who to call and what to say! Don’t give up if they don’t come up with an idea right away. Keep asking “just suppose you did know” and be patient. Eventually, they’ll come up with an answer on their own.

And I’ll let you in on a little secret…nine times out of ten, the answer they come up with is exactly what you would have told them to do in the first place. The difference is, it’s their idea so they’re much more committed to it! Give this tool a go the next time you’re faced with someone else's problem. Resist the urge to solve and get curious!



WANT TO USE THIS ARTICLE IN PRINT OR ONLINE?

You may, as long as you do not alter it and include the following information (with active links as appropriate)

Julie Anne Jones is a direct sales corporate consultant, coach, and trainer, and the CEO of Julie Anne Jones, Inc. She is known for her authentic and easy-to-use scripting and specializes in specific systems, language, and tools for success in direct sales. To learn more about Julie Anne and her products and services, and to read her weekly blog posts, visit her at www.julieannejones.com.

From Information Delivery to Information Gathering

Thursday, November 10th, 2011

Last week I wrote a blog post about a new way to conduct a direct sales opportunity event. It focused on getting as much information about the prospects' needs as possible and then sharing your opportunity from the perspective of "what's in it for them." I've gotten quite a bit of feedback on that post, and it was a real eye opener for lots of you.

As direct sellers, it's natural for us to want to share our enthusiasm for our business opportunity, our products, our party experience, and our companies. While I completely agree that this is a very important skill for you to master, unfortunately it can too often lead to information overload for the person with whom we're sharing, especially if this is where you start. Even though it comes from your best intentions, the need to tell people everything you possibly can about your business is most likely sabatoging your success as a direct seller.

I'd like to encourage you to think about your intention for sharing, whether it be about your opportunity, your products, or booking a direct sales home party with you. I would hope that you're sharing because you truly believe what you're offering could impact that person's life in a positive way. If that's the case, doesn't it serve you to find out exactly how that might happen? The only way to do that is to move from information delivery to information gathering when you share.

If you start by asking questions and determining exactly why the other person could use what you're offering, you can deliver your information in a much more relevant and comfortable way for both of you. Start by asking questions and really listen to what they're sharing. Then you can tailor your delivery to their needs, not yours. 

This is generally easier said than done, because as human beings we're usually much more concerned with our own needs and agenda, whether we choose to admit that or not. So I want to invite you to get amnesia about your own life and needs, even what you see as possible for the person with whom you're talking, and focus like a laser beam on what they need and want. And once you're sure you're really clear about that, share only what's relevant to them and nothing else.

It's a small shift that will produce huge results in your business as well as your life.



WANT TO USE THIS ARTICLE IN PRINT OR ONLINE?
You may, as long as you do not alter it and include the following information (with active links as appropriate):

Julie Anne Jones is direct sales corporate consultant, coach, and trainer, and the CEO of Julie Anne Jones, Inc. She is known for her authentic and easy-to-use scripting and specializes in specific language and tools for success in direct sales. To learn more about Julie Anne and her products and services, and to read her weekly blog posts, visit her at www.julieannejones.com.