Over the weekend, my husband and I went to check out a newer timeshare in town. We already own a timeshare, but the sales person we spoke with described this place in such a positive way that we thought it would be worth investigating. And the added benefit was that we could observe their sales process, which is always a learning opportunity.

This time we were both anything but impressed.

Over the weekend, my husband and I went to check out a newer timeshare in town. We already own a timeshare, but the sales person we spoke with described this place in such a positive way that we thought it would be worth investigating. And the added benefit was that we could observe their sales process, which is always a learning opportunity.

This time we were both anything but impressed.

It's not uncommon to hear direct sales consultants express frustration after they've left a couple of messages and the potential prospect or hostess doesn't call back. When that happens, it's easy to start thinking that the prospect isn't interested, and often times the consultant gives up. My objective is to help you understand the reasons why your customers don't call you back so that you won't give up.

Being viewed as a pushy sales person was my biggest concern, when I started my direct sales business. Yes, I was more concerned about being pushy than I was about getting business! Because I already have an outgoing personality (sometimes my children would call it overbearing), I knew it wouldn't take much to convince people that I was just another pushy salesperson.

Direct Sales Consultants are always wanting to know how to generate more bookings in their calendar. This is a great topic because it's such an important component of the direct sales business and direct sales success.

When you begin a direct sales business, one of the best ways to get it moving is to get bookings in your calendar during your first month of business.

After 7 years of loyally buying from the same tree farm lot, I vowed this December to never buy from that farm again. The reason I made that decision is actually the same reason many customers that are pleased with a company will take their business and go elsewhere. The reason is Company Indifference.

Here's an interesting statistic regarding why customers quit buying from you and take their business elsewhere:

- 4% Feel the pricing is unfair.

If you want to generate more bookings in your direct sales business, and you want to generate those bookings with ease, you need to look at reasons why your prospects would want to book a home party with you in the first place. Most direct sales consultants think that the reason their prospects book a home show is to get free product, and that's why they almost always lead with getting free product as the reason to book a home party.

Anyone that books a home party demonstration with you wants to have a successful home party, and if she senses that her home party isn't going to be successful, if she doesn't have guests coming, she will postpone or cancel. Most direct sales consultants think that their hostesses know what to do to have a successful home party, which is of course to invite guests that are going to buy the product.

Postponements are surly one of the most irritating things in the direct sales business. Recently I realized that one main reason for postponements is that direct sales consultants don't understand how to help their hostesses to be successful. Too many direct sales consultants assume that any one that books a home party product show knows how these things work, namely, the amount of free product the hostess gets at her home show depends on the guests' sales.

I am always finding ways to relate my personal life to my business career in direct sales. It so happens that I am just crazy enough to get up at 4:30 most days to go to an early morning spin class at my gym. One of the spin instructors really knows how to push us far above the norm, which has intrigued me to pay close attention to what he does.

Interestingly however, the first few times I had class with this particular instructor I did not understand why he had such a following.

Just for a moment I want you to think about all the time, energy, and money you invest into getting a new customer. As an example, think of one particular guest you met at your last home show.

In order to meet that guest, you had to first meet the hostess, and you might have even met her at a previous show. You had to ask that hostess to book a show, you had to overcome any of her objections to booking a party of her own, you had to coach her and sell her on the idea of getting other people to come.