Here is a scenario that plenty of direct sellers have described to me:

You are the direct seller a home party. A guest expresses interest in booking a party, but as soon as you pull out your calendar, her interest suddenly turns into an excuse – "Oh, I don't have my calendar with me, and besides I'm thinking of hosting a party in a few months. Can you call me in a few months?"

Being the conscientious salesperson, you make a note on your calendar to call this customer a few months down the road to book a home party. Because her enthusiasm and interest seemed so genuine, you think of that potential booking as a definite booking that is just a few months away.

A few months later, you call several times and leave messages, but you never get in touch with this person again because she never picks up her phone, and she never returns any of your messages.

This is when direct sellers ask me, "Is there anything I can say to get this customer to take or to return my calls?" I do not know if there is something you can do at that point to… Continue reading →