When I talk to a potential team member, I ask about them and I share about me. If someone tells me they work full time and they’re not sure they can do this, I share my own story of working 35 hours per week and still running my business.

If someone tells me they have kids and they’re not sure how to work around their kids, I tell them that when I first started in direct sales I had a 3 month old infant. Today I have two grown kids so I’ve definitely “been there, done that.”

When someone tells me finances are tight I tell them my story. When I began in direct sales, I was living with my mom and dad because we just couldn’t make it on our financially. Within a year we were able to put a down payment down on our first home.

When someone tells me their spouse is not supporting their decision to start a business, I share a few of the articles I’ve written on spousal support with them.

This is a business about relationships. When someone joins you in business, they want to know that you understand their situation and you know how to help them in their particular and unique situation.

Yes, I know, your upline wrote a script and invested thousands of dollars into the most wonderful automated scripted system out there. Yet, you’re not getting people to say yes to you, right? They’re not saying yes because this is a relationship business and you’re not investing the time to build a personal relationship with them.

If you want to use the automated scripted system then see what you can add to it. Send some personal emails or make some personal phone calls in addition to the scripting that was offered to you. Make it personal. I can’t say it often enough, direct sales is a relationship business and relationships are formed through personal contact.

Start making your connections personal and see if you begin to get more yeses and more people joining your team.

Audrey Okaneko has been in direct sales since 1983. She can be reached at audreyoka@cox.net or you can Become a Tupperware Consultant

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