When it comes to the art of booking, there’s a new twist on an old saying. Give a Direct Seller a show and she has income for a day. Teach a Direct Seller to book a show and she has income for a life time!  That is why successful Direct Sellers take time to learn the art of understanding and addressing the concerns of potential hostesses and customers.

Whether our intent is to schedule a sales appointment, a group demonstration or an opportunity interview, all direct sellers must learn to effectively ask for what they want on a regular basis. But that’s just the beginning, isn’t it? Acknowledging that you will, with certainty, encounter natural consumer resistance to your offer is important to building a thriving direct selling business. So let’s take a look at some ways you can address common booking concerns in a natural, more comfortable way.

Identify Common Concerns
Experts say there are no more than six common concerns to every selling situation. On a piece of paper, write down the most common concerns you face in your business on a regular basis. Your goal is to be prepared with one or more possible responses to each of these common concerns. Many companies provide this in their training literature so be sure to utilize the material that is already available to you.

Turn The Concern Into A Question
What makes handling concerns so challenging for many direct sellers? For most, the process of asking for what you want is frightening because it puts you in what is viewed as a vulnerable place for possible rejection. But what if you were to gain a new perspective on their response but rephrasing it not as a rejection of your offer, but a request for more information? You can do this by viewing each concern as a request for additional information.

Example: I don’t know enough people. Adopting a new perspective allows you to view her concern as a question. Is it OK if I have just a small group of friends?

Example: I am so busy these days, I just don’t have the time to hold a show.Viewed as a question, you can see that she is asking either: How much time does it take to prepare? OR Why should I spend my precious time to hold a show with my friends?

By viewing their concern as a simple request for more information you’ll be less likely to take their resistance personally and better able to provide them with the information they need to make a decision. Finding the underlying question gives you the opportunity to provide a potential hostess with an alternative perspective she may not have otherwise seen.

Feel - Felt – Found
Another creative way to address common concerns is the time-tested feel, felt, found method of offering a new perspective. What makes this so effective is that it gives you a comfortable way to remain in agreement with your potential hostess, while offering her another view on the subject.

Using the second example of an objection regarding I’m too busy,your response using the feel, felt, found method might sound something like this:

Carol, I can understand how you feel. Some of my hostesses also felt that holding a show takes a lot of preparation and time. In fact, I’ve found that my average hostess spends only about 30 to 45 minutes preparing her guest list, making a few telephone calls and sending a few e-mails. I do the rest! On the night of the show I also keep it very simple and bring everything we’ll need for a great show. That way, you can enjoy a girls night out with your friends. I promise the time you spend preparing is insignificant to the fun and free products you enjoy in return!

Let’s look at each component of the response a little closer:
Feel: I understand how you feel…
This is where you show empathy with how your potential hostess is feeling. When you show you understand how they feel, they are more open to hearing what you have to say.

Felt: I (or someone else) felt the same way
Let your prospect know she is not alone and you or others have felt the same way. Relate your experience and show empathy for the prospect’s feelings or objections.

Found: I’ve found that…
Share what others (or you) found to be true so that they can see another perspective on the situation.

Keep in mind that when you approach the process of asking for what you want and addressing common concerns as a natural and comfortable way to clarify what you are offering, you will not only enjoy the process more you will also experience the joy of having others accept your invitation more often.

Jane Deuber is a Co-Founder of http://www.DSWA.org (the only association dedicated to the needs of the independent party plan and network marketing professionals). Discover what makes the DSWA so unique. Listen to three motivating and informative free teleseminars by visiting http://www.mydswa.org/tele_class.asp

Smart consumers today aren’t making snap decisions. They’re weighing quality, price, and their actual need for a product or service before they part with their money, especially when the price is high.

That’s a good thing for personal finance, but frustrating for sales people whose earnings depend upon commissions from sales.

Real estate people come to mind, as do car salesmen, party plan hostesses, and those who sell furniture. I didn’t know they were on a commission until my son spent a little time working in a store that sold bedroom furniture.

So what can you do with someone who could be a good prospect, but hasn’t quite decided to buy?

First of all, be pleasant! Then follow up.

Your attitude will be a deciding factor in whether that person returns to you once the decision is made.

I remember when a certain brand of mattress was being heavily advertised and sounded good. We were shopping one day and saw a huge banner promoting that mattress, so decided to go in and check it out.

When we said why we’d come the salesman said “Yeah, everyone wants to come and look at it. Nobody buys it.” Then he proceeded to follow us around the store, and while I attempted to try out the mattress, told us all about the mechanical problems with his car.

I could hardly wait to get out of there!

But what if he had instead offered to answer questions? What if he had taken my card and offered to send me a report telling why that mattress was superior – and then done it? What if he had let me know when there was a sale?

He might have made a sale.

Then there was the vacuum cleaner salesman who came to the house last year and left angry because I didn’t purchase. I had told him ahead of time that I was not in the market for a new vacuum cleaner right then, but he pleaded with me to allow him to show it – saying that he’d be paid for coming out.

While he was slamming the parts back into the box before he left I asked him about his marketing and whether he had a system for following up with people who didn’t buy on the first visit.

He told me no. He said that it was a waste of time.

He then went on to tell me that if people don’t buy when the machine is there in their home, they never will. I beg to differ, since I’ve been pondering the purchase of that machine for the last couple of months – and wondering where I can buy it without dealing with that particular sales person.

His attitude was such that I would never buy from him – even now, when I’m seriously thinking about a new vacuum cleaner.

What if he’d been gracious instead? What if he had followed up with a thank you note for allowing him to demonstrate that vacuum cleaner? What if he had sent me a note when a new model came on the market, or sent a flyer offering replacement parts for my old one?

Had he done any of that, his card would be stuck in my address book and I’d call him when I was ready to buy.

Marte Cliff is a Freelance Copywriter who specializes in making people feel good about buying products or services, or donating to worthy causes.

She has extensive experience in writing search engine optimized web copy, direct sales letters, postcards, space ad copy, press releases, and more. She is also available for marketing plan creation and editing services.

You can visit her at http://www.marte-cliff.com. While you’re there, sign up for one of her marketing ezines. She promises to gently nag you about ways to make your own marketing efforts more productive – whether you’re selling a product or service, or promoting a non-profit organization.