DIRECT SALES Author: Andrej Mlinšek
Published in: 2016
Lecturing: Manuela Mlakar Design: Manuela Mlakar Breaks: Manuela Mlakar
Založba: Adriatikus založba Kidričeva ulica 24b, 3000 Celje Telefon: +386 41 352 697 E-mail: adriatikus.doo@gmail.com
Printed by: Grafika Gracer d.o.o. Lava 7B,3000 Celje
Reproduction or circulation of any part or whole of this book in any form is strictly prohibited under the Copyright and Related Rights Act and is only possible pending on a written consent from the author.
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ACKNOWLEDGEMENTS I wish to thank to all who have accepted my first book KEY COMBINATION in such a friendly and wellwishing manner. Thank you to all our employees at Adriatikus Group, who help in me creating and building a better future. I wish to thank my wife Bojana for her encouragement and support while writing this book and to my mother Alenka, who supports me in everything I do in my life. Thank you. I wish to thank Mrs. Manuela Mlakar, who has been with us for years, demonstrating her special eye for detail. Andrej MlinĹĄek I wish to thank to Mr. Andrej MlinĹĄek who has for many years been offering me the opportunity to develop my potentials and to learn from the best. Manuela Mlakar 3
Passion and courage get along well in life!
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INDEX DIRECT APPROACH ............................................. 10 DIRECT SALES CHARACTERISTICS ..................... 14 THE STORY OF THE HOT-DOG SELLER …………................. 20 ENTHUSIASM....................................................... 25 12 STEPS TO SUCCESS IN DIRECT SALES .......................................... 26 DELAYING IN DIRECT SALES............................ 27 RECRUITING..........................................................30 DIRECT SALES CULTURE................................. 31 ENTREPRENEURS IN DIRECT SALES......................... 34 DIRECT SALES FRANCHISE.............................. 45 ADRIATIKUS GROUP BUSINESS MODEL INFO................ 52 5
INTRODUCTION
I have been working in direct sales since I was a teenager. And I began my professional career when I was 26 and looking for a true opportunity in life and when I had to decide how to direct my life. Today, after 17 years of working in direct sales I can say that it was the best decision I have ever made. I met a number of satisfied and successful people all over the world; I have visited 33 countries and have been on almost all continents. We are now building the Adriatikus organization, which already operates across Eastern Europe and is aiming to expand worldwide.
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We can virtually touch many lives and expand the Adriatikus organization mission to inspire people and help them achieve the best in life for them and their families. I will always advise people to join direct sales, because it is a humane business. I hope this book will bring direct sales and our Adriatikus organization closer to people. I wish you a lot of business success in the future and hope to meet you soon. Andrej MlinĹĄek
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DIRECT APPROACH I decided to practice a direct approach towards sales a long time ago. This is the most personal and advisory way of presenting new products and services; it is also the best way to open new markets. Most of all, it enables personal contacts. As field agents we present quality products and demonstrate how to best use them. More and more people decide to make a living in direct sales. Direct sales field agents believe in education and in personal growth. We can find great satisfaction in direct sales where we can meet people, make friends and do something for them.
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Successful field agents develop the value of direct approach in direct sales. They know how to develop initiative, courage, loyalty and integrity. This is how leaders develop their personality. We must remain focused and think with our own mind. You can`t tell who will come through the door, but you have to be smart enough to draw the customer`s attention and interest; to convince them and create a desire in them. We must all learn to do so in life, since we are all “door to door” people.
DIRECT SALES MEANS DEALING WITH PEOPLE. Andrej Mlinšek
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DIRECT SALES CHARACTERISTICS
career opportunity promise of quality and belief in the product orientation to education and personal growth philosophy of argument and proof product presentation social responsibility
When people hear about a direct sales opportunity they are very enthusiastic. They can build their own dreams. Distributers in direct sales can build their own successful organization; they are happy people who create jobs. Direct sales offer an opportunity to all who are interested in it.
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THE GREATEST DISCOVERY IS TEAMWORK BY CONSENT.
THE STORY OF THE HOT-DOG SELLER
He was selling hot-dogs. He had no radio. He had sight problems so he couldn`t read the newspapers, but he knew how to sell hot-dogs. He advertised them to tell the world how good they are. He stood on the street and yelled: "Buy hot-dogs!" and people were buying them. He increased his sales and he did well. 20
DELAYING IN DIRECT SALES
It is a waste of time to postpone work, responsibilities, meetings obligations, etc. To wait for “favorable circumstances� means to never initiate anything. He, who postpones for tomorrow what should be done today, will run out of time to for once have a good working day. There is no such day on the calendar, which is called TOMORROW. Postponing is a motivation killer. 80 % of your success lies in preparation. Being prepared is the key habit of your success. Successful direct sales people know that future successes will include failures. 27
DIRECT SALES CULTURE Every business and organization has its culture. We must build our organizational culture in which all employees are included. You must have the patience to build and develop your people and make sure that they understand they have to care for their people. This is the only way to build a direct sales organization. Direct sales culture concentrates on several things – principles, a charismatic leader, a pledge to people (interior and exterior alike) and on believing in the power of positive affirmation and encouragement. A leader is the great motivator, a true wizard, a person which everyone can rely on in hard times. He does the things everyone would like to, but is afraid to do so. 31
I feel that the greatest happiness and joy in life derive from achievements and acknowledgements. We believe in creating an atmosphere where people trust their talent, their abilities and virtues. We feel good, thus we can grow. The future of direct sales is even better than the past, because there will always be people who want to move forward. They want to earn more money, do more for their families and be acknowledged. Direct sales have many advantages over retail sale. Direct sales do not depend on customers coming to the store. We don`t need ads to draw the customers` attention. “I can show you how magically our product works, but I have to demonstrate it to you.�
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DIRECT SALES FRANCHISE
A franchise is a business opportunity. Many small businesses are franchise businesses. A franchise business is based on a business model which was proven as successful. The system is developed, tested and market operational. Leadership is the principal characteristic of a business franchise. The mother company or the original franchise owner offers support with education, products, experience, services and personal growth to help the new franchise, the distributer, to succeed. It is a business model which includes selling of the existing commercial brand.
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