The Direct Sales Mentality

The Direct Sales

Mentality with Phil Reid

COMMITMENT / CONFIDENCE Not one to shy away from the truth, you can count on Phil Reid to delve into hard-hitting topics. And don’t we love him for it.

e spoke with

Wthe Managing Director of The Promotions Company in Bristol about the potential opportunities that come with the sales industry. This interview won’t be what you’re expecting, it wasn’t what we were even expecting…

Hi Phil! You’ve worked in direct sales for 17 years now, how would you describe the field in one sentence?

Something everyone should do. Whether it be to meet people, have great income, travel, or progress professionally. It’s got everything.

What would you say is the best thing about working in the industry?

It depends entirely on who you’re speaking to I think. There are so many areas to direct sales and you can pick and choose what you want from it. It’s got a fun environment, money, travel, professional progression, and self-development, but it’s also challenging, you can form great relationships, and you’re celebrated for your efforts. Personally, the most valuable thing I’ve gained from this business isn’t the money or the success, it’s pure internal confidence, that means everything to me. It’s made me a confident person and that’s heaven to me.

In which ways do you think direct sales builds confidence?

Direct sales is the best and worst thing for confidence building. On the one hand, you have to step out of your comfort zone, which is terrifying, but on the other hand, doing that is the only way in which to become more confident. This industry, however, allows you to do it gradually, you’re not thrown into the deep end.

If you’re scared of spiders, the best way to get over that fear is to build up your tolerance for them. You sit in the same room as one, then move closer, then hold one, etc. You’ve got to go toward the thing that makes you nervous because the more you run away the bigger that fear becomes.

I look at it as pure statistics. If you look at social confidence, where does it come from? Social interactions, right? A person between the ages of 0-20 will have met and spoken to 1500 people, on average. If you divide that by the number of people we speak to in direct sales in a day (70), it would take 33 days to reach the same figure. It’s no wonder you gain confidence.

“I’d love to say there was a quick fix but the truth is I felt nervous a lot, I would switch from nervousness to achievement, to feeling more confident, over, and over, and over again.”

I also believe in the importance of hearing the word “no”. And hearing it often. In our industry, we’re not expecting everyone to say yes, that would be ridiculous. So we’re accustomed to rejection, and we’re all stronger for it. I was quite soft when I joined the business, I’m mentally stronger now. I think the younger generation benefits massively from experiencing it.

So you weren’t born confident then?

No, no, no. I was a very shy person growing up, I suffered from panic attacks and even had counselling for my severe low confidence and social anxiety. I remember I went to a seminar at university where you had to give a group presentation, and I ran away. I literally ran away. I was completely consumed with nerves all of the time, I was all over the place.

When I joined the company, I’d been here for about three or four months when I was chosen to run a meeting. I didn’t sleep for a week and was physically sick right before it, but I’d made the decision to do it and forced myself in front of those people. I then realised it wasn’t even that bad, so I tried it again, and again, and built my confidence each time.

Now I understand the process, so I welcome those opportunities to break comfort zones. I encourage those feelings of nerves and angst, they excite me. If things become monotonous I get bored now and I can feel the need for a challenge.

That’s a far cry from the mentality you had when you were younger, do you relate your work in direct sales to your mental health at all?

Yes, 100%. The transition from that nervous individual to a confident person is directly linked to this industry because I was able to step out of my comfort zone with support.

Before I started I thought I would never leave home because the thought of a job interview scared the life out of me.

“I’d love to say there was a quick fix but the truth is I felt nervous a lot, I would switch from nervousness to achievement, to feeling more confident, over, and over, and over again.”

The reason direct sales is so good is that it’s done in a gentle manner, where people are guiding you and coaching you through those moments instead of throwing you straight in.

I believe there are three zones we all sit in, the comfort zone, the development zone and the panic zone. Within the industry, I was constantly outside of my comfort zone but I was working with and alongside leaders, coaches and mentors, so I never reached the panic zone. It was all gradual; I was speaking with one person, then coaching a couple, then leading a small team, hosting a room etc. It was done in a way where I wasn’t freaking out or struggling to cope with it.

Do you have any applicable tips for increasing confidence levels?

Confidence for me is being comfortable in scenarios you’re not used to; being able to arrive in lots of different situations and be happy in your own skin. The way that you get to that place is by pushing yourself into these exact situations regularly. It’s quite simple.

You need to be okay with getting it wrong, it’s part of the process. When you try something new, two things are going to happen: you’ll either get it right first time and that’ll give you a boost of confidence, or you’ll get it wrong. But getting it wrong is a good thing too. You’ll no doubt be annoyed at first, but over time, whether that’s five minutes or the next week, you’ll realise you’ve learned x, y and z.

Lastly, I’d say jump in and get swimming. Try things, ask questions, observe and listen. It’s much easier for the mentors and coaches around you too.

Thank you so much for your time, Phil. What an insight into a young Phil Reid!

We told you it wouldn’t be what you were expecting! A brutally honest account of what it can sometimes take to become a successful entrepreneur. So, when you now hear “Direct Sales”, what do you envisage? Gift of the gab? Perhaps not!

If any of these topics have resonated with you, Phil would gladly take your call.

" Confidence for me is being comfortable in scenarios you’re not used to; being able to arrive in lots of different situations and be happy in your own skin. The way that you get to that place is by pushing yourself into these exact situations regularly. It’s quite simple.

You need to be okay with getting it wrong, it’s part of the process"