I started my career in 1982 without so much as a pot to “you know what” in, and I owned my first business in ’86. I’ve owned dozens of businesses since, and in addition to the hundreds we’ve been blessed to serve, I still own a business to this day. The most amazing thing about that is I started with absolutely nothing: no place to live, no car, no money. Yet today, we’ve produced more than $10 million per year and taken businesses from 28 thousand per month to 228 thousand! Today, I’d like to share with you my biggest secret to success…
Not long ago, my Mom went home to be with the Lord, I wanted to share this with you so you can meet for yourself the reason I’ve been able to overcome so many obstacles, and achieve so much success, going from penniless mom to owning multiple, million-dollar companies. She’s also the reason I feel so passionately about the stuff in life that really matters, and making it a priority no matter how busy things get. And now, I’m going to share my secret weapon with you!*
You may be wondering, “How is that possible?” Simple… I had a secret weapon, and today I’ve decided to share it with you.
Why? I want you to have the same success I’ve had. Our economy is at the cusp of a phenomenal breakthrough and if you want to be a part of it, it’s yours for the asking. You just need to use the few secret weapon tactics we use.
I lead a free, weekly, video-training series on multiplying money with marketing and meaning. A few weeks ago I shared my secret weapon with my viewers. I interviewed her. My best kept secret is my mom, Jetta. She is 90 years young and has had a very successful 65 year career in direct sales.
I grew up in sales. I watched the marketing and sales that allowed her to win award after award. I’ve built my success with the same techniques of Make a Difference Marketing and Selling to Serve. I thought you might like to “sit in” on the interview…
Donna: Mom, you sold Stanley Home Products for 65 years?
Jetta: Yes, ma’am.
Donna: Now, Stanley Products, for the most part are cleaning products, and they are high priced. Window Cleaner is much more expensive than Windex. So why would somebody want to buy Window Cleaner?
Jetta: Because it does a better job and it lasts longer. You get more for your money.
Donna: So when you would tell people about the products, you would tell them about the value, how it lasts longer?
Jetta: Yes, you educate them.
Donna: You weren’t just telling them that you had a Window Cleaner?
Jetta: Oh no! I would SHOW them, not just tell them.
Donna: So you would demonstrate?
Jetta: Right. For example, I would show them how to use just a tiny bit, where, with Windex, they had to use a whole bunch.
[Remember- Window Cleaner is EXPENSIVE compared to Windex. So, we’re saying that if we explain to our prospect the value perspective of our product or service (they get a better result and therefore, a better buy), educating them and showing them the kind of benefits they can get, we are demonstrating the difference between us and other businesses.]
Donna: Let’s talk about sales. Let’s say you are working with your hostess, doing your demonstration, selling her your products. How did you never feel like you were pushing her to buy more stuff?
Jetta: Because I didn’t have to. When you know what you have is the best, you simply say that.
Donna: Well, there are some people out there, believe it or not Mom, who say selling is pushing.
Jetta: That is not true. Those people aren’t selling needs then. If you’re talking someone into something they don’t need, that’s wrong. Everyone needed my products.
[HINT, my friend, everyone needs what you have too.]
Donna: Okay. So when you would demonstrate your products and educate, how did you communicate they needed what you had?
Jetta: I showed what a great job the product would do. I told them the truth and then I proved the truth to them.
Donna: What does that mean exactly?
Jetta: It means I showed them what it would do on many different types of surfaces. I even showed them on something right on their home. I explained why it would last longer and why they would even be coming back for more.
[I love this! You are never going to feel like you are pushing when you’re selling if you’re telling the truth and then proving the truth. Give examples, show demonstrations, share testimonials. Don’t just say something is wonderful; prove something is wonderful. This is a key secret to my success. We share stories of customers who’ve done well with our service. We find out what results a prospect wants, and then we show them what will get them that result. My mom didn’t just hold up the bottle of Window Cleaner. She SHOWED them how it would work.]
Donna: Let’s talk marketing. How did people find out about Stanley?
Jetta: The party plan of selling. We went to doors and offered a dust mop and duster if they invited a few ladies into their home and let us come and demonstrate. And when we got there, we would take some products and demonstrate on something we had with us and something in their home.
Donna: So you went knocking on doors and said, “If you will have a few ladies in your home to let me show you this product, I will give you this gift.” Mom, if one of the grandkids came to you and said, they thought about going into sales, but they didn’t want to because sales was associated with lying, being deceitful, what would you say?
Jetta: No! You cannot be a good salesman and liar. A good salesman has to be truthful in everything.
Donna: How about sales in general? Why would somebody want to go into sales?
Jetta: Because you can make more money selling than you can in anything else. When you sell, you make more than a wage; you make a profit.
[We’ve gotten out there wherever there are people, shook hands, made friends and just offered something of value for free for hearing about our product. There’s been only success.
My mom still has a full stock of inventory. Now, again, she’s 90 and she still has a full cabinet of her products.]
Donna: Mom, why do you still have all those products?
Jetta: Because I use them myself. I couldn’t keep house without them!
Donna: When you’re selling something, you need to feel that you couldn’t live without it. That’s the passion I learned. We were raised packing orders and going to Stanley parties. I watched you be passionate about what you sold. You believed in it.
Jetta: I still believe in it.
Donna: So there’s the secret to my success. I was raised around sales. I was raised around integrity-marketing in a strong, faith-filled family, to the degree that now, someone from my family is with my mom 24 hours a day, 7 days a week. We love her!
Jetta: I love you too. My family is exceptional.
Donna: Because you are exceptional!
So get out there, believe in what you have, live it with passion. Now she is your secret to success too.