20 Apr 2015

Things we’ve talked about this year

by Paul Adams

A few recurring thoughts from discussions in the first part of the year, in no particular order:

•Some things have changed, but the fundamentals of direct selling haven’t.
•If you have a good product and a good message, you have a good start.
•Leading with a good-quality product story is best.
•Keep it simple.
•Message, system, tools—in that order.
•Companies should own and control the message – system – tools. Not the distributors.
•A prospect, customer or representative should see a consistent message EVERYWHERE.
•If you have core beliefs, make sure you stick with them.
•If you have strayed from them, fix it. NOW!
•If you don’t have any, I’m probably wasting your time with this.
•Remember, if someone has never heard of your company or product, your story is NEW to them.
•Reps get bored.
•Some Reps blame other factors when, in fact, they just aren’t working as hard as they used to.
•Personal development is and always has been a core differentiator.
•It’s a PEOPLE business.
•Hire people who like people.
•Hire people with a great attitude.
•Recognition is something people don’t get enough of in real life, but can get in direct selling.
•Having a conversation, face-to-face, is better than Twitter, Facebook and Instagram, EVERY TIME!
•Be YOU…. You’re not fooling anyone.
•Organic growth is good—VERY good.
•Making hard decisions is… hard.
•Leadership = hard decisions.
•As a business owner / leader, saying “NO” to opportunities is, often, the difference between success and failure.
•As John Addison says, “Cemeteries are full of irreplaceable people.” Don’t take yourself too seriously.



  • I like this list. I agree with almost everything in there. As someone who has built a pretty good career in direct selling (door to door) over the last 6 years, I would only add 3 more things:

    1) BOLDY FAIL- The only way to get better is to fail boldly, and recognize WHY…then improve.
    2) Commit early. Some rough days are sure to come, be in it for the long haul. Don’t let the highs get too high or the lows get too low. Stay even keel. It’s a marathon not a sprint.
    3) Be yourself. Once you have your message down you can forget billet points and slideshows and just tell a story that will compel them into action.

  • Patrick Ballinger

    This is what makes good salespeople great. Over my career of 30 years this is the benchmark