5 STEPS

There are five components of the direct marketing system. They are the
five steps, the eight working habits, the impulse factors and the law of
averages. It is all door to door.

The five steps:

1. Introduction
2. Short Story
3. Presentation
4. Close
5. Rehash

Basically, when you introduce yourself to someone you should smile,

make eye contact and be excited to meet him or her.

In the short story you explain why you are there. And about the lady
down the road who bought eight! Show that people want what you are
selling. Fear of loss.

In the presentation you do your pitch. Remember, possession is nine

tenths of the sale!

In the close you get the person to consent to buy.

In the rehash phase you suggest buying many things to the person.
Multiple drops; capitalise.

Realize that I could go on a lot more about this -- I used to do many

meetings on each step -- but I just want people to get the general idea.

This formula can be used to sell anything. Of course it does not always go
smoothly. There are often questions and interruptions. But these five
steps work.

The eight working habits

1. Have a great attitude

2. Work your territory correctly
3. Be on time
4. Maintain your attitude
5. Be prepared
6. Know why you are there and what you are doing
7. Work full eight hours
8. Take control
Consider a day in the field like a work out. Throughout the 8-hour day you
should always be happy, turn negatives into positives, always focus on
your goals, always take control, and always hit every business or
residence in your area.

You cannot leave any of these steps out! If you are working a full 8 hours,
but are not maintaining a positive attitude -- you will not make money
and vice versa. If you skip doors -- behind some of those doors are the
yeses that could have been part of your law of averages. If you are on
time and are prepared, but you do not take control, the customers will
walk all over you.

The law of averages is based on the number of people you see, some will
say yes. Ds-max is not the type of organization that teaches people to
make hard sales. If someone says no -- leave -- don’t stay and twist
arms.

So, the rep should always be seeing as many people as possible in a

given day; especially if they don’t sell in the morning, because if they are
really applying the law of averages -- it will catch up with them in the
afternoon. It is plain math.

If you usually need to see 100 doors to make a sale statistically those
doors may not come until the end of the day. You need a full 8 hours for
the law of averages to kick in. If a rep only works until one and has not
made a sale yet and decides to quit -- he has no one to blame but
himself. But it is easy for a rep to get distracted if they meet a nasty
customer, the cops get called or they might run out of territory, or they
might just wind up shopping!

The impulse factors should be used in conjunction with the five steps.
They are Fear of loss where you pretend that you only have a few items
left. Indifference where you act like you don’t care if they buy or not,
Greed where you explain where other people have already purchased and
Sense of Urgency where you act like time is almost up. An easy way to
remember them is F.I.G.S.

If you get an area, and you hustle and work the whole time and you have
something that is cheap, not too hard to explain - someone might buy --
you should make some money. This system works all over the world in all
languages. But not everyone can do it. It is not for the shy or those who
are not fit.

Let’s go through a typical business to business day. You pick out an area.
You hit every business in that area -- being sure to hit every side street
and all the business that are in building. You do not do call-backs. You do
not leave cards. This is a buy it now or not at all type thing. Strictly on
impulse. Plus, reps do not make that much commission per sale to justify
keep going back for the one on the fence buyer. In a few weeks another
rep will come by the same area (as long as a mapping system is in place.
If there is no mapping system there could be a rep with the same product
in another hour!)

It is important to note here that all transportation in the field is up to the

rep. The office will not cover any transportation costs. They tell reps to
write all the expenses down and deduct them at the end of the year. So if
a guy has a car, he would be wise to get gas money if he is giving
someone a ride. Or that person can just pay for bus fare. You might make
$80 in profit, but you have to subtract transportation costs.

If you hustle and work the whole day, you can make money. You don’t
pay attention to any negatives like rude people, security officers throwing
you out of buildings or people almost about to buy, perhaps even filling
out a certificate, and then changing their mind. That is all part of
maintaining your attitude and knowing why you are here and what you
are doing and working a full 8 hours and working your territory correctly.

How to explain the magic of the field to people that have never done it?
Just suffice it to say that people go through a lot of interesting situations.
You will meet the sweetest people that will feed you and offer you a coke.
Or you can meet the receptionist with a power trip that calls security on
you along with every other office in the building. You could walk in to a
small business that smells like weed and later on pitch a church that just
got done with a funeral. They meet the best and the worst of people.
They get in weird conversations and situations. Sometimes they strike it
rich. Sometimes it is days without making a dime.

Ds-max and the owners try and make it so that it is possible for a rep to
earn at least $100 a day. If they are earning more than that the stroke
should be adjusted so that they earn $100. If they earn less it should be
similarly adjusted. They don’t want the guys too rich or too poor.

However there are some serious flaws. Not a lot of commission is paid per
sale to a rep. This means they must be in a constant state of work to
make a buck. Reps can have days when they make good money and days
when they make little money. Or they can have days go by when they are
on a slump and make practically nothing. The high earning days are often
not enough to cover this.
SECOND VERSION

Learn the 5 steps to a conversation.

Using these 5 steps, focus on the conversation rather than the sale to close the deal:
Introduction
Short story
Presentation
Close
Rehash

1. Introduction

Use non-verbal SEE factors to establish trust.

Smile
Eye contact
Enthusiasm
Break the ice to build rapport and find common ground.

2. Short Story

Reduce scepticism.
Build the impulse to buy. (See “4 Factors for Impulse” presentation.)
Qualify yourself and the prospect.
Briefly explain who you are, why you’re there and what you’re doing.
Ask questions to determine a prospect’s readiness, willingness and ability to buy.

3. Presentation

Keep it short and simple.

Paint a compelling picture of how the product or service will work ideally for the prospect.
People recall the first and last things they hear: Show the value, and then stress the deal.

4 Close

Listen and watch for buying signs.

Stop and answer questions.
Assume the sale.
Visualize a win-win outcome.
Take control.
Close with confidence.
5 Rehash

Suggest options to increase potential profit.

Use examples that show the value and benefits.
Be clear and direct.
Stress the deal.