Laurie Ayers
Superstar Director

Heidi Thompson, Scentsy President & Co-Owner

Article Topics

When Opportunity Knocks Open the Door

open_doorNew direct sales consultants often ask how to approach people about their business opportunity or products. They tend to either say absolutely nothing, out of fear of rejection – or they come off like a bull in a china shop and approach the subject way too forcefully.

It is important to find your own style. Do not worry about following a particular script. Speak from the heart why you like the products or why you joined and why you think the person talking with you may also be interested in what you are offering.

The very best way to share your direct sales business is to allow conversations to happen naturally. You have to actively listen for opportunities to have a conversation. When you get the chance to share, do not let it pass you by. Below is an example of a naturally occurring opportunity that knocked this week, and I opened the door.

I had a doctor’s appointment. When I arrived at the office no one was there. It was a schedule mix up (on their part, not mine).   Twenty five minutes later the doctor and the other staff members arrived. They were at their other office. They immediately diffused the situation by apologizing profusely. Sincere apologies go a long way.

When the doctor entered the room he again apologized. Here is how the conversation went:

MD:   Again, I am terribly sorry for keeping you waiting. I hope this isn’t causing you trouble at work.

Me: I’m the boss, so I can be flexible.

MD: The boss? Oh! What do you do?

Me: I have a candle business.

MD: Candles?! My wife LOVES candles.

Me: Well then I will be sure to leave you a catalog.

MD:   But she was saying that some candles can be toxic and send chemicals into the air.

Me: These candles are wickless, no flame, no smoke, no soot.

MD:   Oh she loves those!   Do you have a website? Can I order online? I’d like to order some and surprise her.

Me: Sure can. My website site is on the catalog. Your order will be drop shipped to you directly by UPS.

MD: Oh great, thanks. I’ll look through it.

Then as I was exiting the appointment, he thanked me again for the catalog and mentioned how excited he was to look through it.

If I had tried to force that conversation, or bring it up on my own, without him mentioning anything, chances are favorable it would not have resulted in anything other than perhaps some awkwardness.

All too often people don’t listen. Instead they’re waiting for the other person to stop talking so they can talk. In order to make this work, you need to participate in active listening. Listen for the opportunities to meet a need. When someone opens the door, walk through it.

Nothing is more expensive than a missed opportunity. – H Jackson Brown Jr

About the Author: Laurie Ayers is a Michigan work from home mom and a Superstar Director with Scentsy Wickless Candles. She enjoys helping men and women start and maintain a home based business in the US, Canada, Puerto Rico, Germany, Ireland and the UK. To download a FREE Start Up Guide which provides more details about how to start a home business as well as to learn about our compensation plan go to

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