Quixtar Ada-tudes: A View from the Top : Successful Selling

Successful Selling

Friday, December 21, 2007 by Alison Hague
Category: Business Support Materials, Training, Achievers

I experienced Achievers for the first time this month, and was I impressed! The product expo, entertainment, and venue were all top notch. But what was most impressive was the attendees commitment to transforming their businesses for the future. Part of this transformation includes a commitment to building a balanced business. It was in support of this goal that a presentation called Successful Selling was made available to Achievers attendees. For those who were there, it is no surprise that the Successful Selling Workshop was one of the most popular presentations. Evaluations filled out after the session were nearly uniformly positive. Good content, engaging speaker, great timing.

We thank Joe Pici, the presenter and an accredited Emerald and Achievers qualifier, for sharing his wisdom and knowledge about the sales conversation. Some of the memorable takeaways from Joe's presentation were:

We often try to understand the ingredients in the bottle when we should be concerned with what is in the person we are selling to (know your customer!)
Someone isn't really your customer until you've had multiple opportunities to sell to them and follow up. Sending someone to your website doesn't do it, and simply signing them up for DITTO without further personal contact doesn't either.
Rapport is the ultimate goal with your customer. Rapport leads to referrals (you want to be their trusted advisor).

Having been a sales trainer myself, as well as managing and directing many professional sales programs, I can relate to these insights.

Those who attended Successful Selling at Achievers will be receiving an audio version of the presentation along with a PowerPoint presentation in January. We are working on other ways to provide this and other similar selling support for all who want it.

So, given that, what kinds of training do you want on selling? In-person training sessions? Online courses, webinars, or webcasts? Podcasts? DVDs, CDs? Train the trainer programs that will teach leaders how to train their groups? We are looking into all these options, and your feedback will help us determine which approaches we use.

Are there any particular topics or content that you feel is especially needed in relation to selling? Any other requirements that will help us provide you information that is helpful and credible?

We look forward to an exciting year partnering with you and your support organizations. Many IBO leaders have already started conversations with us about how we can work together to help IBOs make more money selling products to customers. Let us and your leaders know what training you need, so that together, we can help you build a successful and profitable business.

Comments

Tex said: December 21, 2007 10:11 AM | #

Why not put the audio/PowerPoint presentation on the Quixtar site for all to see?

I think all the different media for training you listed make sense. Let the IBO's choose the one(s) that fit their needs/desires.

Bridgett said: December 21, 2007 8:58 PM | #

Hi Alison,

Joe's training was fantastic. The more training we can have by successful IBOs (rather than those employed or trained by Quixtar Marketing) the better.

Why was Joe's training so valuable? Because he SPEAKS FROM EXPERIENCE. He knows:

--the sales and marketing plan

--the product lines

--how an IBO thinks

--the challenges an IBO faces

And he CARES about the success of this business in a way only an IBO can care.

Excellent stuff.

Thanks so much!

Greg said: December 23, 2007 12:21 PM | #

I agree with Tex. A/Q should use All the media training formats available and let IBO's decide which is the best fit. More DVD's showing what sets our products apart from the competition in a much more hard hitting and convincing manner would be great!

All this has been asked for many times before. Is the corp finally willing to step on some toes and make these tools available to ibo's without going through a system! I'LL BELIEVE IT WHEN I SEE IT!

The real test for "Transformation" will be if A/Q is willing to pull out all the stops for growth and make "real" and "effective" tools available to everyone without checking first to see whether or not they might be in competition with systems!

How much longer will we have to wait! Where is the "plan" on the Quixtar site that we were promised. Where is the plan on DVD like we were promised over a year ago that promotes a balanced business in a first class way that would eliminate stacking and other unethical business practices that are still being taught today!

Sam Percopia said: December 25, 2007 11:02 AM | #

I thoroughly believe that Quixtar should be the only source of Business Support Material. Quixtar please bite the bullet and do whats right for all of us. Accreditation will not stop the lawsuits from coming. The Q is very educated in the industry and should stop the lawsuits by not letting any line of Sponsorship create its on tools. Please Please Quixtar save our Name and our longevity and outlaw all these LOS tool programs. They and pricing our are bigggest source of contention.. I hope your listening!!! I love this business

Bridgett said: December 28, 2007 3:08 PM | #

Sam,

I don't mind Quixtar being a source for BSMs, as long as they use active, successful, IBOs to do the training, like they did by having Joe Pici at Achievers.

Quixtar may be "educated in the industry" but a Quixtar employee cannot teach what they do not know.

A Quixtar employee (or someone, other than a successful IBO, who they subcontract) has never walked in my shoes as an IBO.

It's like when all my well-meaning childless friends loved to give me parenting advice. A very opinionated little bunch, having conversations amongst themselves about what they'd do differently when they had kids.

And then we all have had a good laugh when they themselves had kids. And they apologize profusely for not "getting it" for so many years.

And that's how I feel about those at the Corp. Until they themselves have gone out and sold a product, and gone out and sponsored someone, how can they truly know how to build this business?

How about even using the products? Do they have ongoing experience with the products?

It was suggested before and it would help greatly:

All the executives should switch their whole home over to Quixtar/Amway products for six months. Have them have to pay full retail, and go through the whole process of ordering (online and/or over the phone).

They will see the challenges we IBOs and our customers have regarding order fulfillment (back order issues, packaging issues) and trying to get a straight answer from Customer Service.

They will see which products are good values, and which are not.

EXPERIENCE IS THE BEST TEACHER.

The employees don't even use the products (or pay full IBO cost let alone full retail) and I'm supposed to trust them solely for my training?

Utah said: December 31, 2007 2:00 AM | #

Bridgett (Dec 28th)

Thanks for the post. Well said. Rich and Jay had experience as distributors and wanted a board to protect them from what happened with Nutrilite. I somehow doubt any of the kids has experience sponsoring or selling products, let alone constistantly ordering from Q/A.

If they were ordering, they would know that even though the bath tissue has been good, and even not at a bad price when compared to other rolls of 400 sheets of two ply, they would know that the last SKU of two ply meadowbrook bath tissue is worthless, not much better than the catalogs...

Jeffrey said: December 31, 2007 7:26 AM | #

Bravo, Bridgett. I couldn't have said it better myself, especially about the packaging. I'm looking forward to the day, hopefully very soon, that we can buy smaller quantities (or sample packs, WITH PV) of many food items.

rocket said: December 31, 2007 7:45 PM | #

Bridgett's point is EXACTLY what the problem is.

The corp. has a bunch of spoiled little brats running the show who didn't build any type of business and got jobs because daddy owned the company.

They have no clue, yet are making (poorly thought out) decisions that affect many people.

If this is what needs to be done at this late stage in order to make them understand, you folks trying to run a personal business are completely hooped.

Obviously they've been too concerned about their own bottom line to care about any IBO's.

Which is why Amway's name will continue to be a punch line at parties and on talk shows late at night.

It may not sound very nice, but it is the truth.

Greg said: January 1, 2008 7:02 PM | #

What's wrong with IBO's doing the training! Nothing, as sone as A/Q starts training IBO's to train!

No growth for over 20 years in the US. Amway possibly being shut down in the UK, not to mention the problems in Russia, India etc, etc. A reputation so bad it's almost impossible for new IBO's to build this business in an "HONEST" and straight forward fashion. All this parallels IBO's/systems doing the training. Also, until stacking and other dishonest tactics are eliminated, those attending "achievers" isn't always a true measure of real leadership. In all the years I've been at achievers, I talked to many who didn't really know how they got there and we never saw most of them again. Their favorite question was, "who's systems are you with", or who is your "upline".

As it is now, IBO training really amounts to nothing more than promoting the BSM business for systems. The BSM business has mostly been a money machine for the Kingpins! With systems, the corner stone reason for BSM's has been personal growth. It is now very obvious that personal growth doesn't translate to pv growth and a long lasting honest buisness!

It's time to get back to what worked in the past.

Rick and Jay (corp) did build the business! It's their principles and ethics the present day corp people should be teaching and ensure that IBO's do the same. Does anyone want to argue that Rich and Jay knew how to sell and sponsorand and were great leaders. Yes it's the age of the internet, but their business basics are timeless.

It's my feeling that it's A/Q's (corp) obligation to protect and promote the "founders" plan for sucess in this business. The further away we stray from our roots and heritage the more trouble A/Q finds itself. I'm very happy to hear that A/Q is now making all the Rich and Jay tapes avilable on the Q site. "Selling America", "Ten Point", plus the 1983 directly speaking tape by Rich should be required listening for all IBO's. That being said, it's important to hear from authentic, proven IBO's on what is working now. This info could be, and should be screened by A/Q and then made available to all IBO's via dvd, podcast or whatever format works best.

We all know A/Q has to do a "Dance" with the so called leadership before A/Q BSM's will really start to flow to all IBO's without going through systems. The "Kingpings" aren't going to give up the millions they make from BSM's without a struggle!

Utah said: January 3, 2008 2:41 PM | #

"they would know that the last SKU of two ply meadowbrook bath tissue is worthless, not much better than the catalogs..."

I wasn't saying the catalogs were bad, just the last case of toilet paper wasn't much better than using an old catalog. Please fix the 2 ply, 400 sheet bath tissue!

Utah said: January 10, 2008 11:43 PM | #

The "Free Shipping" for customers is confusing re: the $5 fixed shipping cost for paper products. It looks like a customer is not going to be charged the $5, if the order is over $75, but they are charged anyway. Is this a bug on the website, or miscommunication?

Ellen Garvie said: January 11, 2008 3:02 AM | #

After 15yrs in the A/Q business and absolutely no success, I wish someone would teach me how to sell! The disucssions of "systems" is very on point. "Personal growth" does not =PV growth! I understand the need for edu. and everyone being on the same page, but it woud be nice to be profitable first! We have a tremendous opportunity w/ outstanding companys. Let us not become so blind the we lose sight of our foundations as some of our so called "Hungry, Honable and Honorable" leaders have. ELG

Jeffrey said: January 11, 2008 10:38 AM | #

The best success my wife and I ever had was when we would go to our customers and take a tote tray with 6 products in it and show them and tell about the features. We almost always sold one item and a lot of times, we sold two. Then we got away from it and tried for the next bazillion years to build a network with not much success. We went Silver once, but it was a fluke. So, now, we are returning to our roots. Show and sell. If you want to get educated about anything, learn all you can about the core line products. You don't need $600 cenferences to do that.

Emet said: January 13, 2008 2:36 AM | #

This may be long, and so I apologize in advance.

Ellen has been in the business 15 years and doesn't know how to sell our products. Sad.

When we started in the business in the early 70's, we got in mainly to buy the products at wholesale. The night we saw the plan, we were shown LOC and Dish Drops and we were impressed by the products.

I understood the plan. I was teaching economics at several colleges. But twenty-five percent of nothing is nothing and we knew that the products had to be good for the plan to work. And so we used the products. We did price comparisons. We read the literature and learned the demonstrations.

And when we were honestly enthusiastic about the products, we told other people about them.

We used the guarantee -- if you don't like a product for ANY reason, give it back and we'll return your money. And that includes not liking the price -- if you don't believe the product is worth the money -- return it for a refund. After we delivered the product, we'd follow up repeatedly to make sure that the customer was satisfied. If it wasn't working for them, we'd insist on getting it back and returning their money.

This is part of the Quality Assurance system. You are not doing us a favor by keeping an unsatisfactory product. If something is wrong, we want it fixed.

Now AFTER offering a refund, we'd discuss possible explanations of what went wrong. For example -- SA8 left the clothes grey -- they used too much. Shoe Spray cracked their shoes - it was the Shoe Spray that cracked because they used too much -- and we'd show them how to take off the excess and how to use the product properly.

That is how we did it. Oh yes, some time later our upline brought in a sales pro to teach us how to market cookware and smoke detectors. We used that knowledge to win a retailing contest. We also applied the principles that we learned from the pro to other product lines.

And true -- I am writing about marketing the original Amway chemical products.

The mistake made by the current company leadership was putting down the soap business, because they don't understand marketing.

They argue that there is much more money to be made in cosmetics and nutrition than in soap. Which is true -- but that is because it is easier to sell soap.

I can demonstrate that SA8 works much better than Tide. I can demonstrate that the concentration of Dish Drops makes it cheaper to use than the generic store brands. But for things that are a matter of personal taste -- like toothpaste -- it is a lot harder to demonstrate the benefits. Customers buy on faith -- faith in you and in the company -- because of their experience with the soap.

When I was a consultant under contract with the US Small Business Administration and was working with small markets, I found that their profit margin on paper goods -- toilet paper, tissues, knapkins -- was ZERO. Their margins on canned goods were pennies. So then, why did they take up shelf space with these products? BECAUSE THEY BROUGHT CUSTOMERS INTO THE STORE!!! To get to the low margin stuff you had to pass the high margin stuff. On your next visit to a supermarket, look carefully at its layout. Where is the toilet paper? Where is the milk? What is between them and the entrance? Between them and the cash registers?

I won't buy old Amway products from Fuller Brush. It does virtually nothing for my business. Fuller Brush doesn't "take me past" Nutrilite and Artistry.

To summarize, Ellen -- use the products yourself. Pick products that get you excited and explain why they excite you, why other people would benefit by using them, why they are worth the money and why your family, your friends and neighbors can try them at no risk because their satisfaction is guaranteed.

And don't sell anything to anyone who is "doing you a favor" by buying them. The supermarkets competing with Walmart and the box stores need the favors. You don't.

And finally -- you don't need training to "sell stuff." To me, "selling stuff" means getting people to buy things that they don't want or need so that you'll make money. That is not our business. You don't have a quota of SA8 or Double X that must be sold.

What you have are people with problems to be solved and needs to be met. You are a consultant who will take time to understand their needs and to help them find a solution -- even if the solution is not one of our products. See "Miracle on 34th Street" if you don't understand.

rdknyvr said: January 14, 2008 1:35 PM | #

Emet, great advice. They should have you on the selection team for the new VP Marketing. :)

ben said: January 16, 2008 3:14 PM | #

It seems pretty obvious to me that flat sales in the US market are due to the shift a long time ago away from selling products to that of primarily selling a business opportunity. Compounding the problem has been a shift to what I think the public considers deceptive, misleading tactics in discussing the business opportunity. It is one of the biggest negative issues I’ve run into and a reason for high IBO turnover in my business. The public strongly dislikes the dishonesty they associate with our business model and their reaction or the fear of their reaction blows many new people out (further contributing to flat sales).

But just as important as how we talk about what we do is what we do. Most of us talk to people about a business opportunity, when they say no try get them as prosumers or customers, and try to find others willing to go through this process. That’s not how an Amway business was meant to be built – in fact it is completely backwards from what brought Rich and Jay billionaire success.

They sold products to customers and then helped others do the same. In fact when they started Amway they required an IBO to have 25 Double X customers before they could sponsor anyone. In one of his recent interview videos Rich suggests the first thing an IBO should do today is go get 10 customers. He said for one thing customers are a lot easier to get than distributors (80/20 rule) and in getting them you’ll learn what you need to know to build the business. You’ll make money immediately and be in a position financially to attend functions and use tools if desired. You’ll establish credibility and be excited vs. frustrated about your business.

If we’re going to sell more products I agree with Bridgett that Amway Global is going to have to be a product company first and a business opportunity company second. But I also think business builder IBOs are going to have to shift from looking for customers as they talk about the business to looking for business partners as they sell products to customers. Don’t hear what I’m not saying – sponsoring and duplication is still the key to the high revenues possible in this business but it really does have to be more balanced in how that is done. I’ve started telling people I sell a great line of products through my e-Commerce business powered by Amway Global opening the door to discussions of both products and the business. Most by far want to know about the products and that is where I drive the conversation. But we had our first customer call and ask how the business works.

Ben said: January 20, 2008 8:53 PM | #

Emet, ben, Thanks for your posts. Good points!

I believe we should teach new IBO's how to market products and help them become profitable as soon as possible. We have great new products with Simply Nutrilite, Artistry Essentials, Ribbon, and of course long time standards like SA8. These products are priced competitively, and have good retail margins as well as pv/bv ratios.

But let's also remember that one of the best things we can do for a new person is to sponsor someone for them as soon as possible.

Helping them to gain some success and "wins" are key to their future success.

Greg said: January 21, 2008 11:46 AM | #

Ben

You say backing up a new IBO with some "wins" (sponsor for them...stacking) as soon as possible is key to their future. I respectfully disagree.

This is the old aprroach that won't work in the future any more than it has the last 30 years. This is where the temptation of stacking comes in.

Having the new, fragil IBO try to sponsor too quickly exposes them to negatives too early. They just aren't strong enough to withstand this on-slaught of very tough questions that come with "honest" prospecting. Most people aren't negative when approached with products first!

It doesn't matter how good the upline thinks he is at sponsoring for his IBO's, at some point the truth always comes out about these kinds of tactics. It's a scam, a scheme, phony and has caused much damage to this business over the years. If this method really did work, why the huge IBO turnover rate!

A far better idea is to anchor new IBO's in the products and the integrity of A/Q to the point where some well meaning negative friend or prospect won't blow them out of the water. Remeber, a quick click on the internet and a prospect will uncover the truth about so many phony systems, groups and many so called leaders in this business. It is now a well known fact that the life styles bragged about on cd's and from stage are derived mostly from tool money. On the other hand, A/Q is the pillar that is still here with it's impressive manufacturing facilities in Mich and others around the world. New IBO's can physically see the real support that is behind them to build a "real" business. IBO's of the future will probably have many more customers than IBO's according to Jim Payne.

All we have to do to see that the stacking and "back em up" concept doesn't work is look at the UK and the flat growth in the US.

A/Q needs to reach back to the folks that built a lasting and honest business and use their methods. Rich ands Jay taught getting 20 customers before IBO's could sponsor. Looking back, it's obvious why this approach makes so much sense.

The fact that there are still people out in the field teaching the "stacking" or sponsor to lock em in" method say's that the "Transformation" process has a long way to go.

Systems are still up to their old tricks!

Bridgett said: January 21, 2008 9:44 PM | #

Greg,

I know that I've used the term "sponsor someone for them" to mean "show the plan to THEIR sphere of influence for them and sponsor someone for them from THEIR sphere of influence, until they are ready to show their own plans".

---which is NOT stacking.

Don't know how Ben meant it, but just thought I'd give a different definition of "sponsor someone for them."

Greg said: January 22, 2008 2:23 PM | #

Bridgett

I have been showing the plan for my IBO's for over 30 years and know the difference between stacking and showing the plan for someone. I'm not 100% sure what Ben meant, but I thought I would bring it up for the benefit of any new IBO that might be reading this. New IBO's DON'T know the differnce and many times have been taken advantage of. Stacking is at epidemic level in this business as you should know, and althought camouflaged, is still being taught in most groups.

My hope is that the "Transformation" process addresses this issue and others aggressively, sooner than later, or we in the US, will find ouselves in the same situation as the UK.

Much is at stake to get this Transformation right the first time! As we speak real leaders are at Ada right now doing their level best to do just that.

Ben said: January 22, 2008 9:17 PM | #

Thanks Bridgett, that's exactly what I meant!

Maryann LaRue said: March 27, 2008 4:59 PM | #

Hi,

I just happened upon this site as well as other blogs yesterday by accident really. I noticed that the dates for the above entries were for January 2008, I am writing this March 27, 2008 and wonder if this particular site is viewed frequently. Anyway, I was an IBO about ten years ago and after reading the negative blogs that I found yesterday I contacted a close friend who was also part of my downline. I was shocked by what I had read and I guess I just needed to talk it out with someone that understood. Anyway our consensus yesterday was that even if most of the money being made is from the tools and seminars we both feel that our experience with Amway and the people we met has shaped our future. We are very positive with our approach to life and individuals we meet, we both have a much higher understanding and respect for family. And we both found that God is sharing everyday with us now.

I am pleased that I found this site today and read all of the above entries and found that the same genuine people are still building this business and are fighting to turn things around. Many circumstances kept success out of my reach but I believe I have reached success in other areas of my life besides financial.

I guess I just wanted to say Hi! and let you know that not all people are thinking negative and wanting to bad mouth Amway. I wish you all the success in the world.

Say hi to Scott and Terri Holland for me they were our Diamonds.

Bye,

Maryann

TWS said: May 15, 2008 5:11 PM | #

Thanks Maryann for the contribution. Hopefully you will check back often to see how the business is shaping. Certainly there has been some bad apples that have been exposed, but like you mention, this business is still full of very genuine people.

Comments (required)
Name (required) First and last names are encouraged in keeping with the spirit of transparency and openness in which Opportunity Zone was created.
Your URL (optional)
Email (required- never displayed)
Remember Me?
Comments policy: Please note that comments are moderated. All comments are welcome as long as they are on topic, respectful, and do not advertise competing products or businesses. We reserve the right to remove without warning any and all offensive, unlawful, defamatory, or libelous comments, as well as any personal attacks or offensive language.