From the Ground UP: The Life You Need to Succeed in Direct Sales

Francine Watkins
Selling Edge Publishing (2006)
ISBN 0977999505
Reviewed by Stephanie Rollins for Reader Views (1/07)

Francine Watkins started working in sales as a mother of two children who wanted to contribute to the mortgage.  Contribute to the mortgage she did!  She started in direct sales and worked her way up to department head of a Fortune 500 company. 

Her advice is practical and she is enthusiastic.  A favorite part of “From the Ground UP” is the chapter on closing the deal.  Not closing a deal is like having a fish on the line and not reeling it in.  What is the point?  She gives closing statements such as “Let’s find the best date for….”  Another good point is to know when a “no” really is a “no”.  Good salespeople know when to not waste their time. 

Very practical advice is given about advice.  As we all have heard before, a good appearance can boost one’s confidence.  It also changes the public’s opinion of you.  She advises all salespeople to check out their appearance in a full-length mirror before starting the day.  She reminds us to check our backside as well as the front side. 

Do not repeatedly use certain words or phrases.  I trained under a man who used “per se” a lot.  He said it so much throughout the day that I went home with a headache each day.  I also know a southern lady who says “and mess” at the end of almost every sentence.  For non-southerners, it goes like this:  “I am going home to do laundry and dinner and mess….”  It sounds horrible, I know.  Just imagine hearing it after every sentence!

Do not hang around naysayers.  Why would you want to?  You are not going to bring them up to your confident level.  They are going to bring you down to their level. 

She points out that clutter hinders efficiency.  I have started using the 3-tiered to-do list.  She instructs to make a to-do list that has a “must do” section, a “should do” section, and a “would like to do” section.

Watkins likes to post motivational notes in strategic places.  I never have liked that idea.  I think after a while you do not even notice them. 

Most importantly, know when to shut up.  Do not be an annoying salesperson.  You only add to the bad stereotype when you keep going on and on.  Get to the point.  Try talking in bullet point.  The people she labels as “Bottom Line Bills” will appreciate it.

New and seasoned salespeople can learn a lot from Francine Watkins’ “From the Ground UP.”  She condenses her experiences into 212 enjoyable pages.  Read and go sell!

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