When I first started coaching in 1999, I worked with a wonderful mentor coach. She called herself a “GAP” eraser - meaning she helped people get from point A to point B by closing the “gap” in-between. This same concept of closing the gap can be applied to direct selling. Think about the reason you got into direct sales. Was there something you wanted in your life but did not have at the time, such as flexible work hours, financial freedom, more time with family, higher earnings potential, additional funds, being your own boss, etc.? What was the “gap” or dissatisfaction that drew you into the business?

The gap is what direct selling is all about. Removing the gap is effectively what happens with your business opportunity: it’s about the results you help someone achieve and the problems you help them solve.

Imagine a large ravine with a potential new recruit standing on one side of the ravine. This person, (call her Lynne), wants to get to the other side of the ravine and is looking for a way do this. She wants to cross the “gap” from A to B but right now she can’t see an easy way to do so.

If you can offer Lynne a way to bridge the “gap” from A to B, then she might become your recruit. But first you must know two things. One - you must know what Lynne’s “gap” is and, two – you must know how your business can eliminate Lynne’s “gap”.

Suppose you don't know how your business bridges gaps. Then what? If you don’t have any idea where people are going to end up when they join your team (the B destination), it's going to be very difficult for them to decide to come with you.

Find out what people are unhappy about (retirement worries, not enough time with family, job dissatisfaction, lack of adequate savings, etc.) and you'll discover their motivations for making a change. Once you know what someone’s "gap" is you can begin a dialogue about how you can help them resolve it; closing this gap is why people sign up with you. People are buying the result, the “B” destination from you. It’s as simple as that.

Instead of asking a person if she likes her job, ask her what she would like to improve about the work she does now. Inevitably, you'll hear one of her dissatisfactions. which gives you an intro to talk about your business.