The Millionaire Mindset

183

Millionaire

Today

is a

GreaT

d ay

The prevalent sales model is no longer effective today. It was developed in the

1950’s and repackaged in every succeeding generation by slick sales trainers. The result of

using an ineffective approach to selling is seen in the burnout rate in the selling industry.

Why do you think a manager’s primary role is recruiting? People are working very hard but

not earning the money they know they have the potential to earn. Their incomes are up one

month and down the next...so are their emotions. Unless people change their paradigms

of selling, they are doomed to spend forever on the Sales Roller Coaster.

sTraTeGy 8-1:

Make a shift in your selling paradigm.

The old way Vs. The new way

sales Function old way of selling new way of selling

SELLING One night stand Marriage

Adversarial Partnership

Buyers must be sold Buyers want trust

Persuasion Communication

Manipulation Listening

MARKETING Single focus Relationship

Product-oriented Prospect-oriented

Image-building Lead generating

PROSPECTING Cold calling Attraction

Pursue prospects Prospects pursue YOU

Rejection Referral

CLOSING Prospects are liars Prospects need to trust

Canned approach Caring approach

Tricks Trust

CLIENT CONTACT Infrequent Frequent

Expected contact Unique contact

“Me” focus Relationship building