The Millionaire Mindset

185

Millionaire

Today

is a

GreaT

d ay

I had more leads than I knew what to do with. I made people who are predisposed

to buy what I sell step forward and say, “Here I am, let me buy!” Isn’t that better than being

rejected 99% of the time? (Yes!)

Look at what passes for sales training today. Some of it makes me ill. I’m embarrassed

to tell people I’m a sales trainer when I look at some of the idiotic things people pay for at

high pressure seminars. Closing skills are a big area.

Why so much emphasis on CLOSING THE SALE? A faulty model!

Salespeople are trained to close sales with manipulative tricks that might

work sometimes but rarely produce lasting relationships with people. As a result, these

misinformed salespeople are forever chasing the next sale. Winners, the high producers in

selling, know the money is in referrals. You won’t get many referrals using high-pressure

and canned closing tricks.

“When a customer says this...”

salespeople are told, “then you say this...” I

even heard a popular sales trainer, who holds

huge seminars, teach people the “Yes/Yes

Closing Technique.” The idea is you must get

30 “Yes” responses before you ask for the order.

You must get your prospect’s head bobbing

“yes, yes, yes...” because when you ask for the

order, they won’t be able to say “NO.” People

actually pay money to learn this stuff!

Excellent salespeople know that

relationships are key. They understand that

if they listen to the prospect and build solid

rapport and trust, then people will buy. Some

people today have the notion you must “close”

sales at all costs, even if the product or service

doesn’t match the prospect’s needs or wants.

sTraTeGy 8-4:

Focus on the relationship.

Sign on the front door of Texas home:

“We shoot every third

salesman and the second one just left. “

The salespeople who will win big are those who focus on relationships, not ‘nailing

the sale.’ They are in constant contact with their client base. Many salespeople have all kinds

“The era of

the one night

stand is gone...

the sale merely

consummates the

courtship, at which

time the marriage

begins.”

Theodore Levitt

Harvard Business Review, 1983