The Millionaire Mindset

184

Today

is a

GreaT

d ay

Millionaire

In the ‘old’ way, selling was very adversarial. It was ‘them’ against ‘us’. People were

told to ‘go out and sell.’ It was a one-night-stand approach. Find one customer, then quickly

find another and find another. In the new approach, success comes from building a solid

relationship that will stand the test of time-a marriage model.

sTraTeGy 8-2:

Create trust.

Prospects DON’T need to be “sold” they want to buy from someone they can

trust. Most salespeople attempt to manipulate prospects. Instead of listening, they are

focused on remembering slick language tricks they learned at the latest seminar. Instead of

focusing on the customer and developing trust, they are told to watch the customer’s eyes

and breathing patterns. Come on! Don’t you hate it when people try to sell you that way?

Of course. Don’t do it to others.

The reason people use such out-dated sales techniques is because they are using

the Rejection Approach to selling. They are told selling is a numbers game. If they make

100 calls, they will make one sale. The problem is, no one ever told them how long it takes

us to be rejected 99 times and at what emotional cost.

The reason there is such emphasis on closing skills and handling objections in

these sales training seminars is because once you find that one person in 100, you had better

not let him or her get away. You go for the jugular, close that sale! With those odds you

can’t afford to let them get away.

There is a way to virtually eliminate rejection from selling. Instead of pursuing

that one in 100 who will buy, find ways to make people come to you and identify that they

are predisposed to buy what you sell.

sTraTeGy 8-3:

Use an attraction model.

Position yourself differently and they will come to you.

A few years ago, I was in Manila conducting seminars. We had 500 people at a

FREE seminar there. A lady asked,

“Will all this stuff work here in Asia?”

I looked around, saw the enormous crowd, saw the number of people we had to

turn away because we were full, and said,

“It seems to be working just fine for me here!”