Page 189 - The Millionaire Mindset

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.

Today Prospects DON’T need to be “sold” they want to buy from someone they can
is a trust. Most salespeople attempt to manipulate prospects. Instead of listening, they are
great focused on remembering slick language tricks they learned at the latest seminar. Instead of
day 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?”

Millionaire 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!”
Mindset184