Page 190 - The Millionaire Mindset

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 “The era of
huge seminars, teach people the “Yes/Yes the one night
Closing Technique.” The idea is you must get

30 “Yes” responses before you ask for the order. stand is gone... Today
You must get your prospect’s head bobbing the sale merely is a
“yes, yes, yes...” because when you ask for the great
day
order, they won’t be able to say “NO.” People consummates the

actually pay money to learn this stuff! courtship, at which
Excellent salespeople know that
time the marriage
relationships are key. They understand that

if they listen to the prospect and build solid begins.”
rapport and trust, then people will buy. Some
Theodore Levitt
people today have the notion you must “close”
sales at all costs, even if the product or service Harvard Business Review, 1983

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

Strategy 8-4:

Focus on the relationship. 185

Sign on the front door of Texas home:
“We shoot every third

salesman and the second one just left. “

Millionaire Thesalespeoplewhowillwinbigarethosewhofocusonrelationships,not‘nailing
Mindsetthesale.’ Theyareinconstantcontactwiththeirclientbase.Manysalespeoplehaveallkinds