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This just in from one of our Unlock The Game members:
“What you teach about selling really hit home today after I received a prospecting call from one of Robert Kiyosaki’s wealth coaches. He was very aggressive and immediately launched into “stuffing” me down his sales funnel.
I’m thinking: ‘hang on…I don’t like this.’ I got off the phone quickly…shaking (literally). Previous to joining your program I completed sales courses run by Tom Hopkins, Brian Tracy and only last year did the Sales Advantage course from Dale Carnegie, so I understood his process.
Do you know the terrifying thought…I probably came across on the phone like him before I found you and didn’t even realize it, no wonder people find selling painful.”
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First things first, I love all of Robert Kiyosaki’s work.
In fact, his “Rich Dad, Poor Dad” books have made a major impact on my entrepreneurial thinking and financial success.
The real story here is that in our new economy, HOW you sell is now much more important than WHAT you sell.
If you love what you do and deeply believe in what you sell, but you are still unconsciously using sales behaviors popular back in the 80’s and 90’s, you’re going to burn leads rather than create them.
The spot light for the last few decades in selling has been all about how to “close” a sale.
But not a word about the risk you take by sacrificing the relationship for the pursuit of the sale.
Ironically, when you shift your mindset to a place where your main focus is on creating trust, the sale comes to you without the pain.
Here’s a primer on our sales mindset:
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Old Sales Mindset
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New Sales Mindset
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Always start out with a strong sales pitch.
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Stop the sales pitch. Start a conversation. |
| Your goal is always to close the sale. |
Your goal is always to discover whether you and your prospect are a good fit.
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When you lose a sale, it's usually at the end of the sales process.
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When you lose a sale, it's usually at the beginning of the sales process. |
Rejection is a normal part of selling, so get used to it.
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Hidden sales pressure causes rejection. Eliminate sales pressure, and you’ll never experience rejection.
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Keep chasing prospects until you get a yes or no.
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Never chase prospects. Instead, get to the truth of whether there’s a fit or not. |
When prospects offer objections, challenge and/or counter them.
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When prospects offer objections, validate them and reopen the conversation. |
If prospects challenge the value of your product or service, defend yourself and explain its value.
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Never defend yourself or what you have to offer. This only creates more sales pressure.
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To your success,
P.S. Have an opinion? I'd love to hear your feedback below.
Do you share the same values and beliefs? Learn how you can join us here...
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