WEEK ONE: THE PSYCHOLOGY OF 7 FIGURE SELLING IN THE NEW ECONOMY

The Question has to be asked. Does the Consumer of our time, 2015-2016 ect. Buy the
same way, think the same way, act the same way, have the same buying behaviors as the
Consumers of 10 years ago? or 20 yrs ago in 1995 or 30 years ago in 1985? Most of you
would probably agree that today’s consumer buys completely different than they did 20-
30 yrs ago, even 10 years ago.

Why has the Consumer Changed though? It’s very simple. Think about it. Twenty Plus
years ago what was the bridge between the Company and the Consumer? It was of
course the salesperson. The Company would send out the salesperson to educate the
public about their products or services. This was the way for the consumer to learn about
the company ect.

Now with the power of technology and the ease of the Internet, and social media we live
in a completely different era. The consumer knows all about your company, your
products/services, your pricing, your competitors, how long you have been in business,
they know everything about you by just doing a Google search on their phone or
computer.

They no longer will be pressured by a salesperson because they know they have many
other choices to choose the exact product or service from.

I’ll give you an example. Lets look at used cars. In the United States today, a
prospective customer of, let's say a Toyota Camry can arm themselves with all manner of
information before ever stepping onto a car lot. She can go on the Internet and find other
dealerships offering the same car within a certain radius of her home, giving her a wider
variety of choices.

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She can tap into her social media network or visit websites to discover each dealers
reputation and whether other previous customers were satisfied. She can visit online
forums to see what current Camry owners feel about the car. She can check Kelley Blue
book, Edmunds, or auto-trader.com to find out the price used Camry's are selling for.
And once she sees a car she likes, she can take the auto's VIN number and with a quick
online search, find out whether its been an any accident's or had major repairs done.

For the most part she is protected from unethical sellers. But if she gets any dirty
dealing, or ends up upset, she can do more than simply gripe to her best friend.

She can tell a few hundred of her Facebook friends, her twitter followers or the readers
of her blog, some of whom will share her posts with their social media friends,
undermining the sellers ability to sell. Now just extend the realities of the market for used
cars to just about ANYTHING that is sold.

I was reading in a popular sales publication the other day about a study that was done on
consumers a few years ago. This test group was asked " When you think of 'sales' or
'selling' what is the first word that pops in your mind?

This is a graphic representation of the twenty-five adjectives and interjections people

offered most frequently when prompted to think of 'sales' or 'selling' with the size of each
word showing how many people picked that word. The bigger the font means more
people picked that word. For example "pushy" was the number one most mentioned
word or adjective that respondents picked. "important" "essential" are the tiniest as they
were mentioned the least.

Adjectives can reveal people's attitudes since they often contain an emotional component
that nouns lack. As you can see the emotions from the words 'sales' and 'selling' carry an
undeniable flavor. Of the twenty-five most offered words, only five contain anything

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positive. (necessary, fun, essential, important, challenging). The other twenty,
completely negative.

A few reflect people's discomfort with selling (tough, hard, painful, and difficult), while
most reflect their distaste for salespeople. Words like, "pushy", and "yuck" are the most
used. Along with others that all suggest deception: "slimy", "sleazy", "dishonest",
"fake", and "manipulative".

As you can see selling makes many of us uncomfortable and a bit disgusted. Why, well
most of it has to do with the way we communicate, or think we have to communicate.
The traditional selling techniques taught by the "old sales gurus" that consumers in our
time; for the most part; run the other way from, when it's used on them.

Now the second question that was asked to this test group was: When you think of
"sales" or "selling", what's the first picture that comes to mind?

Take a look at the results for the most popular twenty-five answers:

The top five responses, by a very wide margin, were: "car salesman", "man in a suit",
"used car salesman" and the most troubling one "pushy".

The image that formed in the test group's mind was universally male. Very few
respondents used the neutral word "salesperson" and nobody answered "saleswoman".

The respondents also used the terms "shark" and "Willy Loman" and many of the test
group couldn’t resist offering adjectives such as: "slick", annoying" "aggressive" and
"sleazy".

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These beliefs about you the salesperson are embedded in pretty much every prospect you
talk to about what you sell--and that is sales is distasteful because its deceitful. Its what
you go up against every single day, every single week, and every month of the year.

For better or for worse consumers now view salespeople much like the prototypical Used
Car salesman. Whether we are talking about our products, services, our company or
anything most consumers think that we have an ulterior motive, we have our own agenda
of putting our own interests in front of theirs; that we will overpromise and under deliver
or that we are cherry picking statistics to try and prove our point on why they should buy
from us. This is what you go up against every single sales call you make, every door you
knock on, and every prospect you talk to. Every day, every week, every month of the
year.

So now the other question is does the salesperson in 2015 sell the same way as the
salesperson in 2005, 1995, 1985? Do they use the same sales techniques like, the
assumptive sale, the ABC'S of closing, the feel, felt, found, doing Presentations and
asking questions to get the "YES", use the Trial close or the Demonstration close? Do all
those sales techniques sound familiar to you? Most of you would say yes, you read about
them in business magazines, and traditional sales books, you see things like "Focus on
Closing the sale', Overcome objections', be relentless, accept rejection as a normal part of
selling', chase the sale', be enthusiastic about your product and solutions, and my favorite
one, 'Its a numbers game to get to as many no's as you can to get to a YES'.

This sales trainer says that if you fill out your information on his website quote "All I ask
is that you come ready to invest and not waste our time. We have a lot of people to help
and we want to help those who are ready, first". So what he's saying is, you better buy
from me when I call you. Typical Posturing technique the only issue is that most people
would automatically look at him as just another salesperson trying to stuff his solution
down their throat and then what happens? They throw out objections towards him, hang
up on him and don't buy from him.

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Did you know that according to a recent Survey on salespeople in North America that
82% of salespeople do not feel comfortable using Traditional Selling Techniques, and
they do not feel comfortable with them being used on them? So 8 out of 10 of you on
this webinar according to this survey possibly feel uncomfortable using these old
techniques that you have been taught by what I call the "old sales" Gurus.

Why? Because they go against everything we know about building relationships.

I would suggest to you that most of what we think we understand about selling is
constructed atop a foundation of assumptions that have crumbled in the last 7-8 years.

So why do salespeople still sell like its 1985 or 1995 even though the consumer is
completely different than they were 20 to 30 years ago?

Its actually pretty easy to understand why, let me ask you, what is the age of the average
"Sales Training Gurus" you buy books and audio CDs from? Now these men range from
being in their late 50's, to almost 75 yrs of age, some of them have already passed away.
So what generation did these men learn how to sell? Well they learned how to sell in the
60's, 70's, 80's, but the consumer was completely different then yet they are teaching you
how to sell like its 1975, 1985 or 1995 LOL!

Let me give you an example of one of the "Old Sales Gurus" Joe Girard in his book
"How to sell anything to Anybody" says that he is the Greatest salesperson in the world.
His book has sold over 2 million copies worldwide. He holds the Guinness book of
world records for the most cars sold in a year, all the way back in 1963:) Let me give
you an example of Girards sales techniques from 1963. He says in his book "If prospects
mention they've recently been on vacation somewhere, Girard will say that he's been
there, too. "Because wherever that guy has been, I have been. Even if I never heard of
the place," he writes. "A lot of people out there, maybe millions, have heard of me. And
thousands have bought from me. They think they know a lot about me, because I know a
lot about them. They think I have been to Yellowstone national park. They think I have
fished for salmon near Traverse City, Michigan. They think I have an aunt who lives
near Selfridge Air Force base. He's still teaching how to sell like it's 1963:)

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Girard also describes in great length is favorite cold calling technique. It begins by
choosing a random name in the phone book and then calling. Now a woman answers the
phone. "Hello, Mrs. Kowalski. This is Joe Girard at Merollis Cheverolet. I just wanted to
let you know that the car you ordered is ready," I tell her. Now remember: this is a cold
call, and all I know for sure from the phone book is the person's name, address, and
phone number. This is Mrs. Kowalski doesn't know what I am talking about. "I'm afraid
you have the wrong number. We haven't ordered a new car," she tells me. "Are you
sure" I ask. "Pretty sure. My husband would have told me," she says. "Just a minute," I
say. "Is this the home of Clarence J. Kowalski?" "No. My husband's name is
Steven."..."Gee, Mrs. Kowalski, I'm very sorry to have disturbed you at this hour of the
day. I'm sure you're very busy."

But Girard doesn't just hang up the phone at this point. He keeps talking to her so he can
bait the hook.

"Mrs. Kowalski, you don't happen to be in the market for a new car, do you?" If she
knows they are, she'll probably say yes. But the typical answer will be: I don't think so,
but you have to ask my husband." There it is, what I'm looking for. "Oh, when can I
reach him?" And she'll say, "He's usually home by 6." Okay, I got what I wanted.
"Well, fine, Mrs. Kowalski, I'll call back then, if you're sure I won't be interrupting
supper" I wait for her to tell me they don't eat until about six thirty, and then I thank her.

From this point, Girard moves into what he does when he calls Mr. Kowalski:

He says: "You know what I am going to be doing at six o'clock? That's right. "Hello,
Mr. Kowalski, this is Joe Girard at Merollis Chevrolet. I spoke to Mrs. Kowalski this
morning and she suggested I call back at this time. I was wondering if you are in the
market for a new Chevrolet?" "No," he says, "not just yet." So I ask, " Well, when do
you think you might start looking at a new car?" I ask that question straight out, and he is
going to think about it and give me an answer. Maybe he only wants to get rid of me.

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But whatever the reason what he says is probably going to be what he really means. It's
easier than trying to dream up a lie. "I guess I'll be needing one in about 6 months," he
says, and I finish with: "Fine, Mr. Kowalski. I'll be getting in touch with you then. Oh,
by the way, what are you driving now? He tells me, I thank him, and hang up.

Girard then files his name, along with the reminder in his calendar to call him back in 6
months, and moves to the next name on his list.

Do you think using these types of sales techniques have caused consumers to not trust
salespeople and look at you in a negative way, throw out objections and reject you? And
then how do you feel when that happens? Lowered self-esteem, lack of confidence
possibly?

That Joe Girard found that many clueless people to become the worlds greatest salesman
and that he remains out and about teaching salespeople these techniques might seem to
validate that this type of selling actually works. But there is one thing that you should
know about Joe Girard aka the world’s greatest salesman. He hasn't actually sold a car
since 1977:) He quit the business almost 4 decades ago to teach others how to sell.
Girard's selling techniques might have worked in the mid 1970's. But in 2015, they have
the whiff of old boxes forgotten in the attic.

Think about it, in our day and time Mrs. Kowalski is at work, not at home. Her
household has caller ID to prevent "salespeople" to intrude on her family. And if a
salesman did get through the family's defenses, she would get rid of him quickly, maybe
google his name afterward and post to her facebook friends and twitter followers about
the creepy call from the salesperson she got that night.

But more broadly, his worldview and his selling tactics resemble one of those old movies
in which a soldier stuck on a remote island continues fighting because he hasn't gotten
word that the war has ended.

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SO what are the results of all this training? Well the average salesperson in America
earns 41,340.57 dollars a year. Let me ask you, did you come into sales so you could
average 41k a year? Did you know that you could actually live in Rhode Island and be on
welfare and make more than the average salesperson does in a year in America. So
salespeople make about as much as a school teacher, my mom is a school teacher and she
is very underpaid. Did you get into selling so you can make as much as a school teacher?
Probably not.

So the questions is do these selling techniques that you have learned from the "Old sales
Gurus" actually work anymore in what many experts call the "New Economy"?

IF you’re like salespeople that I train every day then you would probably tell me that
these old sales techniques that have been taught to salespeople for the last 30-50 years
keep triggering sales pressure that leads to you getting rejected and objections at the turn
of every corner, leaving you feeling burned out, rejected, a lowered self-esteem, and an
EMPTY bank account.

The Average salesperson keeps using these worn out techniques that just don’t work
anymore in the "New Economy" while the 7 Figure salesperson knows another way, a
way that I am going to give you access to that will Change your life and your family's
lives forever.

I want to take you back to the year 2008. Where were you, what were you doing? What
was going on in your mind at that point?

Go back to 2008, Imagine for a moment, an America where a very Controversial Foreign
War has been dragging on for 5 years, costing the American taxpayer billions upon
billions of dollars, and thousands of American lives are being lost.

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Imagine American where half the people distrust and completely resent the Current
President and the other half distrust and resent the Sen. from Illinois who is about to
replace him.

Imagine an America where Corporate CEO's from Major Companies so detached from
the American people that they take Private Jets to Congressional Hearings to try and get
Taxpayer Bailouts in the BILLIONS.

Imagine the worlds Largest Banks and Investment Firms on Wall Street casually and
without any regard gambling away people's entire lives savings just to get a Higher
Quarterly Bonus

Imagine some of the most TRUSTED business, sports, political and Religious leaders in
this country exposed as liars and cheats.

And while America has gone through Economic depressions, wars, and lost confidence in
its leaders in the past, imagine all of this going on at the same time among a Media
Landscape of Negativity, that has been transformed over the last few decades by a an
1000 percent increase in channels, opinions, voices and the proliferation of Social Media
and the Internet with so many different opinions from the "experts" that people are pretty
much left alone to seek out information and judge its credibility

Welcome to America in 2008, the year TRUST finally died in America!

And yes that is a BOLD statement but based on years of research and thousands of
conversations with leaders of Financial firms, Fortune 500 companies, sales
professionals, CEO's, politicians and even charities, 2008 was when the decades long
erosion of trust finally hit its Breaking Point. Everything has now Changed for
salespeople and communicators.

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So what does all this mean to Salespeople and Communicators?

Well the Consequences are clear. Whether you work for a Pharmaceutical company, to a
beverage company, sell software, sell real estate, represent a organic food company
talking about your products nutrition, to network marketing, to selling staffing services,
insurance products, financial services, raising capital, recruiting, selling cars, collections
services, advertising firms, personal coaching services, you name it the bar for credible
communications has been raised through the roof.

Gone are the days for salespeople where you could just pick up your phone and call a
company and they would take your call and want to listen to you, gone are the days
where you can sell your benefits, features, tell your Story, give Presentations, create a
vision, talk down your competitors, gone are the days You could just sell anything.
Those were the days of Boiler Room Communication like you saw on the Wolf on Wall
Street where you could remind your prospects of patriotism, apple pie, the American
Dream, rainbows, unicorns and Puppy Dogs and they would just buy from you.

Decades ago, it wasn't unusual for TV ads to be a few minutes long and insurance
salespeople visit us in person. Now we can click on a banner ad in a few minutes can buy
that same insurance online. Realize our prospects and for that matter all of us now live in
a 24/7, 300 plus channel, always connected, online world where countless companies and
salespeople are trying to sell us something all of the time and compete for our attention
and our money. In the PTE we have reduced phone conversations to messages, messages
to texts, texts to symbols. Thanks to these modern day technology feats, modern day
salespeople not only have a higher burden of credibility, but far less time to build it.

When you stir all of these things together with factors ranging from more information, to
complex products, and you have the new, digitally fueled modern day skeptic. You have
America in the PTE.

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Consumers look at you the salesperson very different than they did in decades past. They
challenge your credibility before they even listen to what you say. They look for
contradictions instead of reasons to believe you. They assume from the very Beginning
that you are out to get them, to manipulate them into doing something they don't want to
do.

And as a result the same 'old traditional selling techniques that you have probably been
taught and 'that you might be using are not getting your message across and they simply
are not effective anymore in the "New Economy" if you want to be a Top Salesperson in
your Industry.

Can I make a suggestion to you? Have you considered that no matter your industry, no
matter what you sell, this shift in Americas level of Trust should possibly reshape the
way we must think about selling and communicating with our potential customers at
every level in the sales process?

This is not just a Blip on the screen. This is a transformation of TRUST.

We now are selling in what’s been called the Post Trust Era, or the PTE

Yesterday’s trust has become today’s Skepticism.

Whether you’re selling an idea, a product, a service, a candidate, or yourself, "just trust
me" isn’t enough anymore. In fact the more you try to convey to your potential customer
that you’re better, safer, better pricing, smarter than your competition, the less likely they
will trust you or believe in you. Why, because doesn't every salesperson say those
things? Could it be the reasons why you keep struggling, and banging your head against
the wall in selling is because your prospects simply don't trust you?

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The Average salesperson keeps selling the same way they did 10, 20, and 30 years ago.
The 7 Figure salesperson knows that TRUST is king in sales and they know that using the
'old sales techniques' from the "old sales Gurus" would make them BROKE. They know
that Discovery and Building Trust in the Post Trust Era is where the sale is actually made
now. Not in a Presentation or trying to 'CLOSE' the sale.

So the question has to be asked, Are you Open to possibly Looking at Selling in the
"New Economy' in a different way? A way that can triple your income in the next 3-4
months?

Now I would like to ask you a few questions, and when I ask you these questions just
think about what I am asking you and if they apply to you

So the first question has to be asked:

"How Effective are you at Communicating?"

Do one or more of the following happen to you?

Do you feel the discomfort of rejection when people respond negatively to you when you
are talking to them about your solution?

In the process of talking to potential customers about your company, your products or
services do you sometimes get frustrated because you cant get your point across and then
because you cant, you stop calling your leads or trying to find new business?

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And when you finally find someone whose interested in your product or service and you
make a sale, do you feel uncomfortable at receiving the money as a reward for your
efforts?

Why is this? I will tell you most of it has to do with the way that we communicate or we
have been taught by our companies or the "OLD sales Gurus" to sell. You know the old
model of telling and persuading, that's taught in traditional selling and the most sales
training courses.

Telling and persuading tend to be self-focused and it doesn't connect with most of us. So
we resist doing it and then what happens to our sales career? You get discouraged, you
lose self-esteem, and many of you end up quitting.

Behavioral Scientists have shown that in Communicating with others, we are:

1. Least persuasive when we tell people things, or attempt to dominate them. aka
(Presenting, telling your story, teaching and persuading)

2. More Persuasive when we interact and discover from each other (Discussion or a
debate)

3. Most Persuasive when we allow others to persuade themselves (Dialogue)

So which one or which way have you been taught to sell? I will tell you that 99.9 of
salespeople are taught the 1st way. So the sales training that you keep learning has
actually been proved to be the least persuasive. This never made any sense to me.
Traditional selling, telling your story, trying to have posture with your prospects and act
tough, trying to persuade through your presentations and telling your prospective clients

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they should do business with you because your the best at this, or best at that, blah blah
blah, is the least persuasive way to sell.

Now the traditional model of selling which is now called the 'old model' of selling does
invariably contain the element of asking questions but 99% of salespeople don't ask the
"right" questions at the right time in the conversation. They just ask what I call 'surface'
questions which only get you the surface answers from your potential customers. Most
salespeople don't listen for the right things and are way to anxious about 'pitching' their
solution as quickly as they can.

Now you learned on the webinar that you will get a high occurrence of rejection and
objections when you use traditional selling techniques of telling or presenting your
solution to early in the sales conversation. In other words, the focus is on your need to
tell your solution before even finding out if in fact your prospect has a problem, what
actually caused that problem, how it's affecting them and if they have a desire to change
their situation.

One of two things will almost always happen when you communicate this way.

1. Your prospect will either withdraw from you -- meaning they don't return your calls,
don't respond to emails or texts.

OR

2. They will throw out objections and try to reject what you are offering them.

Now lets dive into this mode of communication for a few minutes.

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A presentation is a prepared talk or PowerPoint usually where the salesperson attempts to
grab their prospects attention and move them toward taking an action step using external
motivating techniques such as fear of loss, greed, guilt and even envy. However when
we present or tell our prospects about our products are services in this format without
first ever establishing what their problems are if any, and what’s caused those problems,
and most importantly how it's affected them we will automatically cause our prospects to
feel tension and sales pressure and what happens to most of your sales at that point? If
your customer is feeling tension and pressure do you really think they are going to be
open to what you are offering?

So why do so many salespeople feel the need to present or pitch to their prospects so
early in the conversation? Why do salespeople present if it’s the lowest form of
persuasion?

Why, well presenting is easy to do. Salespeople like to present what they think are the
advantages and benefits of their products or services because they only have to learn it
once and then just churn it out.

AND

Presenting is safe. In fact it's so safe that it rarely works in the New Economy!

AND

Presenting is familiar territory. It makes many salespeople feel like they are in control of
the sale. I would suggest to you that in all actuality it makes you lose control of the sale.
If you want to be in control my suggestion would be to let go of the need of making the

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sale and instead focus on whether their is a sale to be made in the first place. Once you
let go of the need it will allow you to be far more open and creative with your customers.
In your prospects mind they will start to view you as a "Trusted Advisor" because they
feel you’re authentic with them. Instead of them viewing you as just another salesperson
trying to stuff your solution down their throat. This is where the sale is made, it’s at the
Trust level.

Think about it for a moment what does a Presentation look like in your potential
customers mind? Your meeting begins with a presentation, it begins with you talking
about you, and what you think, and ends with you hoping that something in what you said
will trigger off something that will get your prospects excited about what you sell right?

But what’s the problem with that approach? It’s just guesswork. Your just going through
all the reasons why your excited about what you have and what your doing, and why they
should be excited about your product or service as well. It's really like taking a bucket of
mud, throwing it up against the wall and hoping some of it actually sticks.

Think about what presenting is like from your prospects point of view for a moment.
How do you think your customers feel when you are presenting or pitching them? What
do you think they are doing most of the presentation? They of course do what you do
when a salesperson is presenting to you, they are working out how to defend and protect
themselves from you making them do something they don't want to do. And while they
are doing that, do you really think they are listening to you? Hardly likely.

Here are the two things that your prospects fear the most when you present to them or do
a sales pitch:

1. Are you going to persuade them to buy something they don't want to buy.

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2. How much of their time are you going to take.

Now don't get me wrong, a good presentation is important, but properly done and at the
right time in the conversation especially with a very large group where its harder to
interact. We will go over this in week 6 in more detail but your presentation is really
only 5% of the sales process in the 'New Model' of selling, and its based on knowing
precisely what your potential customer wants, why they want it, and how it will make
them feel. This will always be towards the end of the Dialogue right before you ask
Committing Questions to have them move forward with the sale.

So if Traditional selling techniques taught by the 'old sales gurus' of telling, doing a sales
pitch or presenting to early in the conversation no longer are effective in the New
Economy, in the Era we live in today, then why are you still using them?

Now lets go over the second form of communication:

We are more persuasive when we attempt to have a normal discussion or debate.

I’m going to show you a quick video. Lets watch two politicians debating each other and
see if either of them change their viewpoints to the others during the debate.

Do you feel that either of these Politicians persuaded each other to their way of thinking?
Do you feel that any Republican watching this was persuaded to be a Democrat? Do you
feel any democrat watching was persuaded to be a Republican?

Did any of you switch political parties after you heard this? Probably not right?

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When you use this type of approach in your sales conversations where your objective is
to win your potential customer over to your way of thinking, does not really explore or
allow you to give the same priority to the needs and feelings of your prospect to who
your are talking too. For example:

If you handle your prospect's objections with "Yes, but..." answers, you are attempting to
persuade the other person to your way of thinking, your own viewpoint, even if you think
it’s for their benefit.

Always remember "A man convinced against his will is of the same opinion still"---Dale
Carnegie

Can I ask you, are you Open to learning how to effectively Communicate and sell to
become a millionaire in the Sales Profession? If you are, then I might be able to help
you!

Now let's Discuss the 'Highest' for of Persuasion; Dialogue.

Behavioral scientists have proved that we are actually the most persuasive when we allow
others to persuade themselves. That is called Dialogue. So what is dialogue?

Dialogue is an open form of communication that will allow you to receive the answers
you need, to find out the core essence of your potential customer, what their problems are
if any, what’s caused their problems, and how its affecting them, and whether or not you
can actually help them. Now by having an Open Dialogue, you compel your prospects
to listen to what you are offering. Isn't that the dream of every salesperson?

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The Five principles of 7 figure selling, asking skilled questions, listening for the answers,
giving feedback, committing and eliminating sales pressure are the foundation of
Dialogue. They are the backbone of it.

This is what Tom Peters meant when he said 'My job is not to sell products. My job is to
solve problems.’

But dialogue requires you to do something that 99% of salespeople never do and that’s to
detach yourself from the expectations of making the sale and instead, focus on whether
there is a sale to be made in the first place. When you detach yourself from your own
agenda of making the sale, you will become more open to your prospects, open to hearing
them, feeling and understanding where they are coming from. Your potential customers
will not start to treat you differently than you have ever been treated, they will respect
you, they will look at you as the 'Trusted Authority' in your field and you will never have
to worry about your competitors taking your prospects away again.

The focus is now off of you, its on your prospect and both of you will feel the power of
helping each other. Remember when you focus on you and your own agenda you will
increase your anxiety and your prospects anxiety, when you focus on them and what they
are looking for you, you have no anxiety and most importantly they have no anxiety. Its
the Magic and Power of the New Model of selling.

When you use Dialogue in your sales process you will be able to make suggestions to
your prospects like this for example:

'What if their was another way of looking at it, another way that would give you what
you are looking for without having any of the discomfort you told me you are now having
with your present situation'?

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These types of suggestions during the dialogue because of the 'trust' the prospect has in
you will cause most people to reflect on and shift their present way of thinking. This is
an example of how to allow your prospects to persuade themselves. Realize that beliefs
are just an acceptance of an opinion. Your prospects will always be open to you if they
feel you are open with them.

So where does the communication mode of the 'New Model' of selling come from? It’s
actually been around for a few thousand years, but most people are just not aware of it or
if aware of it, don't know how to use it in a structured sales process.

Socrates 468-399 BC was a stonemason in ancient Athens, Greece is credited for refining
the form of communication we know today as Socratic Dialogue.

If you studied Socrates in a college psychology class you know that Socrates purpose in
his life was to discover what he called 'universal truth'

He felt it was his mission to test what people said, recommended, explained and their
beliefs. He described himself as a midwife bringing other men's thoughts to birth and
stimulating them to think and question their own way of thinking, not through instruction
or telling them, but by allowing them to listen to their own answers when he asked easy
to answer questions, that made them question their own beliefs.

The process that Socrates used was dialogue through conversation which was of course
revolutionary in his time and culture. It taught that our destiny was not pre determined
by the Gods but by the choices we made. Dialogue is so powerful as it enlightens the
person we are talking with to take responsibility for the situation they are in and take
action to change their situation.

With the Magic and Power of Dialogue your prospects will consciously and
subconsciously agree with themselves that they have the ability to change their situation.

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So instead of you trying to persuade them with 'traditional' selling techniques, overcome
their objections and try to 'close' them, they will persuade themselves and close
themselves. Remember they have the answers to what they are looking for. But they
might not know those answers until you ask them your skilled questions that I will show
you that will bring out those answers, and they will come from them, not you. When you
master this skill set they will be open to looking at your solution and owning your
solution as opposed to being persuaded to take on your solution. They will give
themselves the credit for finding it and give you the credit for helping them.

I would say the worst 4 words you could ever hear from your potential prospect is 'your a
great salesperson' Why? Because if they say that you know they view you as just another
salesperson trying to sell them something instead of viewing you as an Trusted Advisor
who is only focused on them and what they are looking for..

Here is a short video clip of 5 salespeople I trained that were all making about 10k a
month on average and now all of them are well over 50k a month, and 1 of them over 90k
a month selling the same thing they were before I taught them the 'New Model of selling
that I am about to give you access to:

So here we are we have now Discovered how selling has changed, we have discovered
that we now live in the PTE and we have discovered the 3 forms of communication and
what the HIGHEST form of persuasion is.

Now let's go over the primary differences between the "Old model' of selling taught by
the old gurus and the "New Model' of selling for the Era that we live in today.

If you flick through the pages of business magazines, sales training books and other
traditional sales training material, you will likely keep seeing such things as,

Accept rejection as a normal part of selling

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Be thick skinned and relentless

You gotta work harder

It’s a numbers game to get to as many NO's as you can to get to a YES

Always be Closing,

Overcome your costumers objections

Chase the sale.

In the traditional sales model it’s all about getting the sale at the expense of the human
relationship with your potential customer. It’s the salesperson against the customer
mentality, like your going to war everyday against your prospects, trying to manipulate
and win them over to the sale. Now I want to ask you For the customer do you think this
approach is transparent and used on them all the time, by salespeople from all industries?
You bet it is.

Do you think they can feel that from you when your making you sales pitch?

And then what happens? They get defensive, throw out objections and reject you right?
Does that sound familiar to YOU?

Did you know that Traditional sales techniques contradict everything we know about
what it takes to build relationships. Wouldn't it be common sense that selling should be
about creating new relationships with potential customers. Think about it, do you like
being pushed into buying something, or talk to someone whose only agenda it to get what

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they want? How do you feel when a salesperson uses closing techniques on you, or tries
to persuade you to buy something from them? You automatically put up your defensive
wall. Have you ever considered that your potential clients are doing the same thing to
you because of how you are communicating with them?

The AVERAGE salesperson will always get a high occurrence of rejection and objections
when using traditional selling techniques or telling, or presenting their solutions to early.
In other words, the focus is on the need to tell your solution, before first establishing if in
fact your potential client has a problem, the cause of that problem, how the problem is
affecting them, and whether or not you can help them.

Now lets contrast the 'New MODEL' of selling

The 7 Figure Salesperson knows that the sale is not made at the End with the old Closing
techniques and objection handling skills, its made during the Discovery Process where
both you and your potential customer are discovering what your prospect is looking for,
and why they are looking for it and how you might possibly be able to help them.

Now the 'New Model' of selling reverses the traditional sales model so often taught by the
"OLD SALES gurus". The traditional model primarily focuses on presenting, closing,
objection handling, and it puts the emphasis on you and your agenda of making the sale,
instead of learning what your potential customer is looking for and why and whether or
not you can help them.

The sales techniques taught in traditional selling for the most part make salespeople
uncomfortable and worse FOR YOU make YOUR potential customers you are talking to
extremely uncomfortable. Did you know in a recent national survey in America that 82%
of salespeople feel uncomfortable with traditional selling techniques they are told to use
by their sales managers? And those same 82% feel uncomfortable having these same
traditional selling techniques used on them.

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Like I mentioned previously Its the primary reason you keep getting rejected and
objections all the time. The OLD school way of selling focuses on presenting your
interpretation of the solution, not on understanding the logical and emotional
needs/problems of the potential customer.

The New Model of selling, the 7 Figure model is a way of Communicating that has
actually been around for thousands of years and will stay with us forever. It goes far
beyond just 'selling'. Its where the R' word for rejections gets replaced with the R word
for 'relationship'. It will completely change the way your potential customers view you as
a salesperson. You can go from the 'dreaded salesperson' to a "Trusted Advisor', it will
attract people to you like a magnet. In fact it’s really no different than having a normal
conversation with a friend, except it will be a very very skilled conversation.

It flips the traditional sales model on its head, 85% Engagement and building Trust, 10%
presenting, and 5% committing (aka closing).

I am going to give you a sneak peek of what I call the "Power of Dialogue Framework"

This is the complete breakdown of the New Model of selling. In the weeks that come I
will be teaching you the exact questions to ask at the right time in the conversation that
will allow your potential customers to persuade themselves and set you completely apart
from any salesperson in your office or your industry for that matter and get you into the
Top 1% of your entire industry.

So how can you use the New Model of selling the 7 Figure sales model to go from just
being AVERAGE in sales to the multiple, multiple 6 figure and even 7 Figure Level? Its
actually quite simple once you start learning and implementing the skills I will be giving
you access to each week...

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