There’s a misconception out there that some people are good at sales and some people aren’t, and there’s not much you can do about it.

Well, that just isn’t true.

Sales effectiveness is really just a matter of having proven structures. And there are really only three areas that you need those structures for:

One-to-one: The place to begin is with your one-to- one high-ticket selling system, where the prospective client does most of the talking while you’re listening. We want entrepreneurs to start with this, because it’s like getting paid to do market research. You’re making sales while you learn about their biggest concerns, aspirations and dreams, and they’re telling you exactly what they need and how you can help them.

This structure can also be very lucrative. Using our high-ticket selling system, many of our clients are closing 20–25% of their calls. So it can take fewer than two sales a week, at the $2,000-plus level, to turn that six-figure- a-year dream into a reality!

One-to-many: This is your structure for selling while you’re speaking on live stages or teleseminars and webinars. Here, you’re doing most, if not all, of the talking, and your prospective clients are listening. This is where the market research that you learned during your one-to- one conversations really pays off.

Being able to say the words that are circulating in your ideal clients’ minds makes you powerfully effective when you make your invitation to work with you. In addition, all of that research leads you to your Irresistible Offer, so, not only are you saying what they’re thinking, but your offer is exactly what they need.

Online: The ultimate test of your sales structures is being able to use the tools for an online launch, where you’re mostly using printed copy. You’re not getting any feedback at all from your prospects, so you had better already know what’s going on in their heads.

How did you find that out so that you could write effective sales copy? You listened during your one-to- one conversations!