Principle 4
Applying the Principles of Successful Selling
Don't judge each day by the harvest you reap, but by the seeds you plant.
—Robert Louis Stevenson
In this chapter you will learn many of the skills to drive large revenues to your company, which will ultimately help you to become an Affluent Entrepreneur. You will learn the Affluent Entrepreneur's ultimate Sales Success Formula, which I believe is one of the most important equations sales professionals can use to produce amazing results. Next, you will learn 12 proven prospecting strategies. Finally, you will gain insight into how the top-performing IBM salesman, Ross Perot, became a billionaire.
Starting Young
Let's face it, becoming an Affluent Entrepreneur is not going to happen overnight. I believe Affluent Entrepreneurs are developed over time through hard work, trial and error, and sure determination. In other words, Affluent Entrepreneurs are not born—they are grown and nurtured. The best way you can ensure that your children will become Affluent Entrepreneurs is to cut them off financially and teach them to fish for themselves as early as possible, ideally in their mid- to late teens as my parents did with me.
When I was a young child, my parents told me that I could have anything I wanted so long as I was willing to work hard enough for it and also pay for it myself. This knowledge sent me on a journey as a young boy to mow grass, shovel driveways, and eventually, to sell Detroit Free Press subscriptions door-to-door ...
