If I Had a Million Dollars

If I Had a Million Dollars–this is not only a great song by Barenaked Ladies, but also a predominant thought of many highly commissioned salespeople.

In the “money” portion of our sales training programs, we often ask the question: “who wants to double their income?” or “who wants to make a million dollars this year?” It’s amazing and puzzling to me how EVERYONE wants to make a $1,000,000 a year, but very few do. Why is that?

Here are a few observations I’ve made in my little petri dish (I mean sales training room):

1. Belief they are worth it: Those who earn more tend to have a different economic self image than average commission earners. They tend to value their time more and are more discerning of clients.
2. They expect it: Spend some time with a person who makes $100K and then with another who makes $250K. The difference: the $100K person HOPES that they’ll make $250K and the $250K person EXPECTS to. Expect it vs. hope for it.
3. They don’t THINK about it: While high commission earners are always aware of where their income is, they don’t let their income enter into the sales process. They are typically very PRESENT in the sales interaction with a buyer and not sitting there adding their commission in their head and then mentally spending it before the deal’s even done.
4. They HANG OUT with others who earn high incomes: Most average commission earners hang out with other average commission earners. High commission earners hang out with other high commission earners and senior leaders. You’ll see this in action at your next national sales meeting.

If nothing else, be aware that you and your thoughts are in control of your income–not your territory, your experience or grand economic conditions. Those all INFLUENCE your income, but YOU control it.

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Tagged as: money scripting, sales training, sales training programs