<p>"And they are making sales. Ari, if the numbers game leads to sales, why should I change? Deep down, the old numbers game just feels wrong somehow... can you give me some insights so I can unlock myself from having to follow everyone else's path?"</p>
<p>Interestingly enough, I had just gotten off the phone that morning with Harold Cameron and Ann Thurman, who have both been using the Unlock The Game Mastery Program. They shared with me how the idea of the numbers game has taken on a whole new meaning since they started using their new Mindset.</p>
<p>And they gave me actual, specific before-and-after numbers detailing the changes in their selling results. But they aren't numbers in the way you think -- "more calls equal more sales."</p>
<p>In a minute, I'll let them tell you about their experiences in their own words, but first I want to say a little more about the mystique of the old "numbers game" and why most people who sell still think it's the only way to go.</p>
<p>The whole idea of the old numbers game is that if you spend enough time "dialing for dollars" you're bound to make the occasional sale.</p>
<p>Then, when you do make a sale, you believe even more that the number of calls you make is the secret of success -- the more you call, the more sales you'll make. Everybody assumes that because the old numbers game works once in a while, it's the way to go.</p>
<p>In fact, almost every sales manager in corporate America uses the numbers game to measure their salespeople's success.</p>
<p>So if you're a sales manager or work for a sales manager, this article may come as a real shock.</p>
<p>The wakeup call here is that it isn't about how many sales you're making with the numbers game, but how many you're losing. Think about it.</p>
<p>When you're operating out of the old numbers game paradigm, how many leads do you burn through with every call you make? And how much time do you spend chasing and following up with prospects who will probably never buy?</p>
<p>From the Unlock The Game perspective, the old numbers game creates a dialing "rat race." You're trapped, making huge numbers of calls to reach that tiny percentage of prospects who will buy from you.</p>
<p>Well, here's what Ann and Harold have to say about the numbers game. And though they're in very different business environments, they've had similar experiences since they adopted the Mastery Program</p>
<p>Ann's Story</p>
<p>Ann Thurman recruits real estate agents for a residential real estate firm in the Seattle area. She had been dialing literally hundreds of prospects a day -- the essence of the old numbers game: "I was making 200 to 300 calls a day. It was taking 6 or 7 hours, and I was lucky to get 10 seconds of my script in before agents would hang up on me."</p>
