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Page 1 of 3 A powerful new paradigm is rumbling through the world of sales, transforming how professionals relate to and connect with their clients, vendors and employees. In contrast to previous sales techniques, seventh generational sales puts the client firmly in control -- with enormous benefits to both prospect and salesperson.
Richard Stewart and David Jackson of The Sterling Co. can tell you about the benefits of seventh generational sales. Before transforming their business, Stewart and Jackson employed six staff members to help service 831 clients. They spent an average of 62 hours per week managing $74 million in assets. One of their first steps was to sell off $15 million worth of assets under management--the portfolios of nearly 600 clients. This bold move gave them time to apply the principles of the new paradigm with their remaining clients. Within a year after they began to transform their interactions with clients, Stewart and Jackson went from managing $59 million of assets to $102 million. They now work with only 203 people who meet their ideal client profile. Their reduced workload means they only need one full-time staff member. All three take Fridays off as part of a 28 hour work week. They often fail to get all 28 hours in, too. Stewart took 151 days off in 2000 while Jackson skipped 139. Are they suffering financially? Not at all. Profits are up 24%, and personal before-tax income is up 41%. Theirs could be an isolated example... except for the fact that Stewart and Jackson are in the company of other financial professionals who've achieved similar results by changing the way they "sell" their clients. This new approach is more profound than simply trying a different sales style or technique. It represents dramatic evolutionary change, the way the Internet represents dramatic evolutionary change in access to information. That's why I call this breakthrough Seventh Generational Sales.
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