One way is to convince them that what they are doing used to be right, but might no longer be as effective today. Frame your message in a way that they can relate to, emphasise the “Why me?”
For example:
- Paying off a home mortgage used to be an effective investment strategy. But now there are so many other options for using the equity in your home to purchase investment properties.
- Thirty minutes of exercise three times a week used to be good advice, but now you have to do forty minutes four times a week because of even more desk-based jobs.
- Salespeople used to focus on product knowledge, but customers with Internet access now come to the sales meeting armed
with all that knowledge themselves.
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