As we’ve discussed in prior articles, our ego is a motivating factor for much of what we do. This affects every relationship and every aspect of life, including sales. The salesperson has an ego and the prospect or client has an ego.  Whether ego is good or bad isn’t the question (in my opinion, it is neither…it simply is what it is and depending upon the situation can either work for us or against us; for humankind or against it), nor is it the problem.

The problem is that typically, while we are being controlled by our ego, we are not aware of the fact that we are being controlled by our ego. In this week’s Video Brief, let’s begin to look at how this relates to the sales process while digging into it deeper in Part 2.

The action idea for this week is really nothing more than making a study of the ego; yours, theirs, everyone’s. And, just as importantly, staying totally conscious of it. As you do this, you’ll be continually amazed by both your self-discovery and a greater awareness of human ego overall.

Speaking well of those on your team during your sales presentation not only doesn’t take anything away from you in the eyes of your prospect, but actually positions you even more positively. In this week’s Endless Referrals Video Brief, we’ll look at this in a bit more detail.

Applying this week’s action idea is easier than ever. You don’t even have to be in a sales situation to apply it; you can practice anywhere. And, as we discussed in last week’s Video Brief, be sure and build on your small successes.

In a previous video, we looked at four benefits of having a referred prospect.

With referred prospects…

1. It is easier to  set the appointment.
2. Price is less of an issue, so you can sell on value rather than on price.
3. It’s easier to complete the transaction.
4. They are already of the mindset that that is how you do business (since that is how they met you).

Let’s look a bit deeper at each one. This video will focus on the benefit of  “borrowed influence.

In the next Video Brief we’ll look closer at the benefit of being able to sell on value rather than on price.

And, of course…Make it a GREAT Endless Referrals week!

While there is certainly a time and place to step outside your comfort zone, it’s often more effective to continually stretch your existing comfort zone by building on your small successes.

This way, your comfort zone gets bigger and bigger and, being inside your comfort zone makes it easier to take the necessary action, gain confidence and improve your abilities.  This philosophy was taught by perhaps one of the greatest “coaches” that ever lived; the great fight trainer, Angelo Dundee.

Have you thought yet what you’ll take on as the action idea for this week? It really doesn’t matter what it is, so long as it contains some small successes upon which you’d like to build.

Make it a GREAT Endless Referrals Week!

We’ve all heard how important building or creating rapport is to the sales process. And, indeed it is.

But, what is rapport, what is it’s purpose, and how exactly do you build it? In this week’s Endless Referrals Video Brief, that’s exactly what we’ll discuss.

Now, be sure and act upon the Action Idea.  The more prepared you are the more comfortable you’re going to be, thus the easier it will be to focus on the other person. And, that makes creating rapport a whole lot easier.

And, of course…make it a GREAT Endless Referrals Week!