Using Ego In Closing The Sale

 

Using Ego In Closing The Sale
By Kurt Mortensen

In persuasion, we are faced with the difficult task of building the egos of our listeners while placing our own egos on hold. In order to effectively persuade, you have to let go of your ego and focus on your objective. You don't have time to mend a bruised ego. Check your ego in at the door and remember your overriding purpose. Focus on persuasion, not on yourself.

In an interesting study, school administrators sought to find the ratio of positive to negative statements overheard in the schools' faculty lounges. Thirty-two schools throughout the nation were visited. Now would you be more likely to assume that there were more positive or more negative comments? Negative? Well, you're right, but you may not realize how right you are.

Researchers were shocked to tally up the statements and find that the ratio was 6 percent positive statements and 94 percent negative statements! This is certainly a startling result for those of us who find ourselves in positions of leadership.

Here's another very effective technique. Anytime someone challenges your abilities, especially your abilities to do your business, what's your immediate and instinctive reaction? To prove them wrong! Try politely expressing your doubts concerns about your prospect proposal and then watch the results. For example, if you said to a supervisor, "I'm not sure you're able to get those reps of yours producing, so I may hire a consultant." Don't worry, that guy will be on it, pronto! Or you can say, "Do you really have the power to help me out?"

The prospect will make sure to show you that he does indeed have that power! When employing this technique, however, be careful to avoid damaging the ego. When you cause damage instead of producing a challenge, you will create an air of indifference from your prospect.

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Another challenge to someone's ego is commonly used by sports coaches in a team environment. When during football practice a player is not putting in 100 percent, is late for meetings, or keeps making the same mistake, the coach has a perfect ego-based solution. He brings the team together and explains exactly what has happened with that particular player. He then has the whole team, except for the guilty player, run laps. This punishment is a challenge to the ego of this football player. Such a situation only has to happen once to be persuasive for each member of the team.

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There are many challenging messages geared towards our egos. Think of a multilevel marketing meeting, where managers say they are looking for "go-getters" and "people who can take action." Or what about a teacher who tells the student, "I'd like you to do these advanced assignments"? I have seen sales representatives make a subtle attack on the prospect's ego when they were not getting the sale.

They simply say, "I guess you don't have the authority to make that decision." You should see the egos take action! Another example is giving people credit for things they don't even know. When you give people credit for knowing something they really know nothing about, they generally will say nothing and allow you to believe them to be smarter or more aware than they really are.

The catch is that they then will try to live up to the undeserved credit that you have bestowed upon them in order to lead you to believe they really are smart. You have heard such phrases as, "You probably already know…." or "You will soon realize…" These are direct challenges to our egos.

When you find yourself in a persuasive situation, it is essential that you seek to enhance your prospect's ego in some way. Too often we present ourselves in a manner that instills feelings of threat, competition, jealousy, and mistrust. When enhancing someone's ego, be sure your praise is sincere and genuine. When we solicit someone's cooperation, everyone wins.

For example, what happens when a sales associate tells a woman she looks great in the dress? The woman changes back into her original outfit and heads straight for the register! She feels great and the associate gets her sale. Or how about when the lady in shipping says she can really tell you've been working out? You do your "Can you tell?" expression, and then the next thing you know, you're helping her carry boxes.

You get to bask in the glory of someone announcing that they think you look strong, and then you're extended the opportunity to demonstrate your power and might.

We can all learn from General James Oglethorpe's example. The general desired King George II of England's permission to establish a colony in the New World. Yet none of his arguments or presentations, no matter how carefully crafted, won the king over. At last, the general had a brilliant idea. He proposed that the colonies be named after the king. Suddenly, the general had not only permission, but abundant financial means and even people to help populate the new colony of Georgia.

There is a particular set of ego rules that should be employed when dealing with a superior. If you are trying to impress your boss, you should approach it differently from how you would handle an employee. Always make those above you feel comfortably superior. In your desire to please or impress them, do not go too far in displaying your talents. Otherwise, you might accomplish the opposite of what you hoped for by inspiring fear and insecurity.

When a student outshines the master, there is a blow to the ego. The master wants to appear more brilliant than the student.

Conclusion
Persuasion is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and win friends for life. Ask yourself how much money and income you have lost because of your inability to persuade and influence.

Think about it. Sure you’ve seen some success, but think of the times you couldn’t get it done. Has there ever been a time when you did not get your point across? Were you unable to convince someone to do something? Have you reached your full potential? Are you able to motivate yourself and others to achieve more and accomplish their goals?

What about your relationships? Imagine being able to overcome objections before they happen, know what your prospect is thinking and feeling, feel more confident in your ability to persuade.

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