Make of Break Your Presentation: How to Use Ego

We all have an ego, and at times a very fragile one. We all yearn to feel important. The ego, or the individuality of each person, demands respect, wants approval, and seeks accomplishment. Deep inside every man and woman is a desire for importance and approval. This ego of ours can cause us to act illogically and destructively, or it can cause us to act nobly and bravely. When our ego is starved, we seek nourishment for it in any way we can get it. Feed the hungry ego and it will be more persuadable. This hunger is universal; we need our ego fed on a daily basis. We have to have an affirmation every day that our worth as a human being is still intact and that we are appreciated and noticed.
Have you ever dealt with somebody that just refused to cooperate with you.
What about somebody who just seemed to blatantly and illogically stand in your way? Most likely, the perceived you as a threat to their ego (this of course, takes place in the subconscious mind). The other day one of my coaches was working with his realtor who helps him locate investment properties. They were engaging in a little small talk when my coach said to him "why is there an option to flat out decline an offer on a real estate purchase contract? Seems like an ego thing to me." The realtor agreed. They discussed for quite some time how logically, just flat out declining an offer isn't sensible. It's the seller's way of saying "how dare you offer me such a ridiculous price. I'm not even going to dignify this with a response." You can see how even in a field where numbers are key, buying and selling is still emotional. You can't ignore the ego.

Here's a great way to use ego. 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's 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 he'll be on it, pronto! Or you can say, "Mr. Prospect, you've been very helpful and it looks like you've got your job under control...but I'm not sure you can make this happen...can you?" My friend Jerry Clark calls this the "fluff, fluff, slam" technique. Build the ego, build the ego, SLAM the ego! 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. It must come off as more of a genuine question or concern than a direct attack. When you cause damage instead of producing a challenge, you will create an air of indifference from your prospect.

Contact John Page BCH CI 435-256-0315