We all have too big of an ego, and yes, there are times when you need to have an ego, but there are other times you need to put it in check.

One of those times is in sales prospecting.

When you’re developing your prospecting list and plans, is your ego working for you or against you?

I’ll argue too many times it works against you because it convinces you a certain lead or prospect is not worth your time or there is no way you would ever be able get them to buy from you.  Both of these are huge problems and they result in too many salespeople from even putting their foot forward and trying.

A prospect might be too small to go after. I get it. You do have to have criteria, but base your criteria on fact not on a gut hunch that is being driven by your ego.

Second point is about how you may believe a sales prospect is not worth calling on because they’re simply too large and out of your league.  Again, says who?  You don’t know until you try.

Use your ego to work for you and not against you.

Use your ego to motivate you as to why you know you will be successful. The ego is a powerful tool and if used right will help you have the level of confidence you need to make key prospecting phone calls and important prospecting sales visits.

To help you use your ego in the right manner, take a piece of paper and write down all of the ways you’ve been successful.  Make copies of that list and keep a copy by your phone, by your computer, in your car and wherever you might see it when you’re thinking about sales prospecting.

Since we all have an ego, you might as well use yours to help you close more sales.

Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.

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