Ep 74: How to Sell Without Your Ego with Michael Hanson

Problem: How to Leave Your Ego at the Door

When it comes to our businesses, we often feel as though they are an extension of us. If our companies are struggling we’re struggling. When our businesses are successful, we feel successful. Among other things, this type of mindset can lead to bruised and inflated egos. In terms of sales, however, we have to leave our egos behind us. Going on a sales call with a fully inflated ego can lose you more than just one sale. After all, word-of-mouth is still one of the things that customers rely on the most.

There are certain motions that are driven by their ego that is actually stopping them from selling.

The Steps to Selling Without Ego

Your ego will always be with you. It’s not something you can just get rid of. However, it is important to recognize when it’s rearing its ugly head. 

Step #1: Identify how your ego gets in the way of selling

Michael and the team over at Growth Genie have identified eight ways that your ego can get in the way of you making that big sale. Recognizing these things is the first step to not letting your ego take over: 

1. Desire
2. Fear
3. Anger
4. Resentment
5. Agitation/Anxiety
6. Lethargy (Laziness)
7. Doubt
8. Pride

[Desire] is actually the first one and the most common one that we see. People are focusing on the outcome rather than talking to the person.

Step #2: You can never get rid of it

Unfortunately, your ego isn’t just something you can lock up and get rid of. It’s something you’re going to need to recognize and control.

There is a place for your ego but you’ve got to recognize when it’s getting in the way of you doing your job.

Step #3: The antidotes

1. Desire: Stop focusing on the outcome. Be curious and have a conversation with the person in front of you. Build that relationship first. 
2. Fear: Think about a time when you were successful or speak to someone that will raise you up.
3. Anger and Resentment: Forgive yourself and forgive others. Be calm, breath
4. Lethargy/Laziness: Try to be inspired. Surround yourself with mentors and things that motivate you to do well.
5. Doubt: Believing in yourself is a strong tool you can use in many different situations. It is often easier said than done, but it is an important skill to learn.
6. Pride: Being humble. A great thing to do is to reach out to people who have both turned you down and ghosted you, in order to get feedback on your performance. This is a great way to learn humility as well as a way to learn how you can improve.
7. Personalization is one of the generic ways to fix most of these issues. Focusing on the customer and what the customer needs is one of the best ways to check your ego at the door. Because, in the end, it is about how your business can help people; it’s not about you.

No matter the situation, there’s always a way to turn things around.

Resources about selling without ego, which Michael recommends:

• Connect with Michael via LinkedIn if you have questions about this topic
• Books on how to build relationships are a great sales tool

Michael’s Personal Mission Statement: Help people in whatever they’re doing.