You might’ve read a book called ‘How to Win Friends & Influence People”.

Highly renowned book.

Or I’m sure you’ve read 1 summary on the book, at the very least.

In the book, they talk about having the other person talk more about themselves, and to appeal to their self-interests, to win them over.

They fall under ego.

If another person talks about themselves, they let their ego loose. They go on to brag or complain about their not-so-interesting lives.

If you’re appealing to their self-interest, they start thinking in future terms. This also speaks to their ego, because it helps them get closer to their status quo.

How does this relate to sales at all?

Let your prospect talk about themselves, appeal to their self-interest, and most of all, feed into their egos when your fact-telling.

Few examples, let’s say you’re selling diamonds. Super random.

“I’m sure you already know, these diamonds are ultra rare.”