It’s coming in as somebody who’s diagnosing, not demonstrating. So you can come in with your product or your service and think oh my god this is so great. Demonstrating value it’s like me saying to you: ‘hey look how good I am, look at my nice car, look at my nice house.’ It’s great that I have that, but I’m putting myself in an inferior position because I’m trying to prove to you my worth. I’m trying to prove to you the worth of my product or service. But when you’re in a superior frame, and you’ve got to take that role sometimes. You come in there with a strategy of preeminence that your stuff is the best and you’re only going to accept the best for your clients. So you come in there with this authoritative kind of tone. Where you’re friendly, but you know your stuff. You go in there not demonstrating value, but diagnosing problems.
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More clips from Episode 17 featuring Tony Robbins’ Top Field Sales Rep – Eli Wilde: