Recorded and written By Ari Greenbaum, co-founder of conXpros
Bias is a destructive thing. More often than not, sales professionals allow their bias and pre-judgements of prospective clients to dictate the results. As a home improvement or home services salesperson it is challenging to refrain from “judging the book by the cover” as you arrive at a home. I have been there and experienced the negative results of such thoughts. I have also learned that the same judgement and bias, when removed opens the door to massive opportunity. In this video I detail some examples of bias impacting the results here at conXpros with our own team as well as our clients. I also share those personal experiences when I was actively selling to homeowners various services such as window replacement, roofing, or heating & cooling systems. I am human like you. Until I analyzed my own thoughts and results, I missed many fantastic opportunities to gain a new client. However, once I recognized what I was doing and more importantly applied changes to my thinking, the positive impact was amazing. As I have shared many times prior to this post, consistency is the goal for any salesperson striving to be the best at what they do. Bias makes it virtually impossible to be consistent due to approaching each opportunity with different mindsets and judgements. The world is messy enough due to the pre-judgement and biases of people. By removing bias from our thoughts when entering a sales encounter, you will achieve optimal results. Then the only bias you should have is reminding yourself just how tuned in and awesome you are!