NOW I SEE IT… in 1999 there was a now famous test conducted by Daniel Simons and Christopher Chabris called "Selective Awareness". You can see it on YouTube. It showed people passing a basketball back and forth. The viewers were asked, "How many times did they pass the basketball?". After the viewer gives their answer they were then asked a rather incongruous question… "Did you see the gorilla?". During the 20 second experiment, an individual dressed up in a gorilla costume had walked across the court. An astounding 46% of the viewers did not see the gorilla! They were so busy counting the passes made with the basketball that everything else was blocked out of their vision. This phenomenon is called "Selective Awareness". The gorilla is very visible on a second viewing.
In the Sales world it is very easy to get so focused on one particular task that everything else gets blocked out…more Selective Awareness. Sometimes when Salespeople are blocking things out they do so at the expense of missing some very important opportunities. Selective Awareness is definitely an asset when you are highly focused on a particular situation. At the same time, it is not always an asset. Here's why…
Here is your ACTION STEP… it is a very safe assumption that to build a great Sales Business you must develop a large Sphere of Influence. Every successful Salesperson generates a tremendous amount of business from people they know… especially when you ask for referrals. This list of people should encompass everyone in your life. Sometimes that list does not include nearly enough people. Do not be selective, don't miss the gorillas that are walking across the stage in your life every day. When in doubt… add them to your list:
WHAT GORILLAS MIGHT YOU BE MISSING?
1. Past clients
4. Business associates/professionals (your dentist, your insurance agent, your attorney, your accountant, etc.)
5. Business acquaintances (your dry cleaner, gas station, coffee shop, etc.)
6. People from your past (example: old school chums)
7. People at your place of worship (some Salespeople avoid this one, others do a great job of helping everyone they meet… it's your choice)
8. Parents of your children's friends
10. Etc., etc., etc… in other words… everyone you touch, every day
The longer you are in Sales, the larger your list should become. Because of Selective Awareness… sometimes we "miss the gorilla that's right in front of us! ". Make it a rule to do the following… Add one name per day to your list, five days a week. Keep all your senses open to the following question "Who could I add to my Sphere of Influence today?". In reality, everyone usually knows 100 more people than are on their list. What "gorillas" have you forgotten to add to your list? For sure you will do more business and make more sales if you ask everyone you know for referrals. Start adding one name a day so you have more people to ask. NO Excuses.