| p>There are moments in life that money could | | | | We've all heard about this theory at one time or |
| never buy. These priceless moments are lasting | | | | another. Maybe it was the story about "Aunt Judy |
| lessons in life. They bring us back to a time in our | | | | losing all her money in one stock" or the story of |
| youth when our mother, father, uncle, aunt, | | | | "Uncle Jim Bob who risked his entire life savings in |
| cousin, teacher or friend gave us a bit of advice | | | | a bad business investment," these stories are the |
| that may have meant nothing at the time, but | | | | same no matter who tells it, but it's the life lesson |
| then later in life it was realized how that moment | | | | that's important when you're engaging prospects |
| was a life changing event. | | | | during the sales prospecting process. |
| For some, that moment in time was empty, a | | | | This theory is something that you could use to |
| vacuum of just dust and held no meaning. For | | | | overcome or handle certain sales objections. While |
| others, however, that moment in time was | | | | your prospects may have heard of this theory in |
| frozen knowledge that could be used as a source | | | | the past it doesn't necessarily mean that their |
| of guidance later in life. These types of life lessons | | | | actively practicing this theory. The mere |
| can also be applied to the conversations that we | | | | suggestion of this theory helps to bring the life |
| have with our sales prospects. | | | | lesson from their unconscious to the conscious |
| One of these life lessons is called "The Egg | | | | mind. |
| Basket Theory." The premise of this theory is the | | | | It creates awareness and helps your prospect to |
| idea of risking everything that you have in one | | | | realize that they it's important to protect their |
| investment, one customer or one vendor. And | | | | interests so that they don't get left in the cold. |
| the repercussions of this theory are devastating. | | | | Can you think of a recent sales conversation with |
| Basically, the end result is you could loose it all, | | | | a prospect where you could have incorporated |
| everything that you have and in the end, you're | | | | this theory? If you can, then maybe you learned |
| left with nothing! | | | | another lesson in life! |