This May Be The Reason You’re Not Closing More Deals
When’s the last time you had a huge ah-ha moment? And when’s the last time that ah-ha moment was realizing you had a huge blind spot hindering your business?
My big ah-ha moment of realizing my blind spot happened recently. The frustrating part of this “big” realization was people had been telling me for the last two years what I needed to know, and I kept dismissing the suggestion. Now, don’t get me wrong, I listened to what they had to say and appreciated their input, yet, I had a whole laundry list of why I didn’t need to do what they were suggesting. What I was doing was working, so why change?
A few weeks ago in order to deliver a particular training, I was forced to implement the very suggestion people had been giving me for years. And, I’ll sheepishly admit that not only was the training tremendously better for the participants, but I’ll also never go back to my “old way” again. I freaking loved it. It fulfilled me in ways I can’t begin to describe.
So now, please allow me to challenge you for a moment and ask, “What have people been suggesting to you over and over again in regards to your business that you’ve been dismissing?” Consider putting some deep thought around your true reason for not taking the suggestion? Is it pride, ego, shame, overwhelm, lack of knowledge, etc. holding you back? In my case, it was shame.
The suggestion clients kept giving me was they wanted to see me during the trainings that, up until a few weeks ago, I had always taught as a teleclass. When people asked why I didn’t offer my trainings as webinars, I had a list of reasons that sounded valid and well thought out. However, the truth was I hate seeing myself on camera. It’s uncomfortable and kind of embarrassing. My inner critic has a lot to say when I have to watch myself on camera and frankly my inner critic can be incredibly cruel.
When it comes down to it, I’m willing to be uncomfortable and embarrassed when it makes the experience for the client better. You may have heard this from me before; relationship selling should be about the client, not about you. As soon as I realized the client’s experience was better, I was totally sold on the suggestion. As it turns out, my experience was better because I was no longer focused on what I looked like on camera, I was focused on the participants in the training.
Your Savvy Sales Tip this week: Ask yourself, what are clients consistently asking for that you have yet to give them? Put some effort into giving their suggestion a try and see how it impacts your business. For the suggestions that make a positive impact to your bottom line, consider implementing them long term.
It’s easy to get caught up in thinking, “Why would I possibly change what appears to be working?” Yet, when multiple people are saying the same thing to you, it’s time to get out of your own way. You may be costing yourself the business.
Wishing you continued success this week.