Mindset shift #037 - How I cheated my clients from growth

Sep 08, 2019
 

Have you ever entered a sales meeting with the expectation that the client wouldn’t buy?

You know, that type of meeting where you feel they’re gonna say no to your proposal but you’re gonna try it anyway?  Sounds familiar?

Yeah.

I think we all have been in one of these meetings at one point in time whether you sell a product, a service or your business idea. and at the end of it, we said to ourselves, “I knew it!” “Exactly as I expected, they’ve said no!

Recently I was in one of those sales presentations where I didn’t expect the person would buy. Honestly, I didn’t believe they can afford it and so I went in with the expectation they’re gonna say no.

I have created in my mind a story for why they wouldn’t buy. “They’ll think the price is too high”, “They are just a start-up”, “It’s the bad time of the year” and my list of excuses went on and on.

And I have made the decision for them even before we started the call.

How do you think I behaved on the call?

Do you think I was sharp as a tack and confident that what I’m offering will absolutely solve their problem?

Or was I laid back and more casual looking for those clues that will sustain my pre-made idea?

You guessed.

It was the latter.

Luckily for me, I was wrong and despite not being at my best in that sales conversation they said yes to my proposal.

What I’m learning is that I created stories for people to justify their decisions and even worst, there have been times when I decided not to present my offer to people cause they’re too small and don’t have the budget.   

So many times I’ve decided against myself and I’ve cheat people from the growth that would come if they would stretch themselves and make the money to work with me.  I’ve made agreement with what I’ve thought was their limitation.  

The mindset shift you want to make is to let your customers make the decision for themselves. Don’t prejudge their ability to buy your product or service, don’t find excuses for them and enter every sales encounter with the expectation that they’ll buy from you.

If you had a similar experience, comment below and lets us start a conversation.  

Thank you for tuning in.

Take care.

Bye-bye.