One of the biggest impediments to sales success is buying into the “tall poppy” story. Where we either don’t believe in our own value or just underplay it thinking we’ll come across as pushy or salesy.
But these are stories we tell ourselves. Stories that aren’t true!
Not valuing yourself often comes down to being too close to what you do. Because you’re an experienced expert you think what you do is really easy. “Anyone could do this”. But they can’t.
I often recount how many times I’d rattle off something to a client and say that was really easy, only to have Barbara kick me under the table and later tear strips off me. “What you did was not easy. There was 20 years expertise, study and experience behind it. So stop undervaluing yourself.”
So stop taking what you do for granted. Start thinking in terms of the value your clients get from your wisdom.
And then get out there and tell potential clients how you can help. If they have an issue you can solve you owe it to them to let them know and give them the opportunity to buy. Which is a win win.
I’d love to hear from you when you’ve fallen into this trap…