Can I ask you a question? Have you ever felt like you’ve wrapped up a deal, only to think later, “Hmm, could I have gotten a little more out of that?” If you have, don’t feel bad because you’re not alone. Sometimes, we get so excited to close the deal it’s easy to leave money on the table without even realizing it.
Consider this: every interaction with a client or customer is a potential opportunity waiting to be unlocked. Are you really maximizing each one? Are you digging deep enough to understand the clients real needs, the problems that keep them up at night? Sometimes, it’s really easy to be so focused on the product or service we’re selling that we miss the chance to offer additional value, solutions they didn’t even know they needed but would gladly pay for.
Don’t think about this as you being pushy, it’s about you being insightful. It’s about understanding the full scope of what you can offer and how it can truly benefit your clients. Here’s a couple of ideas that might help. Maybe it’s an add-on service, a longer-term contract, or simply articulating the value proposition so clearly they see it’s worth a higher investment.
So, how do you make sure you’re not walking away from potential earnings? It simply boils down to a few key things you can start doing today:
- Really listen to your clients: Uncover your clients hidden needs and opportunities by asking more open-ended questions and actively listening for opportunities and customer pain points. By uncovering these hidden needs and opportunities it allows you to offer more comprehensive solutions.
- Know both your worth and your product’s worth: It’s important to be confident in the value you bring. Understanding your market, your competition, and the unique benefits of what you’re selling. Don’t underestimate your worth and be afraid to ask for what your product and expertise is truly worth.
- Always look for the “win-win”: Sales isn’t a zero-sum game. Let’s focus on creating the solutions that genuinely benefit your client while also making sure that you’re getting the value you deserve. This builds valuable long-term relationships and opens doors for future opportunities from referrals to repeat business.
By keeping these points in mind, you’ll shift from just closing deals to truly maximizing your potential and, ultimately, putting more money in your pocket. So, the next time you’re in a sales conversation, ask yourself: “Am I seeing the whole picture, or am I leaving money on the table?”
