Those who knew Lynn well might question whether she had a backbone. She rarely stood up for herself. She was extremely accommodating with other people, often at her own expense. Consequently, as an entrepreneur and solo business owner, she struggled to make a living. She brought that same quality to her business and it suffered financially.
A recent example was when Peggy asked her to do some work. Lynn quoted her price and quickly backed down when Peggy protested the cost. Lynn reasoned that by giving a discount on that occasion that she would be hired and receive more work in the future. However this analysis failed to take into account that Peggy didn’t have the same understanding and value system as she did. Consequently, on the next occasion, Peggy started with the lesser price and was prepared to negotiate downward from there. It left a sour taste in Lynn’s mouth and flavored other interactions.
Her desire to improve her financial condition prompted Lynn to examine her shortcomings and make a change. As a sales person, she disliked asking for business. She saw her tendency to fold during negotiations because she focused on keeping the peace and preserving the relationship. While these qualities have value, they were getting in the way of her making a living.
The moment of triumph came when Peggy’s partner contacted Lynn for a small job. At first Lynn felt disappointment that her services were being under-valued and she thought to turn down the work altogether. Yet her need for revenue-generating activities won out. So Lynn quoted a price based on a minimum charge. Much to her surprise, the partner accepted it, and after experiencing the results, hired her for a much bigger job. It was clear evidence to Lynn that standing in her power closed more sales.
About Dr. Nancy Zare
A psychologist and retired professor, Dr. Nancy Zare has dedicated her life to helping people communicate more effectively. She earned her masters and doctorate from Boston College, and is past president of the National Speakers Association of New England. She is the author of the books, Workplace Hostility, Myth and Reality, and Closing More Sales: Introduction to AlikeAbility™ as well as numerous articles.
From her experience in both business to business and business to consumer sales, Nancy founded Rapport Builderz in 2012. It teaches people how to sell professional services. She created the Rapport Builderz Club to provide structure, support and accountability to sales professionals and entrepreneurs. Contact her to receive a complimentary AlikeAbility™ Assessment and Analysis to understand and improve your selling style.