How Mistakes Help you Sell

14th May 2013 | By Frances Pratt


People often ask me what to do about mistakes that they make in their business.  My answer is always the same, use this to tell positive sales stories about your business.

That might sound counter-intuitive …  but it isn’t … let me tell you how this sales technique works.

Everyone in the world makes mistakes.   There is something “too glossy” about a person or a company that doesn’t own up to their mistakes.

Most companies are used to fessing up to an individual client, but I would like you to take it a step further.  I often use mistakes in talking to new clientsWhat this shows:

  1. You are honest

When you make a mistake you own it to the point that you are happy to talk to potential clients about it.

  1. You respect your clients

It shows that you have the respect to be open about the mistakes you have made and the outcomes of those.  Respect is easy when times are good, this helps you show how you show respect when the going gets tough.

  1. It shows your process

It shows a prospective client how you go about dealing with things when mistakes happen; as they do and will in the future.  This is a great thing for your clients to know about.  If they need to use it – they know how to approach you and how you might respond.

  1. It shows you are a learning organisation

My friend Einstein says that insanity is doing the same thing and expecting a different result. The most important element that telling these stories shows to others, is that you learn and change when you make a mistake.

When I use these stories they are well received by the audience and have built trust in me and my company.

YOUR HOMEWORK:  Think about some mistakes that you could turn into stories to show your company in a better light.

Let me know how you get on!


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