“Be honest with me.”
“I’m open to feedback.”
“Tell me what you need.”
All things I’ve said to my wife over the years.
The only problem? She didn’t feel comfortable giving me candid feedback the first year of our marriage.
And I couldn’t figure out why.
I was saying all the right things.
But then I figured out the issue. I wasn’t responding well to her feedback.
Because of my own insecurity, I often responded with impatient sarcasm. My classic response when I feel inadequate.
I asked her to be more honest with me but I was making it hard for her to do so.
We can do the same thing to our prospects.
We tell them to be honest about what they think about us, our price, product/service, etc.
But when they give us feedback, we don’t lean in.
Instead of being curious, we get defensive.
Your prospects don’t want to hurt your feelings.
You have to show them you won’t take things too personally.
Here’s something you can try.
When someone starts to give you feedback, say this…
“Thanks for that. I imagine that wasn’t the easiest thing to say. If you’re comfortable with it, mind sharing more about that?”
A tiny bit of empathy goes a long way.
- Reply Method Guide. A proven messaging framework for increasing response rates, setting more meetings, and closing more deals from your cold emails and cold calls.
- Join the Community. Prospecting is hard, but that doesn’t mean you have to do it alone. Get access to a community of like-minded sales professionals and premium sales training at an affordable price.
- Work together. Get help motivating your team, saving pipeline, and arming your reps with fresh prospecting tactics. Contact me to talk about training, coaching, and workshops.