There are lots of things we hate talking about…
- Why something went wrong – especially if it’s our fault!
- Asking for feedback, when you suspect it’ll be negative
- Giving feedback, when you know it’ll be negative
- Talking about price
- And so on
The easiest way to master these hard things?
- Make them harder
- Practise them out loud
For example, let’s say you hate telling customers your price is £500.
Step 1: make it harder. Add two zeros on to it – meaning the price is now £50,000
Step 2: practise saying this ‘harder’ thing out loud. So repeat aloud "the price is £50,000… the price is £50,000"
The more you say this ‘harder thing’, the more you feel comfortable saying it.
Then, knock off the zeros and practise saying the normal amount out loud. "The price is £500…"
And all of a sudden the price £500 seems like a bargain!
And next time you say it to a customer, you’ll say it with much more certainty and confidence. And when that happens, they’re more likely to buy-in. And – more importantly – buy.
Action Point
You know that conversation you’re dreading today? Well, make it harder and practise it aloud a few times. That should make things easier later – for both you and them.