My customers were describing the difference I made in their professional lives and why it mattered, in their words.

They were gifting me, my impact. My value.

This realisation instantly changed the way I saw myself. It gave me strength, courage and inspiration.

It made me realise, I was enough.

As a sales professional, we must be mindful to not let our enthusiasm for demonstrating our superiority blind us from our Customer’s readiness for change. While features and benefits look good on paper, benefits will turn into threats if the Customer doesn’t feel safe with the change process.

Information alone is rarely enough to change someone’s behaviour.