Standing before an audience as a speaker, offers an unique view.

A sea of eyes focused on you. Each pair, windows to a feeling soul. An emotional mind, full of vulnerable thoughts carefully nestled away from the neural traffic accompanying the average corporate day.

As you speak, you observe the corporate distraction melting away. The impactful moments in your narrative relating to some more than others.

Immediately, you know you’re not alone in what you’ve experienced.

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.