We all run into painful situations with clients and prospects. Some more painful than others! Of course, we have to determine how to resolve the situations. But there's something else you should do. It's something that's easy for me to say, but likely not easy.
Ask yourself: What lessons should I learn from this? What can I take away so I don't end up in the same situation?
You're not going to be able to avoid uncomfortable situations. But I encourage people to remember Sandler Rule #23: The Best Way to Get Rid of a Bomb is to Defuse It Before It Goes Off.
What does that mean?
Let's say you have a big deal that you're working on, but something is tugging at the back of your mind. For some reason, you're hesitant or leery. Maybe you had a past experience, and now you're wondering if the same thing is going to go bad now.
Bring it up!
Of course, it's always easier to see this in hindsight. But if there's some red flag, and you think the situation may go sideways, bring it up early on, even if it's uncomfortable! Talk about it in advance!
When I get a sense there might be a challenge, I ask, "How are we going to handle it if we run into this issue?"
Or, if you have a client that's ongoing, a great question to ask is this: "What does it take to get fired from doing business with you?"
It's amazing what a conversation that can open up! Very few people, if any, are asking your clients that question.
So the next time you see any sort of red flag, remember Sandler Rule #23: The Best Way to Get Rid of a Bomb is to Defuse It Before It Goes Off.
