Practical Sales Training™ > How To Lose The Sale > Knowledge Blindness
What is it?
It can be all too easy to lose touch with the value of your knowledge, advice, experience or contacts. As such, we can undercharge or even give things away for free to our detriment.
Why does it work?
Knowledge blindness can lose you the sale because you either give away too much for free and the client doesn’t buy, or you make your offering sound so easy that they don’t really value it or even consider doing it themselves.
How can you use it?
To make this work, you need to reconnect with the true value of what you do and there’s a number of things to consider.
Focussing on what your buyers “get” rather than simply what you “do” is the only way to solve this.
- Attract clients/staff/visitors
- Retain clients / staff
- Save time
- Quicker result
- Longer lasting result
- Save money
- Exclusive access
- Make money
- Can do more (volume)
- Can do more (ability)
- Improve conversion
- Learn something
Hypothetical Example:
A social media consultant spends an hour with a prospect, freely sharing strategies, content ideas, and even a full posting calendar template to “prove their expertise.” The prospect leaves the call saying, “Thanks, I think I can do this myself now,” and never becomes a paying client.
The consultant undervalued their knowledge-treating it as “easy” because it’s second nature to them. If they had focused on the outcomes (e.g., faster growth, more engagement, higher conversions) rather than the “how-to,” they could have demonstrated value without giving everything away.
Evoke a feeling
See also
