2018 ended on a humbling note for me in some important ways, including a couple of screw-ups on my part. Nothing earth-shattering or life-threatening, just lesson-inducing. I’m sharing the most recent screw-up—and the learning it recalled—because, as usual, I think we can all benefit.

The screw-up: I got triggered by a question that someone (innocently) asked me via email and indulged in my reactive state by sending a lengthy and negative reply. What’s worse, it was relatively late in the evening and I prefaced it with, “I don’t really have the bandwidth to talk about this right now” … yet I continued on. I next admitted to being triggered in a self-congratulatory way (‘Look how insightful I am!’) And then I proceeded to dump all over her in writing. Class act LOL.

I’ve been writing a lot about screw-ups lately (mostly mine). This week brings a little reprieve in order to focus on sales mastery. Don’t worry, there are more screw-ups in the queue.

In looking over the 229 tips I have written to date, I’ve apparently had a lot to say about what’s wrong with conventional sales training and practices.

The recent onslaught of holiday messaging (emails, cards, etc.) has brought some important lessons to my attention—specifically, do’s and don’ts for your next client reach-outs.

Last week’s tip about my bruised ego got me thinking about a conversation that’s been coming up a lot in our workshops lately: the actions you choose to take (or not) in the days, weeks, and months following a lost proposal or lost project. Unfortunately, what’s all-too typical isn’t all-too trustworthy.

I got a pretty big hit to my ego the other day, and I’d rather not tell anyone about it, only I’m doing it anyway. In some ways this missive is all about me, though in other ways it’s really about all of us, and the ways we deal with professional disappointment. This topic matters because I don’t believe we ever achieve our full potential for success until we learn to fail well, and disappointment is failure’s close cousin. I’ve always admired others who speak about their less stellar moments with candor, clarity, and humor.

I’m taking the week off to enjoy a little year-end down time. I hope you are too.

I’ll be back on January 2nd, refreshed and ready to launch the fifth (!) full year of weekly tips.

In the meantime, you might find inspiration for your 2019 intentions in the Get Real manifesto poster and accompanying eBook. The manifesto captures the unconventional wisdom that my 25+ years in the consulting industry (including 12 years in partnership with Trusted Advisor Associates) have taught me transform client relationships.

It’s one thing to conceptually grasp the different ways you can offer value to clients, including the ways that a trusted advisor truly stands apart. It’s another thing entirely to embody it such that your in-the-moment reactions are consistent with your intentions. Take this little test to find out how well you generally do.

If we had a do-over for The Trusted Advisor Fieldbook, there’d be a whole chapter on how you see your value, and how your own mentality is a key driver of your clients’ proclivity to see you more consistently as a trusted advisor. For now, a weekly tip will have to suffice.

Most services professionals tie their value to their expertise. That makes sense, since most clients pay money for the expertise they need to advance a business issue.

There are stories in The Trusted Advisor Fieldbook that inspire me no matter how many times I read them. One in particular provides a compelling example of a company’s commitment to walking in its clients’ shoes. This week’s tip offers ways you can translate their innovation to your business.