What is a Blindspot?

Every salesperson wants to believe they’re doing everything right. You follow the script, you know the product inside and out, and you work hard to connect with clients. But even the most seasoned professionals have Blindspots—those hidden, often unflattering habits or behaviors that prevent you from connecting with the people you want to sell to. The frustrating part? You don’t see them until they’ve already cost you a deal or strained a client relationship.

Make no mistake - your Blindspots can cost you a lot. They can prevent you from getting what you likely want - more sales, more income, and more success.

Let’s dig into what these Blindspots in Sales look like and how recognizing them can help you avoid unforced errors and take your game to the next level. You’ll also see how personality insights from tools like the Enneagram can offer an eye-opening look at where your Blindspots may be hiding.

What is a Blindspot?

A Blindspot is something you can’t see in yourself, even though it may be obvious to others. It’s a behavior or habit you unconsciously fall into, preventing you from connecting with people. They often cause you to miss opportunities or create friction in relationships without realizing it. The challenge with Blindspots is that we can’t identify them on our own—someone or something has to bring them to our attention.

When it comes to sales, Blindspots can be major barriers to success. You may think you’re doing everything right, yet continue to hit roadblocks in closing deals or connecting with clients. Understanding and addressing these Blindspots can make the difference between a sale or lost opportunity, and having a great year or an average one.

Blindspots in Sales: What’s Holding You Back?

Blindspots in sales typically show up in ways that are hard to notice but have a big impact on performance. These can range from ineffective communication to misreading client signals, or even misunderstanding your own behavior.

Here are a few common sales Blindspots:

• Overconfidence Confidence is a critical trait for successful salespeople, but it’s possible to have too much of it. Overconfident salespeople may come across as pushy or arrogant, causing clients to feel pressured.
• Talking More Than Listening A classic sales Blindspot is the tendency to dominate the conversation. Many salespeople feel they need to continuously pitch, share features, and push benefits. But clients prefer to be heard. Failing to listen is a Blindspot that can result in not learning the client’s true needs and prevent you from offering the right solution.
• Being Too Direct and Straightforward A common Blindspot among some salespeople is being too direct and up front with customers. These sellers typically prefer that people do this with them, and therefore think everyone wants to be dealt with this way. They fail to realize that not everyone is like them and their directness can be a turn off.

Using the Enneagram to Uncover Sales Blindspots

One of the most effective tools for revealing Blindspots is the Enneagram, a personality assessment that identifies nine distinct types. By knowing your Enneagram type, you can gain a clearer understanding of where your Blindspots lie and take proactive steps to address them.

Common Sales Blindspots by Enneagram Type

Each Enneagram type has multiple Blindspots. Here are three different Enneagram types and one example of a Blindspot for each one:

• Type 3: The Achiever Achievers are highly motivated by success and recognition, making them natural salespeople. However, their Blindspot is that they can become so focused on achieving the sale that they may overlook the client’s actual needs. This can make them appear insincere, as clients feel like they’re just another number on the scoreboard.
• Type 6: The Loyalist Loyalists are diligent and responsible, but they often have a Blindspot around self-doubt and second-guessing. In sales, this might show up as hesitation during critical moments in a conversation, like closing a deal. Their need for certainty can cause them to delay making decisions, which can result in missed opportunities.
• Type 9: The Peacemaker Peacemakers are great at maintaining harmony, but their Blindspot can be avoiding conflict. In sales, this could mean hesitating to ask for the close or being reluctant to push back on a client’s objection. While they excel at making clients feel comfortable, they may struggle with the assertiveness required to drive the sale forward.

How to Address Your Blindspots

You’ll likely have Blindspots for the rest of your life, but once you become aware of them you can take steps to head them off or dampen their impact. Here’s how you can start tackling your Blindspots in sales today:

• Seek Honest Feedback Since Blindspots are by nature things you can’t see on your own, asking for feedback is crucial. Talk to your colleagues, managers, or even clients to gain insights into how you’re perceived. You might be surprised at what you learn.
• Self-Reflection and Awareness Make time to reflect on your sales interactions. Did you truly listen to your client, or did you spend most of the time talking? Did you feel confident in your pitch, or did you hesitate when it came time to close? Being mindful of these moments can help you recognize when your Blindspots are at play.
• Take an Enneagram Assessment One of the best ways to uncover your Blindspots is by taking an official Enneagram assessment. This tool can help you understand your core motivations, tendencies, and areas where you might be holding yourself back in sales. The insights can be both eye-opening and actionable. If you and your team choose to work with me to discover and conquer your Blindspots, this is included in the training.
• Practice and Role-Play Get comfortable with challenging your Blindspots through role-plays with your sales manager or peers. Get feedback on how you handle tough situations, such as objections or closing conversations. The more you practice, the easier it becomes to spot your Blindspots in real time and adjust your behavior.

The Power of Recognizing Your Blindspots Recognizing and addressing your Blindspots can be a game-changer in sales. It’s not about completely changing who you are—it’s about becoming more aware of how your natural tendencies might be holding you back and making the necessary adjustments to improve your performance. When you address your Blindspots, you become a more effective communicator, build stronger relationships with clients, and close more deals.

Take the Next Step

If you’re ready to take control of your sales performance and address the Blindspots that are holding you back, it’s time to dive deeper. My company specializes in helping salespeople identify and deal with their Blindspots, often transforming the way they approach client interactions and close deals.

Schedule a meeting with me to learn more about the Blindspots in Sales approach and the simple 3 Step Plan for tackling your Blindspots today. Don’t let your Blindspots rob you of more sales, more income and more success.