<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=577820730604200&amp;ev=PageView&amp;noscript=1">

We can’t trust you if you tell us that you’re perfect. We don’t believe anyone is perfect. We don’t believe that anyone has developed to the point where there is nothing left to improve.

We can trust you if you make things sound easy. If you downplay the financial investment or the investment of time and energy, it hits a sour note. We know that what we really want isn’t easy or we’d already have it.

It’s very difficult to trust someone who has never made mistakes. That’s an indication that they have never really done anything like what they’re proposing, that they don’t understand the magnitude of the change the recommending, or they’re fibbing.

We don’t believe that it’s a straight and certain path from where we are now to where we want to go, if only we will make the commitment you are asking us to make. Our experience tells us that the path isn’t straight, and the traveling isn’t easy. It sounds too good to be true, so we believe it isn’t.

If we can’t see the flaws, if we can’t see the creases and the places where the seams are a little frayed, we doubt what we’re seeing is real. That manufactured perfection is not the same as authentic scars and scrapes.

It’s very difficult to believe in a story where everything is perfect, because that’s not how stories go. There is always a dragon that is unconquerable, a villain who is indestructible, or some mountain that appears insurmountable. There is always a challenge, adversity, risk, and potential reward. But only potential, no guarantees.

When you tell us about your limitations, your failures, your mistakes, and the eventual success you find only after you’ve learned and made adjustments, your vulnerability makes it easy to believe you.

Perfection is a lie.

If it takes you three times to get it right, then say it will take you three times to get it right. We’ll believe you.

Tags:
Sales 2016
Post by Anthony Iannarino on October 12, 2016

Written and edited by human brains and human hands.

Anthony Iannarino

Anthony Iannarino is an American writer. He has published daily at thesalesblog.com for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success.

Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. You can reach Anthony at thesalesblog.com or email Beth@b2bsalescoach.com.

Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at iannarino@gmail.com

ai-cold-calling-video-sidebar-offer-1 Sales-Accelerator-Virtual-Event-Bundle-ad-square
salescall-planner-ebook-v3-1-cover (1)

Are You Ready To Solve Your Sales Challenges?

Anthony-Solve-Sales

Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now is working, even in this challenging economy. Would you like some help?

Solve for Sales

Join my Weekly Newsletter for Sales Tips

Join 100,000+ sales professionals in my weekly newsletter and get my Guide to Becoming a Sales Hustler eBook for FREE!