---
title: Your Baby Is Ugly | The Sales Blog
description: Weak salespeople tell the client what they want to hear. Great salespeople tell the client what they need to hear. Want to Hear The weak salesperson tells the client what they believe he wants to hear. They believe that by telling the client what he wants to hear that the client will like them. They […]
image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/Screen-Shot-2014-11-22-at-8_15_31-AM.png
---

### [Now booking SKO meetings for 2026/27! Learn more](https://www.thesalesblog.com/authority)

[![Iannarino The Sales Blog](https://www.thesalesblog.com/hubfs/2021%20Website/Images/ai-logo-web.svg) ](https://www.thesalesblog.com)

- WIN AT SALES
  
    - The Sales Environment
    - [ Sales is broken ](https://www.thesalesblog.com/sales-is-broken)
    - [ Modern sales ](https://www.thesalesblog.com/revenue-growth-blueprint)
    - Sales Resources
    - [ Blog ](https://www.thesalesblog.com/blog)
    - [ Podcast ](https://www.thesalesblog.com/blog/tag/the-anthony-iannarino-show)
    - [ Live Training Events ](https://events.thesalesblog.com)
    - [ Modern Sales Methodologies for Enterprises ](https://www.thesalesblog.com/modern-sales-metholodogies)
  
  [![View Events](https://no-cache.hubspot.com/cta/default/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111)
  
  ###### Live Training Events
  
  ### Upcoming training events & workshops
  
  
  
  
  
  [![Sales Accelerator Training](https://no-cache.hubspot.com/cta/default/2922376/cda2541c-e77c-44de-9752-0a68716d50e9.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/cda2541c-e77c-44de-9752-0a68716d50e9)
  
  ###### Online Training Platform
  
  ### Sales Accelerator
  
  
  
  
  
  [![Revenue Growth Blueprint](https://no-cache.hubspot.com/cta/default/2922376/b2913e6b-029b-4079-96bb-20e4ad251bc6.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2913e6b-029b-4079-96bb-20e4ad251bc6)
  
  ###### #1 Resource
  
  ### Revenue Growth Blueprint
- [ BLOG ](https://www.thesalesblog.com/blog)
- [ SPEAKING ](https://www.thesalesblog.com/speaking)
- SALES TRAINING
  
    - [ Sales Accelerator + Monthly Webinars Bundle ](https://www.thesalesblog.com/sales-training-events-bundle)
    - [ For Individual Reps ](https://www.thesalesblog.com/individuals)
    - [ For Teams ](https://www.thesalesblog.com/sales-accelerator)
    - [ Events & Other Programs ](https://events.thesalesblog.com)
    - [ Hire Anthony to Speak ](https://www.thesalesblog.com/speaking)
    - [ Modern Sales Methodologies for Enterprises ](https://www.thesalesblog.com/modern-sales-metholodogies)
- [ EVENTS ](https://events.thesalesblog.com)
- [ BOOKS ](https://www.thesalesblog.com/books)
- [ ABOUT ](https://www.thesalesblog.com/anthony-iannarino)
- [ CONTACT ](https://www.thesalesblog.com/contact)
- Hit Sales Targets
  
  [![View Events](https://no-cache.hubspot.com/cta/default/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111)
  
  ###### LIVE TRAINING EVENTS
  
  ### Upcoming virtual training events & in-person workshops
  
  ###### Improve your win rates
  
  
  
  
  
  
  
  [![Speaking](https://no-cache.hubspot.com/cta/default/2922376/2a02e2ae-517f-42dc-a8db-40ef42615279.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/2a02e2ae-517f-42dc-a8db-40ef42615279)
  
  ###### Keynotes & Workshops
  
  ### Hire Anthony to Speak @ Your Event

# Your Baby Is Ugly

![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg)

Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino)   
 November 21, 2014

Weak salespeople tell the client what they want to hear. Great salespeople tell the client what they need to hear.

#### Want to Hear

The weak salesperson tells the client what they believe he wants to hear. They believe that by telling the client what he wants to hear that the client will [like](https://www.thesalesblog.com/blog/known-liked-and-trusted-a-revision) them. They believe by telling the client that they can achieve the result they need without making changes and without spending more money, they increase the likelihood of winning their business.

But the client’s baby is ugly. Pretending it isn’t doesn’t help the client.

And sometimes this strategy works. It works on some clients who need to be important and some who really don’t want to deal with their real issues.

#### Need to Hear

Great salespeople tell their clients the truth. They believe that by telling the client what he needs to hear, no matter how [uncomfortable](https://www.thesalesblog.com/blog/how-to-maintain-a-resourceful-state-in-difficult-conversations), that the client will trust them. The better salesperson knows that the client needs to understand the changes they need to make, why they need to make them, and how to make them in order to improve their results. The better salesperson also knows that helping their clients produce better results often requires asking the client to [invest more](https://www.thesalesblog.com/blog/how-to-keep-your-client-from-underinvesting) in those results.

The client’s baby is ugly. But your help makes for a much prettier baby.

Much of the time, this strategy works. It works on mature contacts who are serious about better producing results and accountable for doing so.

Over time, the businesses that are led by people who would rather hear what they want to hear run into big trouble. The baby gets uglier and uglier. After they limp along for a while, the responsibility to make a decision falls to someone who wants to hear what he needs to hear.

 

###### Tags:

[Sales](https://www.thesalesblog.com/blog/tag/sales) [Competition](https://www.thesalesblog.com/blog/tag/competition) [2014](https://www.thesalesblog.com/blog/tag/2014)

Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino)  on November 21, 2014

 Written and edited by human brains and human hands.

![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg)

Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.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.

Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com)

[Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino)

[![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video)

![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg)

### Free Sales eBook: Sales Call Planner

Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism.

[![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/c9f553be-fbba-4813-9199-95c1603472e7.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/c9f553be-fbba-4813-9199-95c1603472e7)

## Are You Ready To Solve Your Sales Challenges?

![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png)

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](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035)

### 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!

---

```json
{
  "@context" : "http://schema.org/",
  "@type" : "BlogPosting",
  "author" : {
    "@type" : "Person",
    "name" : "Anthony Iannarino"
  },
  "dateModified" : "2023-02-20T7:16:22 AM",
  "datePublished" : "2014-11-21 21:00:23",
  "description" : "Weak salespeople tell the client what they want to hear. Great salespeople tell the client what they need to hear. Want to Hear The weak salesperson tells the client what they believe he wants to hear. They believe that by telling the client what he wants to hear that the client will like them. They […]",
  "headline" : "Your Baby Is Ugly",
  "image" : {
    "@type" : "ImageObject",
    "height" : 16,
    "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/Image/favicon.ico",
    "width" : 16
  },
  "mainEntityOfPage" : {
    "@id" : "https://www.thesalesblog.com/blog/your-baby-is-ugly",
    "@type" : "WebPage"
  },
  "name" : "Your Baby Is Ugly",
  "publisher" : {
    "@type" : "Organization",
    "logo" : {
      "@type" : "ImageObject",
      "height" : 24,
      "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/TSB/images/TSB%20Logo%20Dark.svg",
      "width" : 228
    },
    "name" : "The Sales Blog"
  }
}
```