As it turns out, leading with flaws and embracing transparency sells better than positioning your products or services as "perfect". We're wired to resist being "sold to". Our brains want the full picture, which is why we read reviews, seek out the negative reviews first, and why a product with a 4.2-4.5 sells better than a product that has a perfect average 5.0 score. Those same concepts apply to human-to-human, business-to-business selling.
And, with the proliferation of information available to buyers today, we can no longer hide our flaws and expect to get away with it, anyway. This briefing will help you prepare...with tips around positioning, prospecting, presenting, negotiation, leadership and client success.
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