Kintsugi

Kintsugi is the Japanese art of repairing broken pottery with gold. The gold highlights the cracks instead of trying to cover them up.

It symbolizes the beauty and strength in embracing imperfection.

But what does that have to do with sales? Many sellers I train are TERRIFIED if their customers find out the shortcomings of their product. 

But the great ones? 

They lead with what they’re not good at - building trust, disqualifying bad fit customers, and saving everyone time.

In the last few years, corporate real estate has become one of our main verticals in which we have lots of success stories.

BUT back in 2022, I had a big real estate lead but 0 real estate clients at that point. Instead of making up a fake story, I was radically honest and called out the elephant in the room before they asked me about it. I proactively told them:

“We’ve never worked with a real estate client before but a lot of software clients we work with have very similar problems to you in wanting to move from a spray and pray volume approach to a customized target account strategy."

They then became our biggest customer and paved the way for us to win many more real estate clients.

Like Kintsugi, highlight in gold the flaws of your product or service. It will build trust.

Cheers,

Michael Hanson

CEO GrowthGenie