In sales, not only can we not handle hearing the truth, we have a hard time telling the truth. Why is that? Why do we think that we, and our prospects, do not deserve the truth? One reason—it’s HARD.
In order to hear or tell the truth, your intent has to be about the other person. We are naturally wired to protect, defend and “get.” Focusing our intent on the other person isn’t natural. When we are hearing the truth, and it’s not what we want to hear, it hurts, but at least it’s a “clean” break. You can move on. Deal with it. It’s kind of like a band-aid—a quick yank and you’re done. Not a slow, hair-by-hair excruciating RIP!
