#64 Bring out the skeletons

Convincing, and 'pushing' does not work in sales. Nor does 'hiding' the truth. In fact, your most powerful sales will come when you have zero neediness, and create a scenario where it's 100% their decision.

One way to do this is being able to bring out the skeletons. Your program costs a lot of money? Bring that out. It's going to take time and considerable work to get the result? Great, talk about that.

In a world where many want to 'hide' these things for fear that it will repel the sale, bringing them out early can be powerful, and help create long lasting relationships and results.