He Won the Deal by Admitting This

And I was probably a guy early in my career, Guffey, who always delivered value, was never vulnerable enough 'cause I felt I had to be perfect. And I definitely had— did not succeed in the validation part. We just won a big deal with a nice agency a couple weeks ago. And this vulnerability thing really hit for me here. They were interviewing us and 2 others. The head trainer for the agency said, why should we pick you? And I looked her in the eye and I said, because I used to suck at sales, but I figured it out. So good. And I said, you can hire that or you can hire someone who's always been good. And I think that went a long way to winning that deal because I was honest and vulnerable. I used to suck, But I had to figure it out. And I think that makes our training effective because I had to figure it out. I didn't come in being able to sell ketchup to women in white gloves. That vulnerability, man, makes a difference.