Success stories are easy and contagious. “The situation was bad, we provided this thing (product, service or solution) and now look how good things are”.
Stories of failure aren’t as fun to share, so we try not to do it on purpose.
Next time you’re buying something important (product, service or solution) and you’re presented with a wonderful success story, consider asking about their most recent failure as well.
The honesty of their response might tell you more than the success story. Everyone’s got a favourite customer who is a raving fan and a great reference. But if we’re honest, we also have stories about situations that didn’t work out so well.
Some of the best long term business relationships I’ve experienced included a significant stuff-up. How you admit a failure and respond to it says a lot more about you than the awesome success story you can’t wait to share.
Anyone suggesting they’ve never blundered or under-delivered hasn’t done it enough times yet, or might be cloaking reality. If your best prospect asked you to describe a recent failure, are you ready to answer?
It’s worth preparing for.
STRATEGY CAPABILITY COACHING 