How to assess insecurity for better sales?

On several occasions, I’ve come to realize that a certain vulnerability can actually turn into an asset!

Several years ago, a group in the construction sector wanted to overhaul its sales strategy and was looking for a service provider to support them. They asked me if I’d ever done it. But in the end, they chose me because they preferred my sincerity and openness to the overly rigid solutions proposed by competitors!

A pharmaceutical company in the diabetes field wanted to improve its e-learning modules to help its delegates interact better with doctors. As Montaigne said, “It’s better to have a good head than a full one”. I told them that by choosing me, they would be making a different choice from their previous projects, and that the hoped-for impact could be better, hence the purpose of their consultation and my presence here today. And it worked!

A supplier of beverages to companies entrusted me with a project, even though I had done the presentation from a cab, between the end of a training course and the airport. They understood that, unlike larger structures, I would personally get my hands dirty.