Share a Failure Story to Build Empathy and Trust

We have a great story we’d like to share with you this week. It’s one by Aaron Kotick, Fusion Learning Canada’s President.

“One of my favorite Fusion training programs is StorySelling. In the program, we teach salespeople and sales leaders how to craft and tell great stories as a way to communicate with prospects and colleagues. The program covers 4 types of stories you can share: success, failure, fun and legend.

I’ve taken the training myself, and am going to share one of my favorite failure stories. Failure stories are a great way to build empathy – nobody likes to fail, and people feel for you when you tell one. It’s a way to build trust and connections. I use this one with my sales team to communicate to the importance of thinking twice before saying something. Coincidentally, my team loves telling my story to their clients.

The name of this story is ‘I am not a car guy’.

Early in my career at Fusion, I landed my first meeting with an executive at General Motors. I was excited because Fusion had never done business with GM. Not only would they be a high profile client, but they would be a huge account, with over 400 dealerships in Canada! I decided to bring my colleague Scott with me. We prepared meticulously for the meeting and were ready for our presentation.

The meeting was great. We asked some thoughtful questions, got some excellent information and found a couple of sizable opportunities that we were excited to pursue. The meeting went so well that the executive took us on a tour of the lobby, where they have several models of the first cars GM ever built on display. Now, keep in mind, I’ve told you I’m not a car guy. But caught up in the moment, looking at an old, beautiful car from the early 1900’s, I turned to the executive and said “Hey, I know that car, it’s a Model T!” He paused, scowled, looked at me with disdain and said, “Actually, it’s a Buick. The Model T was made… by Ford.”

We left the building almost immediately after that, tails between our legs. Despite several attempts to reconnect, we never heard from the executive, or anyone else from GM again. I am still not a car guy, but now I do know when I should say something – and when I shouldn’t.”

Scott Gilmore

Scott Gilmore is the SVP Sales and Marketing of Fusion Learning Inc., recognized by Selling Power as one of the Top 20 Sales Training Companies in North America.
For more information, please call Scott at 416.424.2316

Share this story:
Tags:
Scott Gilmore

About Scott Gilmore

Scott Gilmore is the SVP Sales and Marketing of Fusion Learning Inc., recognized by Selling Power as one of the Top 20 Sales Training Companies in North America. For more information, please call Scott at 416.424.2316

101 thoughts on “Share a Failure Story to Build Empathy and Trust

  1. Today, I went to the beach with my children. I found a sea shell and gave it to my 4 year old daughter and said “You can hear the ocean if you put this to your ear.” She placed the shell to her ear and screamed. There was a hermit crab inside and it pinched her ear. She never wants to go back! LoL I know this is entirely off topic but I had to tell someone!

  2. hello there and thanks for your info – I’ve certainly picked up anything new from right here. I did however expertise a few technical points using this website, as I skilled to reload the website lots of times previous to I could get it to load correctly. I have been thinking about in case your web host is OK? Not that I am complaining, however sluggish loading circumstances instances will sometimes impact your placement in google and could harm your high quality ranking if advertising and ***********|advertising|advertising|advertising and *********** with Adwords. Anyway I am including this RSS to my email and could look out for a lot extra of your respective interesting content. Ensure that you replace this once more soon..

  3. I appreciate, cause I found just what I was looking for. You have ended my four day long hunt! God Bless you man. Have a great day. Bye

  4. I haven’t checked in here for a while because I thought it was getting boring, but the last few posts are good quality so I guess I will add you back to my daily bloglist. You deserve it my friend :)

  5. Hello, you used to write excellent, but the last several posts have been kinda boring?K I miss your super writings. Past several posts are just a little out of track! come on!

  6. Definitely imagine that which you stated. Your favorite justification seemed to be on the internet the easiest factor to bear in mind of. I say to you, I certainly get annoyed at the same time as people consider concerns that they just don’t realize about. You controlled to hit the nail upon the top as well as defined out the whole thing without having side effect , other people can take a signal. Will likely be back to get more. Thank you

  7. naturally like your website however you have to test the spelling on several of your posts. Several of them are rife with spelling problems and I find it very troublesome to tell the truth then again I’ll surely come back again.

  8. Hiya, I’m really glad I have found this information. Today bloggers publish just about gossips and net and this is really frustrating. A good blog with exciting content, this is what I need. Thanks for keeping this web-site, I will be visiting it. Do you do newsletters? Can not find it.

  9. I was recommended this web site through my cousin. I’m no longer certain whether or not this post is written through him as nobody else recognize such distinct approximately my trouble. You’re wonderful! Thank you!

  10. Wow! Thank you! I continually needed to write on my site something like that. Can I include a fragment of your post to my website?

  11. Good day! I could have sworn I’ve been to this site before but after browsing through some of the post I realized it’s new to me. Anyhow, I’m definitely delighted I found it and I’ll be book-marking and checking back frequently!

  12. wonderful submit, very informative. I wonder why the opposite experts of this sector do not notice this. You must continue your writing. I am sure, you have a great readers’ base already!

  13. Its wonderful as your other posts : D, appreciate it for putting up. “History is a pact between the dead, the living, and the yet unborn.” by Edmund Burke.

  14. Wow! This can be one particular of the most useful blogs We have ever arrive across on this subject. Actually Fantastic. I am also an expert in this topic so I can understand your effort.

  15. I am really enjoying the theme/design of your website. Do you ever run into any web browser compatibility problems? A number of my blog audience have complained about my site not working correctly in Explorer but looks great in Safari. Do you have any tips to help fix this problem?

  16. I’ve learn several excellent stuff here. Definitely value bookmarking for revisiting. I surprise how much attempt you place to create such a fantastic informative website.

  17. Hello my loved one! I want to say that this article is amazing, nice written and come with approximately all vital infos. I would like to see extra posts like this .

  18. I cling on to listening to the news bulletin speak about receiving free online grant applications so I have been looking around for the finest site to get one. Could you tell me please, where could i find some?

  19. You could certainly see your skills in the work you write. The world hopes for even more passionate writers such as you who aren’t afraid to say how they believe. Always follow your heart.

  20. I have been surfing online more than three hours these days, yet I never discovered any attention-grabbing article like yours. It¦s beautiful value enough for me. In my view, if all website owners and bloggers made excellent content as you did, the internet will likely be a lot more helpful than ever before.

  21. Admiring the commitment you put into your website and detailed information you offer. It’s good to come across a blog every once in a while that isn’t the same out of date rehashed information. Wonderful read! I’ve bookmarked your site and I’m adding your RSS feeds to my Google account.

  22. We are a group of volunteers and opening a new scheme in our community. Your web site offered us with valuable info to work on. You have done a formidable job and our whole community will be thankful to you.

  23. Wonderful goods from you, man. I have understand your stuff previous to and you’re just extremely excellent. I really like what you have acquired here, certainly like what you’re stating and the way in which you say it. You make it entertaining and you still care for to keep it sensible. I cant wait to read much more from you. This is really a great web site.

  24. Hey there! This is my first visit to your blog! We are a team of volunteers and starting a new initiative in a community in the same niche. Your blog provided us beneficial information to work on. You have done a marvellous job!

  25. I haven’t checked in here for a while because I thought it was getting boring, but the last several posts are great quality so I guess I will add you back to my everyday bloglist. You deserve it my friend :)

  26. It is perfect time to make some plans for the future and it is time to be happy. I have read this post and if I could I wish to suggest you some interesting things or tips. Perhaps you could write next articles referring to this article. I wish to read more things about it!

  27. I’m really enjoying the design and layout of your blog. It’s a very easy on the eyes which makes it much more pleasant for me to come here and visit more often. Did you hire out a developer to create your theme? Superb work!

  28. Hello my friend! I want to say that this article is awesome, great written and include almost all important infos. I would like to see extra posts like this .

  29. In this awesome scheme of things you actually receive an A just for effort. Where you actually misplaced us ended up being on the particulars. You know, it is said, details make or break the argument.. And it could not be much more true right here. Having said that, allow me say to you what exactly did do the job. Your text is certainly really convincing and that is most likely why I am making the effort to comment. I do not really make it a regular habit of doing that. 2nd, although I can certainly notice a leaps in reason you come up with, I am not necessarily convinced of how you appear to unite your details which in turn produce your conclusion. For right now I shall subscribe to your point but hope in the future you actually connect your dots better.

  30. Wow! This could be one particular of the most useful blogs We’ve ever arrive across on this subject. Basically Great. I am also a specialist in this topic so I can understand your effort.

  31. Write more, thats all I have to say. Literally, it seems as though you relied on the video to make your point. You clearly know what youre talking about, why waste your intelligence on just posting videos to your site when you could be giving us something informative to read?

  32. Wonderful blog! I found it while searching on Yahoo News. Do you have any tips on how to get listed in Yahoo News? I’ve been trying for a while but I never seem to get there! Cheers

  33. I was recommended this blog by my cousin. I am not sure whether this post is written by him as no one else know such detailed about my trouble. You’re incredible! Thanks!

  34. You can definitely see your enthusiasm in the work you write. The world hopes for even more passionate writers like you who aren’t afraid to say how they believe. Always go after your heart.

  35. I was very pleased to find this web-site.I wanted to thanks for your time for this wonderful read!! I definitely enjoying every little bit of it and I have you bookmarked to check out new stuff you blog post.

  36. I conceive this web site contains some rattling excellent info for everyone. “Dealing with network executives is like being nibbled to death by ducks.” by Eric Sevareid.

  37. Having read this I thought it was very informative. I appreciate you taking the time and effort to put this article together. I once again find myself spending way to much time both reading and commenting. But so what, it was still worth it!

  38. Iím not that much of a internet reader to be honest but your blogs really nice, keep it up! I’ll go ahead and bookmark your site to come back down the road. All the best

  39. I’m truly enjoying the design of your information site. Do you face any web browser interface issues? Quite a few of my website visitors have lamented regarding my vshare pro download blog not working the right way in Internet Explorer yet looks excellent in Safari. Do you have any kind of tips to help fix the problem?

  40. Nice weblog here! Additionally your site lots up very fast! What web host are you the usage of? Can I am getting your affiliate link in your host? I wish my site loaded up as fast as yours lol

  41. I’ve been surfing on-line more than three hours as of late, but I never discovered any fascinating article like yours. It is pretty worth sufficient for me. In my opinion, if all web owners and bloggers made excellent content as you did, the net shall be a lot more useful than ever before.

  42. Wow that was odd. I just wrote an really long comment but after I clicked submit my comment didn’t appear. Grrrr… well I’m not writing all that over again. Anyway, just wanted to say great blog!

  43. Good post. I study one thing more challenging on completely different blogs everyday. It can at all times be stimulating to learn content material from other writers and apply somewhat something from their store. I’d choose to make use of some with the content on my blog whether you don’t mind. Natually I’ll offer you a hyperlink on your web blog. Thanks for sharing.

  44. I was just looking for this information for some time. After six hours of continuous Googleing, finally I got it in your website. I wonder what is the lack of Google strategy that don’t rank this type of informative websites in top of the list. Generally the top web sites are full of garbage.

  45. Hi, i believe that i saw you visited my web site so i got here to “return the favor”.I am trying to find issues to enhance my website!I assume its adequate to make use of some of your ideas!!

  46. Wonderful blog! I found it while browsing on Yahoo News. Do you have any suggestions on how to get listed in Yahoo News? I’ve been trying for a while but I never seem to get there! Thanks

  47. Someone essentially help to make seriously posts I would state. This is the first time I frequented your web page and thus far? I amazed with the research you made to make this particular publish extraordinary. Excellent job!

  48. I discovered your weblog site on google and test a couple of of your early posts. Continue to maintain up the superb operate. I simply additional up your RSS feed to my MSN News Reader. Searching for forward to studying extra from you later on!…

  49. I’m really loving the theme/design of your blog. Do you ever run into any internet browser compatibility problems? A small number of my blog audience have complained about my blog not operating correctly in Explorer but looks great in Firefox. Do you have any tips to help fix this problem?

  50. I am extremely impressed with your writing skills as well as with
    the layout on your weblog. Is this a paid theme or did you modify it
    yourself? Either way keep up the excellent quality writing, it’s
    rare to see a nice blog like this one these days.

  51. Nice post. I study something tougher on completely different blogs everyday. It will always be stimulating to learn content material from other writers and observe slightly something from their store. I’d choose to make use of some with the content material on my weblog whether or not you don’t mind. Natually I’ll provide you with a link on your web blog. Thanks for sharing.

  52. It’s the best time to make some plans for the future and it’s time to be happy. I have read this post and if I could I wish to suggest you some interesting things or suggestions. Perhaps you can write next articles referring to this article. I want to read more things about it!

  53. Hello, i think that i saw you visited my web site thus i came to “return the favor”.I’m attempting to find things to improve my website!I guess its adequate to use a few of your ideas!!

Leave a Reply

Your email address will not be published.

You may use these HTML tags and attributes: <a href="" title="" rel=""> <abbr title=""> <acronym title=""> <b> <blockquote cite=""> <cite> <code> <del datetime=""> <em> <i> <q cite=""> <strike> <strong>