by Sales Coach Karen

This is 2 of 3 emails in our 3R Velocity System series to prevent stalled deals. Last week we explored Reframe, and next week we'll dive into Revisit.

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Last week, we talked about Reframe—changing our lens to notice what others miss.

A lot of this starts with us. What is our approach to the deal, have we gotten complacent, considered it closed won, when we are nowhere near that? Going through the motions? This is an invitation to check in with ourselves and see if we are bringing our true purpose to our deal. Are they experiencing the best version of us? Are we in alignment?

When we master reframing, we start picking up on the micro-signals that reveal what's really happening in our deals. We're no longer pushing through conversations; we're reading them, spoken and un-spoken.

But here's what we've discovered: Once we can see clearly, the next step isn't to analyze more or strategize better. It's to get real. Remember Dr. Phil?‍

Welcome to Reveal.

Your prospect says they're "just gathering information." Your CRM shows them as qualified. Your manager expects an update. So you deliver your polished pitch, share your best case studies, and position your solution as the obvious choice.

Yet something feels off. The energy is flat. Questions feel scripted. Despite checking all the boxes, the deal stalls.Here's what's really happening: While you're performing the role of "expert salesperson," your prospect is performing the role of "evaluating buyer." Both of you are wearing masks, and neither of you is addressing what's actually going on beneath the surface.

In a world where AI can deliver perfect pitches and flawless presentations, authenticity isn't just refreshing—it's our differentiator. It's the one thing technology can't replicate.

When we hide behind polish and professionalism, we invite our prospects to do the same. They keep their real concerns to themselves. They don't reveal who else is involved in the decision. They don't share the political dynamics that actually drive their decisions.

The result? You're both having surface-level conversations about surface-level problems while the real obstacles remain hidden.

The Power of Going First

I learned this lesson the hard way, speaking at a college to sales students about finding your authentic voice.I played it safe. Polished. Professional. Buttoned up. I told stories—but not the real ones that exposed the cracks. At the end, the students stared at me. No questions. No engagement. Just silence.

It hit me: I hadn't moved them—because I hadn't allowed myself to be moved. So I did something unplanned. I dropped the mask, got uncomfortably vulnerable. I shared the hard stuff. The failures I usually skip over. The fears I think I have to hide. The moments I felt like I didn't belong—even in a career where I was winning on paper.

I was uncomfortable. My voice shook. Everything in me wanted to go back to polished and controlled. But I stayed with it.

And something shifted.Their faces softened. They leaned in. For the first time, we connected.

A mentor once told me, "We are most qualified to coach the former version of ourselves." That line lives in me.

The truth is—our story doesn't have to be perfect. It just has to be honest. And when we lead from that place, others find the courage to do the same.

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Three Ways to Practice Reveal in Your Next Sales Conversation

1. Share Your Learning Curve

‍Instead of positioning yourself as the expert with all the answers, mention a challenge you or another client faced in a similar situation: "We actually struggled with this exact issue last year..." or "I'll be honest, this caught us off guard too when we first encountered it."

Here's the key: when you share a weakness, prospects are more likely to believe you when you share a strength or product differentiator. Most salespeople leave this critical part out.

2. Ask the Uncomfortable Question

‍Move beyond surface-level discovery to the real tension: "What's the conversation happening behind closed doors that you're not telling me about?" or "What are you most worried about that we haven't discussed yet?" Play devil's advocate, "Where will John Poke holes in this?"

These questions cut through the performance and get to what's actually driving decisions. But we have to earn these questions; we do so by being vulnerable ourselves. We can’t ask them to do something we are unprepared to do ourselves.

3. Name the Elephant

‍Address what's really happening instead of dancing around it: "It feels like there might be some hesitation here that we haven't talked about" or "I'm sensing this timeline might not be as firm as we initially thought."

When you're willing to acknowledge the uncomfortable truth, your prospect feels permission to do the same.

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The Ripple Effect

‍When you practice Reveal, your prospects start taking off their armor too. They share who they're really talking to. They explain why challenges are taking place. They give you perspectives from other stakeholders.

You start having honest relationships that expose the whole picture. You're now in a better position to see what's really going on, address root causes, and start tackling real issues instead of surface symptoms.The business impact: When prospects trust you with the truth, deals move faster,  velocity starts picking up in the right direction.

Objections surface earlier when they can actually be addressed. Decision criteria become clear. Champions emerge because people want to work with someone who feels real.

‍Your Next Step

‍This week, focus on one thing: going first with authenticity. Choose one of the three Reveal techniques and practice it in your next sales conversation. Remember, if you want your prospects to show up with authenticity, you have to go first. Let them see that success isn't linear—it's layered with failure, growth, and course-correction.

When we shift from pitching to listening, from perfection to authenticity, from telling to co-creating... we don't just sell better. We build trust faster. We shorten sales cycles. We stop being seen as "just another rep."

We become something far more powerful—a partner. A guide. A differentiator. And in a world of AI and sameness, that's what moves the needle.

Next week, we'll explore Revisit—the final R in our velocity system that ensures all this authenticity translates into actionable progress.

Until then, remember: Your story doesn't have to be perfect. It just has to be honest.‍

‍If you are curious as to how the 3R system might apply to your team’s deal velocity, Reach out- Let’s chat.