Last week I was lucky enough to join MIT Sloan Sales at their annual conference in Cambridge, Massachusetts. One presentation stood out for me, and one line from that presentation in particular. I thought you might enjoy it.
Bob Hoey, Vice President of Worldwide Sales for IBM was talking about his approach to sales. He said: “No-one would eat a sausage if they knew what went into it. So why do so many sellers make their sausage in front of the client? I’ll say it slow. Don’t. Do. It.”
Buyers want the cooked, delicious, sizzling result, not a weird pink mess and a grinder. Remember that.