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UNDERSTAND THE TRUTH-KILLERS (OR WHY WE RESIST THE TRUTH)
Pat and Julian are salespeople for a software company. They’d been jointly working for five months to land a major account, and two weeks ago they conducted what they hoped would be the final sales presentation.
The pair got to the prospective client’s office with time to spare and set up in the boardroom. The executives arrived, and the meeting seemed to proceed smoothly. But then, after an hour of answering detailed questions about the proposal, Pat’s frustration boiled over. “I’ve gotta be honest,” he told the client, “we’ve been working with you for three months answering all your questions, and this has reached the point of absurdity. Either go with us or don’t, but we’re done answering ...
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