An amusing evening recently with a small group of very senior salespeople, who shared their favourite (true) stories from their bidding career. (And I do love good sales folks: they’re such good company and such fun to work with).
The first anecdote concerned a bid to a major Japanese institution. During the pitch, it became obvious that many of the client team didn’t speak especially good English, or really understand the complex solution under discussion. So the bid team started to introduce fictitious information into their explanations. Amongst the financial regulations and indices that would affect the deal were four that were particularly important: ‘R2′, ‘D2,’ ‘C3′ and ‘PO’…
As one of them commented, relating a conversation with a colleague:
“I’m a sales guy at heart.”
“What does that mean?”
“I try to legitimise my lies.”