Clip from Episode 25: Trong Nguyen – Enterprise Sales Success at Microsoft & “Winning the Cloud”:
You know it’s funny when I started in sales and I had a lot of different coaching from different people and they all said to me listen you can’t be honest with the customer just tell them what they want to hear. Go close your deal and then move on. And what I found out was that wasn’t necessarily the best advice. And as kind of went through my career and journey and started dealing with the higher level executives the C-suite and a lot bigger companies what I realized is that honesty is the best policy. You know I’ll give you an example. When you deal with the top c-level executives at their level I mean there’s probably six or seven levels of management below them. There’s so much that gets filtered when it gets up to them that you know a big problem at the beginning. By the time it reaches them you know they’ve solved world hunger and world peace. At the same time and so when I go in there I’m just completely honest and transparent with them about it. And I tell them what I think the real issues are. And I tell them you know don’t take my word for it check it out for yourself. And invariably they do check it out and they find out that hey you know what it is actually pretty right on spot on in my assessment of it. So that’s why I honestly think today being honest is your best approach to sales.
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