Nicholson, Cruise & Selling
Remember the movie, "A Few Good Men"? I was thinking about the exchange between Tom Cruise and Jack Nicholson and the underlying lesson to salespeople. Here it is.
Jack: You want answers?
Tom: I think I'm entitled.
Jack: You want answers?
Tom: I want the truth.
Jack: You can't handle the truth!
When I researched for accuracy, I found another quote from Jack in the same movie. I've removed some details, but they don't affect the lesson.
Son...............I have neither the time nor the inclination to explain myself to a man who............Either way, I don't give a damn what you think you are entitled to.
OK, who's the salesperson? Who's the prospect? What's the lesson?
I don't remember the movie but the words indicate that the person speaking could be the prospect, not wishing to deal with an ineffective salesperson that doesn't provide any value. It could also be a superior, albeit arrogant salesperson, who doesn't wish to waste time with a prospect that feels entitled to a better price or deal. The common lesson is that we shouldn't waste time with people who aren't real, looking for help or providing value.
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