Today I concluded a multiple-session meeting with a company that we were considering a partnership with, and I was reminded of a story I used on many a sales call back in the day . . .
Ben went to visit his neighbor, who had a front porch that extended across the entire front of his house.
On the porch sat the neighbor’s dog, howling . . .
Ben asked his neighbor what the dog’s problem was . . .
The neighbor said, “he’s sitting on a nail.”
Ben asked why the dog didn’t just stand up instead of howling
The neighbor said . . . The nail don’t hurt bad enough yet . . .
Does your nail hurt yet?