Isn’t that what we do in a really good demo? Take reality and compress it, turn it, make it fit our solution in a logical way. I just read a news story (Here) about the FBI file on Steve Jobs. One of the things that was said about him is the following:
“Several individuals questioned Mr. Jobs’s honesty stating that Mr. Jobs will twist the truth and distort reality in order to achieve his goals,” according to the FBI file.
I always felt there was a difference between out right lying and distorting or twisting the facts, especially in a demo where the “facts” are often weak at best. And aren’t we also trying to achieve our mutual goal with the prospect?
If you want to see how slippery truth is, just ask 3 different people the same question about something they all just watched. Truth is so easily warped in our own mind, it might get closer or further away from the “facts” we were just shown.
For me, using my ethics to stay true to the needs of the prospect, override the strict interpretation of the “truth”. This is because my job is to present a new more functional reality to the prospect by distorting their current less functional reality by showing how twisting my solution around their requirements works.
If I wanted to be in the fact business I would have been a librarian. I’m in the solution business.
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