Andy Gole, founder of Urgency Based Selling® Do you know what sausages are packed in? Typically, they're packed in sausage casings, pig intestines, so this is a pig intestine story, and also a story about a sales person who trusted his gut enough to tell the prospect what the right thing to do would be. We call that the voice of moral authority. This sales person, he had been trying unsuccessfully to get an appointment with the buyer at this very big sausage company for many, many months. Finally, he just sent an email, unsolicited, to the buyer saying, "I got some great stuff to show you, I'm gonna be there Monday morning." He went there, it was a long drive. When he got there there was a guard gate, the guard asked him what he want. He said, "I'm here to see Jane, the buyer" and he got passed. Then he went into the office building, the receptionist said, "What do you want?" He said, "I'm here to see Jane, the buyer." After 40 minutes, Jane finally came down and she said to the sales person, "What are you doing here?" He said, "I'm here to solve your production problems." She said, "I don't have any production problems, what are you doing here?" He said, "I'm here to solve your production problems." She said, "How do you know? How do you know I have any production problems?" That gave him an opening to make a very compelling case about why our sausage casings were superior, and the outcome was we got to test of our product. The takeaway from the story is this, when you have enough self-belief in your product or service, you need to adopt sometimes the voice of moral authority where you strongly tell the resisting prospect, "Here is what you need to do." That's very often what moves the world forward. Learn more about Andy Gole and Urgency Based Selling. 201-415-3447 http://www.urgencybasedselling.net/about-ubs/ubs-story/ http://www.urgencybasedselling.net