> 12. Apply the Blink test
I can’t recall a client buying an over-explained idea. People either get it and want it or or they aren’t and they don’t. Within seconds. Make a fast impact.
Is this true? I agree with the rest of the advice but this sounds odd to me.
There's certainly a class of enterprise salesperson that's done very well out of IT projects with buzzword-centric explanations the client thinks they should get "leveraging the synergies of AI-driven Big Data Cloud Blockchain" because they've heard the words in all the right reports and these are definitely cutting-edge, blue-sky thinking people. (Sure, there's a for dummies explanation that it's a database with some analysis tools buried in there, and they told the salesperson the business problem that needs a database, but the mumbo-jumbo is the pitch for why its a better way of solving a business problem than a regular database)
Is this true? I agree with the rest of the advice but this sounds odd to me.