April 4th was national “Tell a Lie” day, and since I”m still recovering from Goof Off Day last month, I’m a bit late on this post.
But the idea of a National Day to celebrate lying got me to thinking about how much lying there is in the sales business.
But first, let me start out by saying that personally, I have never told a lie. Except the thing I just said.
Seriously though, want to hear the best lie I’ve ever told? Then we can compare notes.
Many moons ago, I was starving, trying to sell projects in Hollywood.
With nothing on the radar and my bank account drained, one day I decided to do something crazy. It’s one of the principles I teach in my book Fear Less, Sell More. I barged into the office of the future Chairman of HBO, a heavyweight at HBO Chris Albrecht, who I knew from a prior project that they funded, but decided not to make.
He had been avoiding my call for months.
I said authoritatively to his secretary: “I’m here to see Chris”.
To which she replied: “Do you have an appointment? I don’t see one.”
As I suggested she look harder, I shouted into his office: “Hey Chris, it’s Tom. I’ve got a new idea I want to run past you.”
Before he could say a thing, I was in his office and proceeded to pitch him an idea I had for a magazine show, as if we had an appointment. He stopped me mid-sentence. “Tom, I hate magazine shows. I will never do a magazine show. Don’t ever mention the word ‘magazine’ to me again.”
What would you do?
I lied. “Dammit, I can’t believe you’re telling me this, I just had an argument with my partner because I hate magazine shows too & I thought it was ridiculous. He got so mad, he walked away, and that’s why I’m here alone.”
The truth was, I didn’t have a partner. This mythical person was just an excuse to separate myself from an idea that was DOA and change the subject.
I then proceeded to pitch him on another idea that I made up right there on the spot. Something about a honeymoon couple who flies into Los Angeles and rents a limo not knowing the driver is an old ex of the bride who decides to hijack their honeymoon. It was called “A Misguided Tour of L. A.” The details aren’t important, but guess what?
He bought the show idea!
Chalk one up for lying and desperation.
The message I have for you today is:
Never tell a lie unless you’re about to be evicted.
Until next time: Fear Less, Sell More.
Tom Stern
