Mad Men: Don Draper's Hero IBM Office Wall Art
Don Draper's second secret for delighting customers is doing the lion's share of the work. My old mentor and founder of the IBM Executive School, Louis Mobley, used to say, "IBM doesn't sell drill bits. IBM sells holes!" The single biggest mistake we make in sales is reactively expecting the customer to provide the holes. When we make the client do all the research and tough thinking, we usually end up failing to delight--and without the sale. Draper doesn't just ask his prospect, "What do you want?" Instead, like a good Trappist monk, he selflessly puts himself in his client's shoes and asks himself "If I were Eastman Kodak's customers, what would I want?" Don Draper's Hero, on-screen, IBM Office Wall Art. This is one of the most iconic and prominent items in Don's office.