Reminder: As humans we love to rationalize our decisions – rather than make rational decisions.
That’s true for your customers, too. Therefore, it’s useful to understand how their decisions are actually formed. When you understand the real reasons behind their decision, enough good reasons to justify the decision will usually be there (if your product is any good, of course).
Some people cover everything they say in a fuzzy layer of vagueness so they can never be questioned or challenged. It’s a sign of a
The phone rings. A new life is calling. What do you reply? I tell ’em I’m not interested, I’m happy. I tell ’em I’m not
“So, what shall we do about it?”, Martin asks. Suddenly, all eyes are on you. It’s a crucial phase of the project. The team is
