The easiest way of getting to a “yes”

It’s a simple truth: The easiest way to get a decision maker to approve a decision is to offer something that they actually want. Of course, the obvious question is: What do you do when you need their approval for something that they don’t want?

Try empathy!

Why are they right to not want it? What do they want instead? How does what you want align to what they want? How could you modify the idea you want them to approve so that it also gets them what they want? How does your idea contribute to them getting what they really want?

It’s even better to ask these questions before you actually build your project, your product, your proposal. When you do, all you need to do with your pitch is to tell a true story about the thing you’ve built.

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Learn to craft messages that resonate so strongly
that it incites action and creates movements.

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The WTF moment

Marketers strive for a WOW moment. But the WTF moment is even stronger. WTF is short for “I can’t believe that this is possible!” It

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Many people believe that a great presentation makes it easy for the audience to choose you. The easier, the better. Yet, the most satisfying decisions

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Dr. Michael Gerharz

Dr. Michael Gerharz

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