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.

Crack the clarity Code

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Reading their news

What are your customers reading?How do they speak with each other?What are they saying about your product?Or about other products?What words do they use to

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Fear of commitment

Better to play it safe because what if they don’t like it, right? Fear of rejection is one of the huge roadblocks in many corporate

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Dr. Michael Gerharz

Dr. Michael Gerharz

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