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).
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Bullshitters are going to bullshit. There’s nothing you can do about that. But what you can do is to show up prepared so you spot
I have been a happy man ever since January 1, 1990, when I no longer had an email address. I’d used email since about 1975,
This principle has served me well in the past:Don’t split your attention! I don’t check my phone when in a conversation. I don’t chat when
