Selling security - understanding how mental patterns and bias impacts your message
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The document discusses strategies for securing funds and dealing with different personality types. It recommends taking time for thorough analysis and documentation when securing funds. When dealing with various personalities, it suggests tailoring the approach to their preferences, such as providing details for greens, praising first for yellows, and getting straight to the point for reds. The overall message is to adapt one's communication style to different personalities in order to be successful.
Selling security - understanding how mental patterns and bias impacts your message
- 1. @kairoer #hackcon Securing Funds
- 4. $
- 5. FUD
- 6. ROI
- 7. $$ risk mitigation Cost of control
- 9. Dealing with Blue's 1. Detailed analysis 2. Document everything 3. Security matter 4. Allow time for decision 息 Andrew Lothian, Insights, Dundee, Scotland, 2006. All rights reserved. INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.
- 10. Dealing with Green's 1. Present options 2. Show benefits To the group 3. Safety matters 4. Create consensus - may take time 息 Andrew Lothian, Insights, Dundee, Scotland, 2006. All rights reserved. INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.
- 11. Dealing with Yellow's 1. Details are BORING 2. Praise first 3. Ask casually 4. Expect quick decision. And again. 息 Andrew Lothian, Insights, Dundee, Scotland, 2006. All rights reserved. INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.
- 12. Dealing with Red's 1. To the point 2. Support with analysis 3. Present one clear option 4. Expect clear decision; or questions 息 Andrew Lothian, Insights, Dundee, Scotland, 2006. All rights reserved. INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.
- 14. Kai Roer kai@roer.com http://roer.com Twitter: @kairoer
Editor's Notes
- Tenk p奪 hulemannen som s奪 det beveget seg i buskene - skulle han snu, og l淡pe, eller skulle han g奪 n脱rmere og sjekke? Det er rimelig 奪 anta at v奪re gener kommer fra de som valgte 奪 ikke sjekke buskene. Det er derfor rimelig 奪 anta at endel av v奪re m淡nstre er medf淡dt, at de er endel av det 奪 v脱re menneske. En del av v奪re systemer, v奪r hjerne.
- Fint og pent og rent. Men hva har dette med sikkerhet 奪 gj淡re, sp淡r du kanskje? Jo, fordi vi, som mennesker, leter etter ting som passer til m淡nsteret, i stedet for 奪 se etter ting som IKKE passer til m淡nstere, blir vi lurt trill rundt hele tiden.