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@kairoer  #hackconSecuring Funds
$
FUD
ROI
$$ risk mitigation     Cost of     control
Dealing with Blues                                                                                    1. Detailed analysis...
Dealing with Greens                                                                                   1. Present options  ...
Dealing with Yellows                                                                                    1. Details are BOR...
Dealing with Reds                                                                                          1. To the point...
Adapt and conquer!
Kai Roer kai@roer.com http://roer.comTwitter: @kairoer
Selling security - understanding how mental patterns and bias impacts your message
Selling security - understanding how mental patterns and bias impacts your message
Selling security - understanding how mental patterns and bias impacts your message
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Selling security - understanding how mental patterns and bias impacts your message

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Selling security - understanding how mental patterns and bias impacts your message

  1. 1. @kairoer #hackconSecuring Funds
  2. 2. $
  3. 3. FUD
  4. 4. ROI
  5. 5. $$ risk mitigation Cost of control
  6. 6. Dealing with Blues 1. Detailed analysis 2. Document everything 3. Security matter 4. Allow time for decision © Andrew Lothian, Insights, Dundee, Scotland, 2006. All rights reserved. INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.
  7. 7. Dealing with Greens 1. Present options 2. Show benefits To the group 3. Safety matters 4. Create consensus - may take time © Andrew Lothian, Insights, Dundee, Scotland, 2006. All rights reserved. INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.
  8. 8. Dealing with Yellows 1. Details are BORING 2. Praise first 3. Ask casually 4. Expect quick decision. And again. © Andrew Lothian, Insights, Dundee, Scotland, 2006. All rights reserved. INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.
  9. 9. Dealing with Reds 1. To the point 2. Support with analysis 3. Present one clear option 4. Expect clear decision; or questions © Andrew Lothian, Insights, Dundee, Scotland, 2006. All rights reserved. INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.
  10. 10. Adapt and conquer!
  11. 11. Kai Roer kai@roer.com http://roer.comTwitter: @kairoer

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