The Mind of

the Decision-Maker

Prospecting / Sales / Loyalty / Recruiting

When you seek a YES decision but face competition...

1. The key is not the quality of your initial presentation nor the worthiness of your offering as you assess your value.

2. The key is the decision-makerís perception of your value at the time the decision is made, where value is your ability to help attain specific goals or eliminate pain.

3.† Memory of your Value inevitably declines through time.

4.† Actively reinforcing Memory of Value leads to more YES decisions. You are addressing competitive threats and gaining substantial edge over competitors who ignore MOV reality.

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