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Cameron's avatar

"What will I tell my boss?"

I was listening to a podcast a while ago where the person being interviewed was talking about the sales process for people like this. He described the typical sales process of trying to appeal to FOMO (Fear Of Missing Out) when you should be focussing on FOMU (Fear Of Mucking Up). "Nobody ever gets fired for choosing Microsoft"

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Ramon Salinas's avatar

Wes,

Right on the opening with "this is the policy", you made me think of, and then used as an example, a phrase that make some crawl up the wall:

"This is the way we’ve always done it.”

😡

Amazing piece as always. I really loved this line:

"Being a bureaucrat is a mentality, not a title."

I think knowing your audience is the main message here, then figuring out how to "present" to them.

Also reminded me of the 6 buying motives:

1) Desire for gain

2) Fear of loss

3) Comfort and convenience

4) Security and protection

5) Pride of ownership

6) Satisfaction of emotion

Our bureaucrat friends are squarely in #2 and #4, maybe even 3.

Preventing them from a Loss of their calm and peace, or strengthening their Security and Protection, are definitely the ways to go with them.

I just have to notice early on when I am talking with a bureaucrat mentality and change my tactic.

Thanks for the remainder.

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