Tue Feb 18 17:57:25 2020
<8f79fcda> if you’re in a sales situation
<8f79fcda> they don’t want to be told the answer, they want to feel smart and come to the conclusion on their own.
<8f79fcda> how?
<8f79fcda> find a champion of the capability – someone who sees the end of the rainbow
<8f79fcda> hmmm… let me think about a 3 sentence response
<8f79fcda> You’re very much on the right track here
<8f79fcda> “What are your enemies?”
<8f79fcda> a nicer way of asking is “What things aren’t your friends?”