Selling security - understanding how mental patterns and bias impacts your message
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Transcript of Selling security - understanding how mental patterns and bias impacts your message
Securing Funds
@kairoer
#hackcon
$
FUD
ROI
$$ risk mitigationCost of
control
© Andrew Lothian, Insights, Dundee, Scotland, 2006. All rights reserved. INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.
Dealing with Blue's
1.Detailed analysis2.Document
everything3.Security matter4.Allow time for
decision
© Andrew Lothian, Insights, Dundee, Scotland, 2006. All rights reserved. INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.
Dealing with Green's
1.Present options2.Show benefits
To the group
3.Safety matters4.Create consensus -
may take time
© Andrew Lothian, Insights, Dundee, Scotland, 2006. All rights reserved. INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.
Dealing with Yellow's
1.Details are BORING2.Praise first
3.Ask casually4.Expect quick
decision. And again.
© Andrew Lothian, Insights, Dundee, Scotland, 2006. All rights reserved. INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.
Dealing with Red's
1.To the point2.Support with analysis
3.Present one clear option
4.Expect clear decision; or questions
Adapt and conquer!