We built a little B2B startup that involved a lot of technical sales. One thing I realised quite quickly is that if I started arguing with a prospect it would o

We built a little B2B startup that involved a lot of technical sales. One thing I realised quite quickly is that if I started arguing with a prospect it would only result in them entrenching their position. Not useful if that position means they won’t buy your product. I think the reason is relatively obvious. When you’re debating, you spend all of your time trying to think of all of the ways your position is the correct one. So it’s not surprising it becomes entrenched. If the outcome you want to drive is the opposite, it’s basically wasted effort.