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!

Kai Roerkai@roer.comhttp://roer.com

Twitter: @kairoer