Most of the time people dig their heels in the sand when challenged.
It's why showing people is so important.
Even on a much smaller level, think of a sales person selling software. Business owner gets a phone call, salesperson says he's got better software than what he's using (business owner likes his software, so he starts digging his heels into the sand). So what's the salesperson next move? SHOWING why the new software is better (Demos, videos, etc...) and connects it to a needs/ payoff.
Most of the time people dig their heels in the sand when challenged.
It's why showing people is so important.
Even on a much smaller level, think of a sales person selling software. Business owner gets a phone call, salesperson says he's got better software than what he's using (business owner likes his software, so he starts digging his heels into the sand). So what's the salesperson next move? SHOWING why the new software is better (Demos, videos, etc...) and connects it to a needs/ payoff.
Well said!