Educate to advocate

- Advocacy is what comes next. And that's me not selling necessarily, but educating. That's how I like to think about it. So let's pretend that, you know, we're both from different planets. In fact, in some ways we are, you know, we all come from different cultures, different upbringings, but let's pretend that we're really from other planets. I need to pretend I don't know anything about what's going on for Jenny, but I also need to know and not assume that Jenny knows anything about what's going on for me. So when I'm advocating, I start at the basics. "So here's what I see, Jenny, Here's what I see the problem and, and the productivity that we could increase with the new software. Here's what looks good to me about it. What do you think?" And then you go back into inquiry - Mm-hm - And you start to go back and forth now, inquiry, advocacy. And then if you get to a point where you've got some form of agreement,…