How We Often Miss the Point When Talking With Prospects and Clients

Heuristic techniques are frequently used as a rapid-fire way of making decisions, especially in the world of business.

Joe Kornik | July 09, 2010

By Dave Brown

Blindfold You're driving down a deserted road when your car hits a pothole and the engine cuts out. The car slowly rolls to a halt by the side of the road. You're alone, there's no cell phone reception and there are no buildings for miles. You have the choice of trying to fix the problem or sitting there alone for a very long time.

You recall that the engine stopped suddenly, with no loud bang or grating noise, so you conclude that the problem is probably not mechanical. There was no spluttering of the engine, the power cut out immediately, so in all likelihood it's not a fuel problem.

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