Erwin was a physicist that was awarded a Nobel Prize for writing something about a cat being alive and dead at the same time and it's impact on atomic theory. I tried to read about it but honestly, I don't have a clue. However, if really smart people say that he's smart, he's smart!
That was lesson #1. If you get other people to say something good about you, it carries more weight than if you say it yourself.
If you don't already know, I'm into quotes and I found one of Erwin's that's a good reminder.
"I am no friend of probability theory, I have hated it from the first moment when our dear friend Max Born gave it birth. For it could be seen how easy and simple it made everything, in principle, everything ironed and the true problems concealed."
So, the sales lesson here is, "Be careful what claims or assumptions you make based on historical data, metrics or statistics."
If you have an evaluation that is 95% accurate, how does your prospect know whether or not they are in the 5% or the 95%?
If you close two out of three demos and you're about to do your third, are you guaranteed to sell?
If you've identifed 16 matching traits of a persona in a prospect, does that mean that they are identical to any other prospect?
We try to use metrics and statistics to make our process easy, simple and predictable, but our prospects are each unique and not identical to any other and when we treat them as a statistic, metric or persona, we fail because we're often missing the real issue.
In case you haven't heard, my September program will be focused on helping you align the steps in your funnel to your customer's shopping and buying process.