Analyze Don’t Rationalize

Maintain objectivity when prospects question new product capabilities.

A considerable amount of careful analysis and planning goes into every new product inception and creation process.  When pushback occurs from prospects, it is hard to accept that criticism objectively.  The more likely response is to rationalize the prospect’s input, consciously or subconsciously assuming the prospect is mistaken.  Companies need to analyze, not rationalize, inputs that may be contrary to their carefully thought-out, preconceived plans.