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Alternatively, keep scrolling for practical techniques from unusual sources.
Understanding and Working with Uncertainty
There are a lot of nervous clients and customers out there, and a lot of companies nervous about cancellations. I have found that the best way to protect yourself against this is to acknowledge clients’ unease and speak directly to it. The following video explains how to sell to the paralysed, the paranoid and the anxious. Understanding the psychology of loss aversion is very powerful. The video explains how behavioural economics insights enabled one of my clients to deal with a “sorry, but we need to suspend operations for three months…” email from a client and turn the situation around.
Staying Sane in Chaos
Next, a way a accelerating your decision-making and keeping ahead of events. It is based on the “OODA loop,” which originated in military strategy (it’s a key part of the strategic doctrine of the US Marine Corps) and then developed a cult following in some areas of business. It lends itself very well to fast-moving and ambiguous situations.
And Finally, Do You Have a Right to Exist?
This is an insight from the person who, probably more than anyone I know, understands crisis situations. He’s a turnaround investor whose job is to put tens of millions of pounds into failing companies and make them successful. He talks about a company’s “right to exist”. If you get this right, he says, everything else is fixable. The video explains.