Play off the visuals from the Warmer and the Reframe to leave no doubt. That’s why you need to hold off on the self-promotion a little longer and make sure they are completely sold on the problem by giving them the facts that back you up. Why not just get to the good part? Just because you laid it out brilliantly, doesn’t mean you have buy-in yet. It’s very easy to get this far and want to immediately want start promoting your Product. The Rational Drowning stage is all about backing up your Reframe with solid data.
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