Read the Room Before the Pitch

Mateo has one minute to set the decision lens before the room falls into function-by-function objections. What should Mateo say first? Open with the shared customer handoff failure and ask the room to judge the pilot by whether it reduces that failure. Strong. This pre-suades attention toward a criterion all stakeholders can accept, then creates a small consistency anchor for the later ask. Start with the full roadmap so everyone sees how much planning has already gone into the idea. Weaker. Effort is not the criterion the room shares; it can even trigger sunk-cost resistance instead of genuine buy-in. Ask…

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