[1] In your company, do you find it’s harder to get a new budget for a project, or to protect an existing budget from being cut?

[1] Think of a service your company uses (like Slack or Zoom). What is the one feature your team would hate to lose access to tomorrow?

[2] Does your company ever stick with an old software or vendor just because it’s "too much work" to change? (Status Quo Bias)

[2] How do you feel when a salesperson tells you, "This offer expires in 2 hours"? Does it make you want to buy, or does it annoy you?

[3] Out of the three items above, which one do you think is the scariest for the client to lose?

[3] How would you say this politely?

[3] If they still want to save money, how can you "frame" a cheaper plan as a way to "protect their data" instead of just a "downgrade"?

If you have a question or questions that you'd like to discuss during your class, please write them down.