How Nick Disabato Uses OmniGraffle

It's really interesting, this framing you've given around what this process is, because in the center of it is this accuracy that you want to arrive at.

What is the truth about the behavior and why we do things we do inside of software? But on either side of it, there seems to be an educational layer and also an emotional layer that you have to kind of navigate.

I akin it a little bit to like hostage negotiation where it's like, okay, over here on this side, we got to figure out, okay.

Is what you're saying truly the case? Ninety nine percent of the time, no.

It's just based on a story or an idea or some single interaction you've had.

And on this side, you're saying that you absolutely would or wouldn't do something here.

But then the data that we have here in the center tells us otherwise.

How do you I mean, that is the question.

How do you start navigating through all of that and drawing truth and clarity out of it? And in a way that makes number one, not only like the truth emerge, but also number two, everybody OK with it.

I don't know if it's a hostage negotiation unless they're being really...

I mean, you get me thinking because I have read books on hostage negotiation and I've dealt with in other areas of my life sociopaths.

So navigating that...

Like thinking about, but it does make sense if the politics of the organization that's buying from you are really busted and there's a lot of weird subterfuge and people are openly lying to you.

And that can happen.

That can also happen in taboo industries.

So I used to work for a cannabis brand for a little while and you would talk with people and they would be like, is this being recorded? Are you the feds? I live in Florida.

And so there would be an element of heightened, you know.

But when we think about emotions, I'm actually thinking more about the idea of buyer's remorse and more about the idea of objections showing up in my head as to whether or not the company is trustworthy and whether I will get what they say they're going to give me, right? That's right.

I have a ton of examples of this.

I'll give a couple.

One of them, for example, I have a cell phone with a very large American carrier and they were like, we're changing your plan.

It will not go up more than six dollars.

Then it went up fifteen dollars and seventy seven cents.

And of course, I called them.

I'm like, why did you lie to me, girl? Like, that's not good.