“Heraclitus called self-deception a terrible illness and vision a deceptive sense.” - Diogenes Laërtius

Heraclitus called self-deception a "terrible illness," and it’s a reminder that our senses and assumptions often lead us astray.

What we think we see isn’t always the full story.

A prospect’s hesitation may not be a hard "no," and a deal that feels certain might not be as secure as it seems.

Surface impressions can mislead, so don’t rely on them alone. Instead, dig deeper.

Use data to validate assumptions, logic to analyze situations, and empathy to understand your prospects’ true needs.

Reality is often richer than it appears. Stay curious and grounded.

Actionable tips:

• When a prospect says no or hesitates, ask thoughtful questions to understand their real concerns instead of assuming the deal is dead.
• Use analytics and data-driven insights to inform your next steps, rather than relying solely on gut feelings or first impressions.

Remember you will die.

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