Literature/202603010948 hypothesis curiosity validation filtering matrix

<ul> <li>Source: [[<a class="litnote tooltip" href="/literature/@ghanadan2025">@ghanadan2025<span class="tooltiptext">Not Buying It: The Art of Selling to Scientists, Doctors, and Other Professional Skeptics</span></a>]]</li> <li>Tags: <a href="/tags/sales">#sales</a> <a href="/tags/science-business">#science-business</a> <a href="/tags/decision-making">#decision-making</a></li> </ul> <p>Another useful framework is the matrix below <img alt="images/framework_decisions.jpeg" class="wikiimage" src="/images/framework_decisions.jpeg" /></p> <p>It shows the oscillation between curiosity and skepticism, and between objectivity and subjectivity. This is very similar to the approach in <a class="wikilink" href="/catalytic_experiences/">catalytic experiences</a>, but goes one level deeper. </p> <p>By identifying these 4 different behaviors, we can also decide what and how to communicate. For example, in order for someone to formulate a hypothesis, it may be necessary to make their needs explicit. </p> <p>Many people don't know they have a problem until they think for long enough about it. You may not realize that something can be done better, with a different approach until someone manages a way of verbalizing a pain. </p> <p>The complex quadrant is the <strong>Filtering</strong>: combination of subjectivity and skepticism. If a scientist <em>believes</em> your proposition won't work, your efforts will end. This quadrant is activated irrationally and rather quickly. Your pitch is done.</p>