In the [[Decision Making Unit (DMU)]] the different roles can perceive your offering in different ways. Overconfident perceivers believe your value proposition will bring them more than is realistic.

<<image /static/files/MBI/Module%2020/Overconfidentperceiver.png width:400>>

|Perceives|Overconfident|
|Probability of action|NONE|
|Causes|False reading of the situation, sight set too low, strong resistance to change, does not believe your product will improve the situation|
|Your product|Does not stand a chance|
bag
sales_public
created
Fri, 09 Dec 2011 10:53:52 GMT
creator
dirkjan
modified
Fri, 09 Dec 2011 10:53:52 GMT
modifier
dirkjan
tags
M20
Term
creator
dirkjan