Overconfident perceivers in the DMU

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.

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