Westchester County Business Journal: Leveraging FUD Factor for Profitability

"IBM's systemic FUD sales training brought it great success. Then payback came when Microsoft used FUD to scare users away from using IBM's competing operating system, PS-2 (The result: IBM's PS-2 is history). Today, the Linux community uses FUD to overwhelm us about the security dangers of Windows.

"Here's how it works. A competitor plants seeds of doubt to get his prospect's heart rate pounding with thoughts of dire consequences from dealing with the other guy..."

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