Are they pulling? (aka: avoiding "seems-like-pull-but-isn't")

What this episode covers

In this episode, Rob explores one of the most costly mistakes founders make: confusing enthusiasm with PULL. We explore why things customers say like "This would solve our biggest pain point" or "This would save us millions" often lead founders down dead ends. People with PULL try to buy. People without PULL often sound interested, ask questions, and give positive feedback - but don't initiate purchase-shaped actions. We cover in this episode:The difference between enthusiasm and PULLWhy pain points, ROI, and positive feedback are often misleadingWhat "trying to buy" actually looks likeHow to identify purchase-shaped actionsWhy founders waste months chasing prospects who were never going to buyHow to "play dumb" to uncover what customers are really thinkingLinksPre-order The Power of PULL and get Rob's Claude skill: https://www.robsnyder.org/bookRob's PULL course: https://robsnyder.org/course Work with Rob: https://www.robsnyder.org Connect with Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/ Follow Rob's Substack: https://thephysicsofstartups.substack.com/Chapters01:57 Why founders misread sales calls 04:46 The cost of false PULL 08:33 What PULL actually is 10:51 What trying to buy looks like 15:46 Common signals that aren't PULL 20:33 The danger of hypothetical next steps 25:20 Playing dumb to find the truth 29:36 Getting to ground truth

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