Why Isn’t Your Customer More Responsive?

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The Situation Penny is really excited. She sells security systems for businesses, and her firm is introducing an advanced 3-D facial recognition feature that her customers can add to their security systems. Penny has been calling all of her clients, including Arthur, who is responsible for security at a financial organization. Penny: . . . […]

Is What You’re Saying What They Want to Hear?

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The Situation Chris is a sales rep for a web hosting business. Julia, the office manager for a law firm, is looking for a new web host and was referred to Chris’ company. After a short phone conversation, they set up a meeting. As Chris introduces himself and starts to familiarize Julia with his company, […]