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The brilliance of salespeople

“Look, you’re not so brilliant. But don’t worry because I am.”

That’s, in essence, the approach of a certain breed of salespeople: To play the high status game. There’s a matching breed of customers who that works for. They are ok with someone else taking the lead.

The opposite approach is the low status game which is all about doing whatever the customer wishes for regardless of how useful that is. There’s a matching breed of customers who love that kind of relationship.

For the rest of the customers, a third approach might work a little better: “You’re brilliant in what you do. We’re brilliant in what we do. Let’s so something brilliant together.” It’s a balanced relationship in which everyone gets to shine in their respective field.

What if you could speak with irresistible clarity?

My eBook teaches you a 5-step process that works

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Adding features

Clarity is an infinite game. When new ideas pop up or new features get added to the product, we need to adapt the story we

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Is it a product?

Is it a product? Or a bunch of features? Can you say why it exists without saying how it does what it does? Can your

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Relevance beats elegance

Elegance might get you attention.But relevance creates interest.Elegance without relevance is meaningless. By all means, make it elegant. But never at the expense of relevance.

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Dr. Michael Gerharz

Dr. Michael Gerharz

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