Commercial answers

This is the only chapter you may take a number from. If anything else in the book disagrees, this one is right: tell John Cooper. Read it before your first customer conversation, and run the pre-quote check whenever a number goes in writing. Quoted words are approved wording: use them as written. Pending decisions carry their register number. Nothing AMBER is quoted until the named person confirms it.

Remember

Seven things to unlearn since September. "All four products" is now "every feature and Holly, in every seat". One licence per person, never six platforms (D13). The D18 wording replaces the year-one annual contract. No free trial; payment at sign-up. No commission figure (D19). Company pages are AMBER. No "competitors aren't waiting".