In which we are reminded (once again!) to prepare carefully in advance for clients’ and prospects’ questions. Read more »
In which we are encouraged to devote meal times with clients and prospects to building connections and comfort… with business to follow. Read more »
In which we consider whether blindly increasing sales team account loads (to make a business model work) is the best plan. Read more »
In which we are reminded to help clients navigate delays by setting specific expectations and communicating frequently. Read more »
In which we learn that “how we move’ may be more memorable than “what we say” in sales presentations. Read more »
In which we are reminded that, since few buyers really like to be “sold” anything, we can’t look like we’re selling. Read more »
In which we are reminded that good call “mechanics” will save us when we make mistakes. Read more »
In which we are reminded that, fair or not, clients and prospects judge us, often, based on brief moments of experience. Read more »
In which we are reminded of the glorious sustaining benefits of activity tracking. Read more »
In which we are reminded that, sometimes, we have to help clients settle issues that have little to do with us in order for them to give us their full attention. Read more »
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