In which we are reminded that part of our roles as sales professionals is to find ways to say “yes” when the “by the book” answer is, ‘no, we don’t do it that way.” Read more »
In which we ask a question: How to respond when a prospect or client calls, having done most of the “buying” process on their own. Read more »
In which we are encouraged to help our clients think ahead, anticipate, and prepare to solve problems early. Read more »
In which we are urged to see the big picture view of our territories and accounts before losing ourselves in daily sales tasks. Read more »
In which we are encouraged to take the stories we hear as a starting point, not the last word. Read more »
In which we are encouraged to stick with our proven sales processes rather seeking short cuts. Read more »
In which we are reminded to plan ahead and multi-task in our sales calls. Read more »
In which we are reminded that we don’t always hear what we think we’ve heard. Read more »
In which we are reminded, again, to maintain capacity for the accounts and clients that are most important. Read more »
In which we are reminded… STAND OUT SOMEHOW. Read more »
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