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If They Don't Want to Go There

In which we discuss what to do if a client doesn’t want to answer questions about details. Last week, we suggested… “When we’re selling products or processes that improve our clients’ operations (from cash management to document processing to any number of industrial products)…. Read more »

Tic, Tic, Tic

In which we are reminded to clean up distracting physical habits. I frowned. Multiple times, I guess. Afterwards, a few of the people in the meeting I was leading commented, “When I asked questions, Nick frowned. I felt like I was asking dumb questions.” Read more »

It's Just a Phase You're Going Through

In which we’re encouraged to acknowledge our clients’ stories so they’re sure we’ve heard them. As last week came to Friday, many conversations ended with the suggestion, “Have a happy Easter.” Several of us announced that we were headed to dinner tables set by our mothers or mothers in law. Celtic Grammas, it turns out, … Read more »

A Matter of Trust

In which we’re reminded: It isn’t so much about ‘what you say.’  It’s about ‘who you’re being.’ In clinics and sales training sessions, I am often asked, “What can we say to our clients so they’ll trust us?” the askers thinking that I might give them verbal pixie dust – quick turns of phrase or … Read more »

My name is Karen. Read more »

Is Clarity President Nick Miller the Most Influential Person Online?

Clarity Advantage Launches Twitter Feed to Help Business Bankers Expand Sales Conversations