In which we are reminded not to assume we understand what our clients seek when they come back to us. Read more »
In which we are reminded to fully understand our customers’ specifications before delivering. Read more »
In which we are reminded to be careful about making assumptions when we’re assessing clients’ issues. Read more »
In which we are reminded that consistent research is a key to offering timely, high impact ideas to prospects and clients. Read more »
In which we see how to position standard products as “fresh” and “built just for you.” Read more »
In which we are reminded that many clients are motivated to buy more by fear of failure than by positive benefits of change. Read more »
In which we are encouraged to move on when it’s clear that we should move on. Read more »
In which we learn to regain the lead in a conversation by eliminating pauses. Read more »
In which we are reminded to warm people up a little bit before we “turn on the heat” in prospecting conversations. Read more »
In which we are encouraged to think ahead and prepare for a range of possible outcomes in our sales calls. Read more »
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