News - Page 32 of 92 - Clarity Advantage

Bear Defense (Issue 912)

In which we are reminded to help our clients anticipate and prepare for yet-unseen future challenges. Read more »

The “Short” Personal Story (Issue 911)

In which we are reminded to craft short versions of our personal stories that prompt conversation. Read more »

You Eat Like A Bird (Issue 910)

In which we are encouraged to look back at a client’s history of decisions and progress before moving forward with recommendations for next steps. Read more »

Get In Early (Issue 909)

In which we are encouraged to proactively approach our clients and prospects rather than waiting for their RFPs. Read more »

Compère Lapin (Issue 908)

In which we are reminded that personalized attention to small details can make us memorable. Read more »

Walk Around The House From Time to Time (Issue 907)

In which we are reminded to broaden our range of contacts within each of our clients, beyond the “side of the house” through which we enter. Read more »

We Still Have A Role (Issue 906)

In which we are reminded, we still have a critical role as salespeople in a web-oriented economy. Read more »

Cheering Section (Issue 904)

In which we are reminded that our post-purchase encouragement to our clients can make a big difference in their implementation experience and their commitment to future purchases. Read more »

You Must Be Kidding! – Nick Miller Shares Negotiation Tips

June 1, 2019 Nick Miller will share six points that improve lender outcomes in loan negotiations during a super-regional bank’s August Business Banking Group sales team meeting. “Bankers frequently take too narrow a view of their negotiations,” Miller said in commenting on the engagement. Read more »

Needless Markdown (Issue 903)

In which we are reminded that we (probably) don’t have to offer price discounts if our clients fully experience our value. Read more »