In which we are reminded to communicate frequently and accurately with clients as we’re selling and implementing after the sale. Read more »
In which we are reminded, again, to conserve capacity for the plum accounts that have the biggest impact on our production. Read more »
In which we are reminded that sometimes, we have to rescue clients from their decisions. Read more »
In which we are encouraged to think about the whole system we’re selling into rather than just the specific problem now on the table. Read more »
In which we are reminded to interpret our prospects’ and clients’ behavior and intentions through multiple experiences rather than just one. Read more »
In which we consider our occasional roles as sales “tour guides” for beginners. Read more »
In which we are reminded we cannot understand our clients’ as we see them now unless we understand how they got here…and how their journey influenced them. Read more »
In which we are reminded it’s useful to know how our clients usually handle situations AND their buying criteria before making a recommendation. Read more »
In which we are reminded to clarify terms we don’t understand before presenting ideas. Read more »
In which we are challenged to communicate the experiential aspects of our products to distinguish them and stimulate client desire for them. Read more »
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