Changing the Blade (Issue 948)
In which we are encouraged to establish routine reviews of client satisfaction and product performance. Read more »
In which we are encouraged to establish routine reviews of client satisfaction and product performance. Read more »
In which we are reminded, when clients dig in on an issue, to ask questions rather than persuade. Read more »
In which we are reminded to limit our responses to client questions to one or two ideas at a time. Read more »
April 14, 2020 Clarity President Nick Miller with friends Jack Hubbard (St. Meyer & Hubbard) and Ned Miller ( Third Act Sales Consulting ) created a “Three Amigos” video highlighting strategies for the Covid-19 influenced sales world. Ned Miller focused primarily on the importance of clear focus, a plan, and maintaining routines. Nick Miller focused … Read more »
In which we are reminded that stories, particularly imaginary “hero’s journey” stories, are powerful vehicles for communicating the value of our products and services. Read more »
In which we are reminded that, sometimes, clients need something more than short “log on and follow the prompts” instructions to implement (what we think are) simple procedures changes or products we’ve sold them. Read more »
In which we are reminded that, when our clients go “short-term”, we should ask, “What if…?”. Read more »
In which we are reminded that price is often, perhaps even predominantly, not the reason that our prospects defer or decline our offers. Read more »
In which we are reminded to look at the outcomes our clients are seeking to achieve (in addition to understanding what they’re asking for). Read more »
In which we are reminded that patient research about prospects is a critical element of “getting in”. Read more »
© Copyright 2024 Clarity Advantage. All rights reserved.
This website shall be governed by and construed in accordance with the laws of Massachusetts, USA, without regard to its choice of law rules.
We Are Seriously Social.