Trusted Advisor (Issue 795)
In which we are reminded that advising, earning trust, and generating value beyond our products involves looking beyond the needs our products address. Read more »
In which we are reminded that advising, earning trust, and generating value beyond our products involves looking beyond the needs our products address. Read more »
In which we are reminded that, when we need internal leverage to move sales forward, our clients’ assistants or admins may have the best networks of all. Read more »
In which we are encouraged to remind our clients, from time to time, all that we’ve done for them. Read more »
In which we are reminded that haphazard execution of even small details in a sales process can hurt us. Read more »
In which we are reminded: Look up, from time to time, and engage with the people around us. No telling who we will meet. Read more »
In which we are encouraged to plan, then track and manage, our sales activities to boost our chances of hitting goals. Read more »
In which we are reminded: Find a niche and specialize… or get smoked. Read more »
In which we are reminded that buyers have so many choices that, no matter how much work we invest in differentiating the details of our products, they remember only one or two IF they distinctly stand out. Read more »
In which we are reminded to “follow the check list” as we’re closing sales or finishing projects. Read more »
In which we are reminded to tell the best parts of our story (i.e. our results, our value) first in three (or fewer) simple sentences. Read more »
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