The “Short” Personal Story (Issue 911)
In which we are reminded to craft short versions of our personal stories that prompt conversation. Read more »
In which we are reminded to craft short versions of our personal stories that prompt conversation. Read more »
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 »
In which we are encouraged to proactively approach our clients and prospects rather than waiting for their RFPs. Read more »
In which we are reminded that personalized attention to small details can make us memorable. Read more »
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 »
In which we are reminded, we still have a critical role as salespeople in a web-oriented economy. Read more »
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 »
In which we are reminded that we (probably) don’t have to offer price discounts if our clients fully experience our value. Read more »
In which we are reminded that, if clients don’t like, desire, or need one of our products, lower prices likely aren’t the issue. Read more »
In which we are encouraged to engage someone’s fresh eyes to review our major clients with us, lest we’ve missed something important. Read more »
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