In which we are encouraged to look at the facts behind our clients’ first thoughts about their problems before jumping to recommendations. 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…again… that sustaining training is critical to long term capabilities and performance. Read more »
In which we are reminded that a referral from a trusted source is the best way to stand out among the many who seek our prospects’ attentions Read more »
In which we are encouraged to break down our sales conversations and work out the sloppy spots. Read more »
In which we are reminded that mapping an account – major players, points of view, obstacles, etc. – can save us from being blindsided and losing a sale. Read more »
In which we are reminded to develop our brands and our reputations around something memorable or the one thing we do best. Read more »
In which we are encouraged to stick with our proven sales processes rather seeking short cuts. Read more »
In which we are reminded to maintain a broad view and help our clients solve the problems that are immediate and urgent, whether or not we make a sale in that moment. Read more »
In which we wonder about the sagacity of posting “away” messages on email or voice mail. Read more »
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