The Value of our Sales Time (Issue 964)
In which we are reminded that not all opportunities are worth the effort to land them. Read more »
In which we are reminded that not all opportunities are worth the effort to land them. Read more »
In which we are reminded not to accept, fully at face value, the stories our clients tell us. When I received this story, shared by a good friend, I loved it immediately. Famous band leader Count Basie was upset because the piano on which he played was constantly out of tune. He told the … Read more »
In which we are reminded about the importance and power of education in differentiation and client engagement. Read more »
In which we are encouraged to touch our clients and prospects more frequently with tastier morsels. Read more »
In which we are reminded to identify and track performance on the activities that lead to our goals. Read more »
In which we are reminded to learn from buyers’ “red lights” in the sales process. Read more »
In which we are reminded that, for high stakes purchases, revealing our methods may be more important than emphasizing our product or service benefits. Read more »
In which we are reminded there’s no point in selling to people who aren’t buying, hoping they will. Read more »
In which we are reminded to help our clients memorize and repeat our offer. Read more »
In which we are reminded to confirm clients’ satisfaction with their buying criteria after we deliver (rather than asking a general question). Read more »
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