Fully Ready (Issue 1042)
In which we are reminded that “feeling you’re ready” is different from “being fully ready”. Read more »
In which we are reminded that “feeling you’re ready” is different from “being fully ready”. Read more »
In which we are reminded that, sometimes, we have to help a client solve a problem or remove an obstacle that is outside of our normal scope so they can move forward with services we CAN provide. Read more »
In which we are reminded that our proposals should emphasize one or two ideas clearly to ensure clients can hear them. Read more »
In which we are reminded that, the more deeply we know our clients’ challenges and celebrations, the more able we are to share resources that they find valuable and that elevate our visibility. Read more »
In which we are reminded, when selling to complicated or major accounts: Bring in the team early. Read more »
In which we are reminded not to assume that our clients know what they are doing when they ask for products or services. Read more »
In which we are encouraged while networking or going about our daily tasks, to wear something that stands out, breaks the ice, and starts conversation. (Offered with apologies to my Michigan State friends.) Read more »
In which we are reminded that, no matter how good our offer or relationship is, many clients will always have an eye out for ‘what else is out there.’ Read more »
In which we are reminded that, even when apparently well-informed and knowledgeable buyers cast themselves upon us with demands or requests, we can and should pause… and ask questions. Read more »
In which we are reminded that, sometimes, we have to give even well-informed clients or prospects time to sit with our recommendations and their alternatives before they make decisions. Read more »
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