In which we are reminded that even small mistakes can fatally undermine our credibility and effectiveness with prospects Read more »
In which we are reminded that the heart and art of sales is understanding and working our prospects’ desires and feelings. Read more »
In which we are reminded to prepare call questions and responses to likely challenges lest we fallon our faces. Read more »
In which we are reminded to vary the content of our prospecting approaches while we maintain our routine frequencies. 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 are reminded that, if we want to gain entry to a new account, we may need to present an idea that can be implemented fast. Read more »
In which we are reminded that good negotiating outcomes begin with and depend on value-oriented discovery and selling. Read more »
In which we consider how long to pursue cold prospects. Read more »
In which we are reminded that there ain’t no such thing as a commodity if we consider buyers’ preferences and their buying experience. Read more »
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