Old Wounds (Issue 756)
In which we are reminded to take care of “injuries” in our client relationships lest they come back to cripple us later. Read more »
In which we are reminded to take care of “injuries” in our client relationships lest they come back to cripple us later. Read more »
In which we are encouraged to understand context before we pitch recommendations. Read more »
In which we are reminded we can leverage ‘what’s happening in the moment’ to start conversations with prospects during networking or group events. Read more »
In which we are encouraged to practice our conversation and sales skills in everyday life so they’re sharp when we need them in sales calls. Read more »
In which we are reminded that, even if we provide water, horses won’t drink if they’re not already thirsty or if we can’t convince them that drinking now would be a really good idea. Read more »
In which we are reminded to keep our competitors clearly in view and to distance and differentiate ourselves. Read more »
In which we recommend at least modest due diligence before quoting a price on a project or sale. Read more »
In which we are reminded that dollarizing our value, is an INCREASINGLY essential sales discipline. “Nobody gives a hoot about your products, Nick.” He may have substituted another word or two there, and his intent was clear. I was talking to another business owner about how our respective businesses are faring. “They don’t…really. They’re fine … Read more »
In which we are reminded to look at each of our clients’ situations uniquely, being wary of “ready generalizations” based on experience. I was desperate to find a table and a chair at which to sit for my 11:00 am conference call. Away from my office, on the ground floor of a client’s office tower, … Read more »
In which we are reminded that one of the main purposes of our client “discovery” conversations is to help them take a fresh look at how they’re managing their operations. Read more »
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