Clarity Advantage's Sales Thoughts

In which we are reminded that our network reputation for a specific expertise earns us introductions to the people who most need us.

n which we are reminded that people “out there” are reading what we write on line…. Really!

In which we are reminded to take care of “injuries” in our client relationships lest they come back to cripple us later.

In which we are encouraged to understand context before we pitch recommendations.

In which we are reminded we can leverage ‘what’s happening in the moment’ to start conversations with prospects during networking or group events

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.

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.

In which we are reminded to keep our competitors clearly in view and to distance and differentiate ourselves.

In which we are reminded that dollarizing our value, is an INCREASINGLY essential sales discipline.

In which we are reminded to look at each of our clients’ situations uniquely, being wary of “ready generalizations” based on experience.

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.

In which we are reminded that clients forget stuff, too, even really important stuff. Our sales jobs include reminding them.

In which we are reminded that we can open up space and boost our productivity by purging “sentimental favorite” clients that provide little value so we can focus on the ones we can grow.

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.

In which we are reminded that maintaining account records and information are critical to the seller’s craft.

In which we are reminded that the value we post on line - our social selling and personal marketing – can take us to markets and people far beyond the local market we serve. THAT’s why we do it.

In which we gain some insight into the workings of the Web and social selling.

In which we are reminded to give our brains a break and change of scene, the better to generate ideas.

In which we are reminded that one of the most important obstacles to sales is our clients’ reluctance to face the dirty work of change after their purchase… and that we can help.

In which we are reminded of positive feedback’s power.