Clarity Advantage's Sales Thoughts

Strategies for Better Questions, Listening: In which we learn the importance of asking for the story behind the story before we present our recommendations.

Prospecting Strategies: In which we learn that “leading with specifics” may accelerate our connections with prospects to whom we’ve not been referred (that being the BEST way to connect with prospects).

Sales Prospecting Strategies: In which we are reminded about the power of referrals and associations to accelerate contact with prospects.

In which we offer five prospecting strategies that respond when a prospect says “I don’t need what you’re selling now.”

In this we consider that some of our moves at the beginning of sales calls may not be so smooth. Category = Managing Sales Process

In which we discuss the importance of choosing and developing a personal brand and symbols that align with our clients’ concerns or opportunities.

In which we are reminded that “consultative selling” involves the application of judgment.

In which we learn to compete in the “future” rather than battling it out in the present.

In which we learn how survival instincts affect our selling practices.

In which we discuss the routines of managing our time and territories.

A seasonal message which we’re encouraged to share what we know with people in need.

In which we explore “expertise marketing” – speak, write, or be written about – as a pipeline development strategy.

In which we discuss the merits of pacing oneself through the sales year.

Comes one who seeks to be my trusted advisor with a seat at the Trusted Advisor table.

In which we are reminded…. and reminded… and reminded… to remind our clients about the value we’re creating with them.

In which we learn to ask a fairly personal question answers to which will help us develop our account strategies.

In which we’re reminded to call even our smallest clients at least once per year to check in.

In which we are reminded to continue developing our personal expertise, investing in ourselves.

In which we discuss questions that can help us facilitate when clients “go away.”

In which we consider the importance of emotion as well as facts when confirming what we’ve heard.