Clarity Advantage's Sales Thoughts

In which we are reminded not to be put off when others describe particular clients or prospects as “difficult”.

In which we are reminded that winging it can reduce our credibility with clients.

In which we are reminded: Take a moment thank people who have sponsored us and coached us to become who we are.

In which we are reminded to pursue issues in which our clients are interested rather than issues we PLANNED to talk about.

In which we are reminded, from the “How bad do you want it?” department…No matter how busy we are, we can make time to do just one or two more small tasks that move us forward.

In which we are reminded that, when we lose clients, the warning signs have been there for a while. We could have done something about it.

In which we are reminded to look back at our client relationships to make sure nothing has changed while we were looking in a different direction.

In which we are urged to meet many people in our primary accounts to understand their ideas and intentions well before they turn into action and an RFP.

In which we are reminded to move boldly beyond "about what you'd expect."

In which we are reminded that tight focus and strong expertise brings customers to us.

In which we are reminded, yet again, to find out what’s behind the question before answering.

In which we are reminded to prepare for five predictable sales objections.

In which we are challenged to make our differentiators more obvious, easier to see.

In which we are reminded to pay attention to our clients ‘FEELINGS’ as well as their facts.

In which we are reminded…We can lead.

In which we are reminded to learn quickly and move on from mistakes. No brooding!

In which we are reminded about the value proposition that WE are and can be.

In which we are reminded that part of our roles as sales professionals is to find ways to say “yes” when the “by the book” answer is, "no, we don’t do it that way.”

In which we ask a question: How to respond when a prospect or client calls, having done most of the “buying” process on their own.

In which we are encouraged to help our clients think ahead, anticipate, and prepare to solve problems early.