In which we consider that companies generate more client loyalty and more sales if they’ve developed and managed their sales teams to specific client experience standards.על ידי Clarity Advantage

In which we are reminded that advising, earning trust, and generating value beyond our products involves looking beyond the needs our products address.על ידי Clarity Advantage

In which we are encouraged to explore the bigger picture of what our clients seek to maximize or minimize in purchasing our services.על ידי Clarity Advantage

Want to be the "go to" person for your clients when they need something? Watch for some tips from Nick Miller, president of the bank sales training and consulting firm, Clarity Advantage. http://www.clarityadvantage.comעל ידי Clarity Advantage

In which we are reminded: Look up, from time to time, and engage with the people around us. No telling who we will meet.על ידי Clarity Advantage

In which we are encouraged to plan, then track and manage, our sales activities to boost our chances of hitting goals.על ידי Clarity Advantage

In which we are reminded: Find a niche and specialize… or get smoked.על ידי Clarity Advantage

In which we are reminded that buyers have so many choices that, no matter how much work we invest in differentiating the details of our products, they remember only one or two IF they distinctly stand out.על ידי Clarity Advantage

In which we are reminded to “follow the check list” as we’re closing sales or finishing projects.על ידי Clarity Advantage

In which we are reminded to tell the best parts of our story (i.e. our results, our value) first in three (or fewer) simple sentences.על ידי Clarity Advantage

In which we are reminded that very few questions come from idle curiosity. We need to know why.על ידי Clarity Advantage

In which we are reminded…again… that sustaining training is critical to long term capabilities and performance.על ידי Clarity Advantage

In which we are reminded that every client personal detail reveals choices and avenues to insight.על ידי Clarity Advantage

Ask questions to understand what prospects are thinking before you start pitching ideas.על ידי Clarity Advantage

In which we are reminded that “winging it” in sales calls without maps of the bigger picture frequently ends in our getting lost.. and losing opportunity.על ידי Clarity Advantage

In which we are reminded that even short call plans help us produce better results than no plans at all.על ידי Clarity Advantage

In which we are reminded that some people need more time to decide, and we should engage with others while they do.על ידי Clarity Advantage

In which we are reminded not to limit our explorations with clients and prospects to those issues in which they express interest or which they purchase.על ידי Clarity Advantage

Yet one more time… In which we are reminded to clarify before we pitchעל ידי Clarity Advantage

In which we are reminded that, if we want our clients to embrace us as advisors, it helps to maintain a wide view of what’s happening the in the business world.על ידי Clarity Advantage

In which we are reminded not to call another person’s baby ugly… even if....על ידי Clarity Advantage

In which we are challenged to communicate the experiential aspects of our products to distinguish them and stimulate client hunger for them.על ידי Clarity Advantage

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

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

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

In which we are encouraged to understand context before we pitch recommendations.על ידי Clarity Advantage

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

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.על ידי Clarity Advantage

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.על ידי Clarity Advantage

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

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

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

In which we are encouraged to break down our sales conversations and work out the sloppy spots.על ידי Clarity Advantage

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.על ידי Clarity Advantage

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

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.על ידי Clarity Advantage

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.על ידי Clarity Advantage

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

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.על ידי Clarity Advantage

Successful salespeople know that referrals are one of the most effective ways to attract new prospects and clients. Generating referrals comes easier when you've developed a relationship with a referral source or center of influence. Get some tips on initiating relationships with centers of influence from Clarity Advantage President Nick Miller. ht…

In which we gain some insight into the workings of the Web and social selling.על ידי Clarity Advantage

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

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.על ידי Clarity Advantage

In which we are reminded of positive feedback’s power.על ידי Clarity Advantage

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

In which we are reminded that winging it can reduce our credibility with clients.על ידי Clarity Advantage

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

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

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.על ידי Clarity Advantage

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.על ידי Clarity Advantage