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 encouraged to break down our sales conversations and work out the sloppy spots.

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.

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. http://www.clarityadvantage.com