For many people, a "negotiation" comes out of nowhere like a beach ball they didn't see coming. Don't start your next negotiation at the beach ball moment; follow the advice of Clarity Advantage President Nick Miller and ensure your future negotiations start early and add value. http://www.clarityadvantage.com

In which we are reminded to maintain a broad view and help our clients solve the problems that are immediate and urgent, whether or not we make a sale in that moment.

In which we are reminded to take the time to plan calls and meetings, early enough, when it counts.

In which we are reminded to look up and ahead, from time to time, amidst our intense focus on sales activities.

In which we wonder about the sagacity of posting “away” messages on email or voice mail.

In which we are reminded to be memorable by acknowledging and celebrating clients and network friends.

In which we are reminded to build believers by evoking the experience of using our products and services.

In which we are reminded to prepare answers to a fundamental client question.

In which we are reminded to break our clients complex problems down into components and address the components rather than offering ‘one-size-fits-all’ recommendations that miss underlying issues.

Sales managers: do you know when to coach your reps? Find out here and get a winning game plan you can use in your sales coaching sessions from Clarity Advantage President Nick Miller. http://www.clarityadvantage.com