You’ve got to have good reasons to meet when you’re calling on prospects. In this video, Nick Miller, president of Clarity Advantage, shares a four-step process you can use to grab your prospect’s attention and ensure you get the appointment. http://www.clarityadvantage.com

In which we are encouraged to choose mid-range targets to guide us so we’re not distracted by daily swirling.

In which we are encouraged to find and share news or statistics with our clients and prospects that will prompt conversation about the little mysteries that are critical to their businesses.

In which we are reminded to be a little skeptical about what we hear from our prospects and customers.

In which we discuss the gentle art of the complement.

In which we discuss the opportunities and dangers in calling business prospects before business hours or on weekends and holidays.

In which we are reminded to fix diversions that slowly reduce our sales time and productivity.

In which we are reminded to understand our buyers’ criteria for making a change before pitching ideas or solutions.

In which we are reminded to learn and use our companies’ positioning language flawlessly.

There's no better time to expand your conversations with prospects and customers than when they're planning to kick off a new year. Clarity Advantage President Nick Miller offers 6 questions you can ask to gain a more strategic look at your prospects and customers, help them articulate their plans more clearly, and solve their business challenges more powerfully. http://www.clarityadvantage.com