In which we are reminded to help our client make decisions by limiting the number of choices to a few.

In which we are reminded that a little research can save us a LOT of prospecting time.

Nick Miller, president of Clarity Advantage, explains how you can sell value (and win the business) when customers demand lower prices. http://www.clarityadvantage.com

In which we are reminded, again, to maintain capacity for the accounts and clients that are most important.

In which we are encouraged to open new capacity and capability by letting go of the past.

In which we are reminded to slow down – plan our approaches to clients and prospects deliberately – to reduce the impact of unexpected actions.

In which we are reminded to set clear parameters and priorities in our territory plans.

In which we are reminded to focus on differences rather than routine questions when we write our call plans.

In which we are encouraged (tight budgets notwithstanding) to continue investing time and money in “getting out a bit” with clients and prospects.

In which we are reminded to engage our clients in a flow of conversation rather than stopping every two minutes to demonstrate how much we know.