In which we are reminded not to fall for the bait of taking an order just because the customer asked for it.

Want to increase the number of referrals that you get from COIs? Working on three factors can influence your effectiveness. Find out what the factors are and how to use them to build your COI network from Clarity Advantage President, Nick Miller. http://www.clarityadvantage.com

In which we are encouraged to describe ourselves in terms of the specifics of what we do rather than the titles others give us.

In which we are reminded of the importance of investing a little time to understand buyers’ “stories behind their stories” before we attempt to sell.

In which we are reminded to be a little careful before “doing someone a favor.”

Maintaining balance is critical when managing account relationships. Learn why balance is so important in sales and how to accomplish it (standing on one leg, if you choose!) from Clarity Advantage President, Nick Miller. http://www.clarityadvantage.com

In which we are reminded that focus on the core benefits of our product or service help us close sales where others couldn’t.

In which we explore tracking our own activities in detail.

In which we are reminded to sell at multiple levels in larger organizations, not just at the business owner or “C” level.

Clarity Advantage’s four-step close can help you avoid objections, deliver stronger value to your clients, and close more accurately and faster. Hear what the four steps are and see them in action as Clarity Advantage President Nick Miller takes you through a real-life sales scenario. http://www.clarityadvantage.com