Clarity in sales
Without sales clarity, our prospect will always just do what they've always done. What will they act on? And how and why?
The clarity formula

The clarity formula: finding your sales clarity

February 20, 2019

#SmallBusiness60: Episode 6

Pricing, getting paid, acting quickly, having control, and overcoming resistance... We've covered a few high-impact topics in just our first five #SmallBusiness60 episodes.

But without sales clarity - both for you and your prospect - we can't do any. And without it, our prospect will always just do what they've always done. So let's hone in on clarity.

My friend Peter Thomson has a simple way for remembering the components of clarity and what's important. It has four parts and goes like this:

What are you going to do?

How are you going to do it?

And Why are they interested?

The 'Why' is split into two parts:

  1. a move away from pain or a problem, or;
  2. a move towards something positive.

From an 80/20 perspective, around 80% of people are motivated initially by a move away from a problem, 20% towards achieving something positive. But this can vary depending on your market.

I think most Connectably subscribers discover us because there's a pain they want to address like confusing, disconnected software in their business.

C = W + H x Y²

It's not mathematically robust, but it is a nice way of remembering how to achieve 'clarity'.


Gareth Everson

Gareth's the founder of Connectably. He's a business systemiser who helps small business owners who aren't always natural "software people" to systemise their processes, understand marketing technology, improve client experiences, launch new services, get paid their true worth, and increase the value of their business. Connectably is a self-funded software business (founded 2017) that serves other small businesses. You can follow Connectably here, and connect with Gareth here.
Author: Gareth Everson - Founder Connectably

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