A lot of times, when people ask me a question, I end up responding with a \u201cwell, that depends.\u201d<\/p>\n
Oh yes. I\u2019m one of those <\/em>people. It drives a lot of people nuts, but I can\u2019t just answer a question without knowing the context behind it.<\/p>\n For example, one of my favorites, \u201cWhat would your plan be during the apocalypse?\u201d<\/p>\n Well, (say it with me folks) THAT DEPENDS. What kind of apocalypse? (that\u2019s the most important question) Where am I starting geographically? Do I have family with me? How fast does it happen and what kind of prep time do I get? All of these are questions that need to be asked before you can answer. And if you\u2019ve never asked yourself those questions, you\u2019re welcome. Now you have a plan for every genre of apocalypse.<\/p>\n But I didn\u2019t just write this to talk about what affects your plans in an apocalypse scenario. Even though sometimes selling might feel like an apocalypse. What I\u2019m getting at here is Pink\u2019s concept of Clarity. The last of his ABC’s (Attunement, Buoyancy, Clarity), clarity refers to \u2026 well\u2026 clarifying things.<\/p>\n To sell someone something, you want to understand their pain and motivation. But they\u2019re not going to tell you outright, so what do you do? You clarify. They have a problem? What kind? They need to solve it? Why? Asking clarifying questions is the best way to understand (clarify) a customer\u2019s problem, and then to help them to fully understand (clarify) their own problem.<\/p>\n So Clarity is my favorite out of Pink\u2019s concepts. Why, you ask? Ahhh look at you trying to get some clarity. I did kind of just try to explain but ultimately I think clarity is really important because you can\u2019t solve a problem if you don\u2019t know what the problem is.<\/p>\n Clarify your prospect\u2019s problem, clarify your apocalypse plans. See you in class.<\/p>\n","protected":false},"excerpt":{"rendered":" A lot of times, when people ask me a question, I end up responding with a \u201cwell, that depends.\u201d Oh yes. I\u2019m one of those people. It drives a lot of people nuts, but I can\u2019t just answer a question without knowing the context behind it. For example, one of my favorites, \u201cWhat would your […]<\/p>\n","protected":false},"author":3185,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[504],"tags":[],"class_list":["post-13024","post","type-post","status-publish","format-standard","hentry","category-clarity"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/13024","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/3185"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=13024"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/13024\/revisions"}],"predecessor-version":[{"id":13025,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/13024\/revisions\/13025"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=13024"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=13024"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=13024"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}