Clarity Advantage's Sales Thoughts
361 episodes - English - Latest episode: almost 8 years ago - ★★★★ - 2 ratingsTips for prospecting, positioning value, negotiating, better questions and listening, coaching, managing sales process.
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Episodes
To the Highest Standards
August 29, 2016 06:54 - 4 minutes - 3.85 MBIn which we consider that companies generate more client loyalty and more sales if they’ve developed and managed their sales teams to specific client experience standards.
Trusted Advisor
August 15, 2016 07:22 - 3 minutes - 2.92 MBIn which we are reminded that advising, earning trust, and generating value beyond our products involves looking beyond the needs our products address.
Assessing Buyer Appetites for Risk
June 20, 2016 10:54 - 3 minutes - 3.54 MBIn which we are encouraged to explore the bigger picture of what our clients seek to maximize or minimize in purchasing our services.
I've Got a Guy Who...
May 11, 2016 08:39 - 1 minute - 3.87 MB VideoWant to be the "go to" person for your clients when they need something? Watch for some tips from Nick Miller, president of the bank sales training and consulting firm, Clarity Advantage. http://www.clarityadvantage.com
Keep an Eye Out
May 09, 2016 07:05 - 2 minutes - 2.67 MBIn which we are reminded: Look up, from time to time, and engage with the people around us. No telling who we will meet.
Daily Measures
May 02, 2016 07:01 - 3 minutes - 2.88 MBIn which we are encouraged to plan, then track and manage, our sales activities to boost our chances of hitting goals.
Niche or Get Smoked
April 25, 2016 07:06 - 4 minutes - 3.73 MBIn which we are reminded: Find a niche and specialize… or get smoked.
Hot Rods
April 18, 2016 07:03 - 4 minutes - 3.74 MBIn which we are reminded that buyers have so many choices that, no matter how much work we invest in differentiating the details of our products, they remember only one or two IF they distinctly stand out.
Forget Me Not
April 11, 2016 07:00 - 2 minutes - 2.35 MBIn which we are reminded to “follow the check list” as we’re closing sales or finishing projects.
The Best Parts First
April 04, 2016 07:15 - 2 minutes - 2.7 MBIn which we are reminded to tell the best parts of our story (i.e. our results, our value) first in three (or fewer) simple sentences.
Why do you ask?
March 21, 2016 07:24 - 3 minutes - 2.82 MBIn which we are reminded that very few questions come from idle curiosity. We need to know why.
A Fool's Plan
March 14, 2016 07:04 - 3 minutes - 2.78 MBIn which we are reminded…again… that sustaining training is critical to long term capabilities and performance.
Seeing Beyond the Obvious
March 07, 2016 07:05 - 2 minutes - 2.73 MBIn which we are reminded that every client personal detail reveals choices and avenues to insight.
Ask Before You Pitch
February 15, 2016 09:47 - 1 minute - 4.74 MB VideoAsk questions to understand what prospects are thinking before you start pitching ideas.
Recalculating Route
February 15, 2016 08:57 - 3 minutes - 3.31 MBIn which we are reminded that “winging it” in sales calls without maps of the bigger picture frequently ends in our getting lost.. and losing opportunity.
Bread on the Table
February 08, 2016 08:22 - 2 minutes - 2.63 MBIn which we are reminded that even short call plans help us produce better results than no plans at all.
Slow Turners
February 01, 2016 07:45 - 3 minutes - 3.53 MBIn which we are reminded that some people need more time to decide, and we should engage with others while they do.
Focused Too Tight?
January 18, 2016 10:40 - 2 minutes - 2.18 MBIn which we are reminded not to limit our explorations with clients and prospects to those issues in which they express interest or which they purchase.
Ask First
January 11, 2016 07:05 - 2 minutes - 2.66 MBYet one more time… In which we are reminded to clarify before we pitch
Maintaining a Wide View
December 14, 2015 07:04 - 2 minutes - 2.7 MBIn which we are reminded that, if we want our clients to embrace us as advisors, it helps to maintain a wide view of what’s happening the in the business world.
When the Baby's Ugly
December 07, 2015 07:18 - 3 minutes - 3.16 MBIn which we are reminded not to call another person’s baby ugly… even if....
Layers of Flavor
November 30, 2015 08:06 - 3 minutes - 3.18 MBIn which we are challenged to communicate the experiential aspects of our products to distinguish them and stimulate client hunger for them.
Are You Good Enough They'll Call You?
November 16, 2015 07:09 - 2 minutes - 2.54 MBIn which we are reminded that our network reputation for a specific expertise earns us introductions to the people who most need us.
Engage New Friends
November 16, 2015 07:08 - 2 minutes - 2.08 MBn which we are reminded that people “out there” are reading what we write on line…. Really!
Old Wounds
November 02, 2015 11:04 - 3 minutes - 3.39 MBIn which we are reminded to take care of “injuries” in our client relationships lest they come back to cripple us later.
Eat! Eat Some More!
October 26, 2015 07:22 - 2 minutes - 2.65 MBIn which we are encouraged to understand context before we pitch recommendations.
Bridges in the Moment
October 19, 2015 07:05 - 3 minutes - 3.48 MBIn which we are reminded we can leverage ‘what’s happening in the moment’ to start conversations with prospects during networking or group events
The Changing Game
October 12, 2015 06:59 - 4 minutes - 3.7 MBIn which we are encouraged to practice our conversation and sales skills in everyday life so they’re sharp when we need them in sales calls.
Not Thirsty
October 05, 2015 07:39 - 3 minutes - 3.2 MBIn which we are reminded that, even if we provide water, horses won’t drink if they’re not already thirsty or if we can’t convince them that drinking now would be a really good idea.
Competitor Links
September 28, 2015 07:04 - 2 minutes - 2.63 MBIn which we are reminded to keep our competitors clearly in view and to distance and differentiate ourselves.
Don't Give a Hoot
September 14, 2015 07:02 - 2 minutes - 2.25 MBIn which we are reminded that dollarizing our value, is an INCREASINGLY essential sales discipline.
Before the Fall
September 08, 2015 07:51 - 4 minutes - 4.41 MBIn which we are reminded to look at each of our clients’ situations uniquely, being wary of “ready generalizations” based on experience.
Playing Clean
August 31, 2015 07:16 - 2 minutes - 2.05 MBIn which we are encouraged to break down our sales conversations and work out the sloppy spots.
Pantry View
August 24, 2015 08:31 - 2 minutes - 2.05 MBIn which we are reminded that one of the main purposes of our client “discovery” conversations is to help them take a fresh look at how they’re managing their operations.
I Forgot
August 17, 2015 08:29 - 3 minutes - 3.29 MBIn which we are reminded that clients forget stuff, too, even really important stuff. Our sales jobs include reminding them.
Ruthless
August 10, 2015 08:28 - 4 minutes - 3.77 MBIn which we are reminded that we can open up space and boost our productivity by purging “sentimental favorite” clients that provide little value so we can focus on the ones we can grow.
Getting Out for a Look Around
August 03, 2015 07:51 - 4 minutes - 4.24 MBIn which we are reminded that mapping an account – major players, points of view, obstacles, etc. – can save us from being blindsided and losing a sale.
Hermione
July 20, 2015 08:49 - 1 minute - 1.82 MBIn which we are reminded that maintaining account records and information are critical to the seller’s craft.
Social Selling
July 13, 2015 07:23 - 2 minutes - 2.73 MBIn which we are reminded that the value we post on line - our social selling and personal marketing – can take us to markets and people far beyond the local market we serve. THAT’s why we do it.
Sales Strategies: Developing Centers of Influence
July 09, 2015 11:01 - 1 minute - 5.05 MB VideoSuccessful salespeople know that referrals are one of the most effective ways to attract new prospects and clients. Generating referrals comes easier when you've developed a relationship with a referral source or center of influence. Get some tips on initiating relationships with centers of influence from Clarity Advantage President Nick Miller. http://www.clarityadvantage.com
Being Social: Attracting Attention
June 29, 2015 07:52 - 3 minutes - 2.87 MBIn which we gain some insight into the workings of the Web and social selling.
Change of Scene
June 22, 2015 07:57 - 2 minutes - 2.67 MBIn which we are reminded to give our brains a break and change of scene, the better to generate ideas.
Dirty Work
June 15, 2015 07:45 - 3 minutes - 2.92 MBIn which we are reminded that one of the most important obstacles to sales is our clients’ reluctance to face the dirty work of change after their purchase… and that we can help.
Quesadilla
June 08, 2015 07:39 - 2 minutes - 2.61 MBIn which we are reminded of positive feedback’s power.
Rocky Paths
June 01, 2015 07:41 - 3 minutes - 2.82 MBIn which we are reminded not to be put off when others describe particular clients or prospects as “difficult”.
Were You Thinking?
May 26, 2015 08:00 - 4 minutes - 4.45 MBIn which we are reminded that winging it can reduce our credibility with clients.
On Giants' Shoulders
May 18, 2015 07:22 - 4 minutes - 4.06 MBIn which we are reminded: Take a moment thank people who have sponsored us and coached us to become who we are.
Take What the Defense Gives You
May 04, 2015 07:40 - 2 minutes - 2.31 MBIn which we are reminded to pursue issues in which our clients are interested rather than issues we PLANNED to talk about.
There's Floor Everywhere
April 27, 2015 07:07 - 1 minute - 1.77 MBIn which we are reminded, from the “How bad do you want it?” department…No matter how busy we are, we can make time to do just one or two more small tasks that move us forward.
Four Years!
April 20, 2015 07:27 - 2 minutes - 2.46 MBIn which we are reminded that, when we lose clients, the warning signs have been there for a while. We could have done something about it.