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
Look Back!
April 13, 2015 07:30 - 3 minutes - 2.85 MBIn which we are reminded to look back at our client relationships to make sure nothing has changed while we were looking in a different direction.
Build Better Rapport with Small Business Banking Clients
April 09, 2015 08:12 - 1 minute - 4.9 MB VideoBuilding stronger relationships and increasing sales with small business owners is all about asking the right questions. Get your next conversation off to a great start with the four powerful questions Clarity Advantage President Nick Miller shares in this sales strategies video. http://www.clarityadvantage.com
Change from the Periphery
April 06, 2015 07:41 - 3 minutes - 2.89 MBIn which we are urged to meet many people in our primary accounts to understand their ideas and intentions well before they turn into action and an RFP.
Passionate Followings
March 30, 2015 07:37 - 3 minutes - 2.8 MBIn which we are reminded to move boldly beyond "about what you'd expect."
Sedimentary Segmentation
March 23, 2015 07:31 - 2 minutes - 2.35 MBIn which we are reminded that tight focus and strong expertise brings customers to us.
Question the Question
March 16, 2015 07:36 - 4 minutes - 4.07 MBIn which we are reminded, yet again, to find out what’s behind the question before answering.
Five Fast Ones
March 09, 2015 07:45 - 4 minutes - 3.67 MBIn which we are reminded to prepare for five predictable sales objections.
Silver Sonatas
March 02, 2015 07:31 - 3 minutes - 3.04 MBIn which we are challenged to make our differentiators more obvious, easier to see.
Baby, It's Cold Outside
February 23, 2015 07:42 - 3 minutes - 3.22 MBIn which we are reminded to pay attention to our clients ‘FEELINGS’ as well as their facts.
Sales Leadership
February 16, 2015 08:37 - 4 minutes - 4.24 MBIn which we are reminded…We can lead.
Five Second Memory
February 08, 2015 18:53 - 2 minutes - 2.22 MBIn which we are reminded to learn quickly and move on from mistakes. No brooding!
What Sales is About
February 02, 2015 07:56 - 3 minutes - 3.17 MBIn which we are reminded about the value proposition that WE are and can be.
Find Ways to Say Yes
January 26, 2015 08:34 - 4 minutes - 4.1 MBIn which we are reminded that part of our roles as sales professionals is to find ways to say “yes” when the “by the book” answer is, "no, we don’t do it that way.”
We've Been to Your Website
January 19, 2015 07:21 - 1 minute - 1.4 MBIn which we ask a question: How to respond when a prospect or client calls, having done most of the “buying” process on their own.
Thinking Ahead
January 12, 2015 07:22 - 2 minutes - 2.68 MBIn which we are encouraged to help our clients think ahead, anticipate, and prepare to solve problems early.
Developing Closer Client Relationships
January 07, 2015 15:13 - 1 minute - 7.28 MB VideoIn this sales strategies video brought to you by Clarity Advantage President Nick Miller, you'll gain three ways to strengthen your client relationships. http://www.clarityadvantage.com
Big Picture View
January 05, 2015 07:55 - 3 minutes - 3.1 MBIn which we are urged to see the big picture view of our territories and accounts before losing ourselves in daily sales tasks.
Stories
December 29, 2014 09:47 - 3 minutes - 3.21 MBIn which we are encouraged to take the stories we hear as a starting point, not the last word.
Hallelujah! Multitasking
December 15, 2014 07:28 - 4 minutes - 3.72 MBIn which we are reminded to plan ahead and multi-task in our sales calls.
You CAN'T Be Serious!
December 08, 2014 07:59 - 3 minutes - 2.86 MBIn which we are reminded that we don’t always hear what we think we’ve heard.
Save Room for Dessert
December 01, 2014 07:30 - 3 minutes - 3.01 MBIn which we are reminded, again, to maintain capacity for the accounts and clients that are most important.
Be Memorable
November 24, 2014 08:50 - 3 minutes - 3.43 MBIn which we are reminded… STAND OUT SOMEHOW.
Uni-Directional
November 17, 2014 07:44 - 3 minutes - 3.24 MBIn which we are reminded to overcome one set of survival instincts so we can pay attention to another.
Acapella
November 10, 2014 08:07 - 4 minutes - 3.71 MBIn which we are urged to carve out the time needed to research and prepare for sales calls.
Identifying Needs for Treasury Management Solutions
November 04, 2014 13:15 - 1 minute - 7.63 MB VideoClarity Advantage President Nick Miller shares three steps to identifying more opportunities for fee-based services, particularly Treasury Management, in this sales strategies video for business bankers. http://www.clarityadvantage.com
Cachucha Fandango
November 03, 2014 07:31 - 3 minutes - 2.83 MBIn which we are reminded to slow down our pace when we’re presenting new concepts to prospects and clients so they may understand more clearly what we say.
Expertise So Clear
October 27, 2014 07:41 - 3 minutes - 3.44 MBIn which we ask ourselves the question, once again, “what is our differentiating, dominating expertise?”
Superstitious Behaviors
October 13, 2014 07:45 - 4 minutes - 4.37 MBIn which we are prompted to ask ourselves, “Are we working with a replicable, predictable sales process?”
Sales Conversations: Two Ways to Strengthen your Questions
October 08, 2014 09:38 - 1 minute - 3.9 MB VideoThere are two ways you can improve the quality and richness of client answers you receive during sales conversations. Clarity Advantage President Nick Miller shares what they are and how you can use them to expand and deepen your client relationships. http://www.clarityadvantage.com
Nothin' But Trouble
October 06, 2014 08:41 - 3 minutes - 3.06 MBIn which we are reminded to be careful about “sharing our experience” until we understand the details, no matter how tempting.
Buying Decisions
September 22, 2014 07:44 - 3 minutes - 3.25 MBIn which we are reminded that buyers sometimes stop or slow down their processes with us because of related or unrelated issues.
Keeping Up To Date
September 15, 2014 07:26 - 2 minutes - 2.38 MBIn which we are reminded to document our sales and client management activities day by day (even ‘though that’s about the last thing in the world we want to spend time on).
I Want An Opinion
September 08, 2014 07:39 - 3 minutes - 3.28 MBIn which we are reminded that, frequently, it’s our expertise rather than the products we sell that earn us clients and commissions.
Selling Treasury Management Services
September 04, 2014 10:46 - 1 minute - 4.64 MB VideoWant to sell more deposit and cash management services? Start by discussing cash flow challenges in sales calls. Sound difficult? It doesn't have to be! There are three major things you need to ask about and Clarity Advantage President Nick Miller shares them in this video. http://www.clarityadvantage.com
A Mother's Love
September 02, 2014 07:37 - 3 minutes - 3.14 MBIn which we are reminded that complaints or expressions of interest are not sufficient foundations to pitch.
On the Trail
August 27, 2014 13:38 - 3 minutes - 2.76 MBIn which we are urged to get out from behind our desks and go TO our clients to earn their business.
Treasures of the Trip
August 27, 2014 13:37 - 4 minutes - 3.66 MBIn which we are encouraged to savor and ask questions that go beyond the obvious.
Movement in the Mercado
August 27, 2014 13:35 - 4 minutes - 3.91 MBIn which we learn marketing from Mercado merchants’ movement.
Unraveling Client Yarns
August 04, 2014 08:18 - 4 minutes - 3.96 MBIn which we are reminded to manage our discovery questioning patiently.
Two Keys to Better Negotiating
August 01, 2014 09:35 - 2 minutes - 7.68 MB VideoFor many people, a "negotiation" comes out of nowhere like a beach ball they didn't see coming. Don't start your next negotiation at the beach ball moment; follow the advice of Clarity Advantage President Nick Miller and ensure your future negotiations start early and add value. http://www.clarityadvantage.com
Stop the Bleeding
July 28, 2014 09:03 - 3 minutes - 2.83 MBIn which we are reminded to maintain a broad view and help our clients solve the problems that are immediate and urgent, whether or not we make a sale in that moment.
A Time to Plan
July 21, 2014 09:22 - 3 minutes - 3.16 MBIn which we are reminded to take the time to plan calls and meetings, early enough, when it counts.
Look Up!
July 14, 2014 08:42 - 3 minutes - 2.94 MBIn which we are reminded to look up and ahead, from time to time, amidst our intense focus on sales activities.
Seeds of Doubt
July 07, 2014 08:51 - 3 minutes - 3.45 MBIn which we wonder about the sagacity of posting “away” messages on email or voice mail.
Notes and Cards
June 30, 2014 08:09 - 2 minutes - 2.06 MBIn which we are reminded to be memorable by acknowledging and celebrating clients and network friends.
Crab Rangoon
June 23, 2014 08:39 - 3 minutes - 2.88 MBIn which we are reminded to build believers by evoking the experience of using our products and services.
Why do you want to work with us?
June 16, 2014 07:46 - 2 minutes - 2.51 MBIn which we are reminded to prepare answers to a fundamental client question.
Deconstruction
June 09, 2014 07:46 - 3 minutes - 2.94 MBIn which we are reminded to break our clients complex problems down into components and address the components rather than offering ‘one-size-fits-all’ recommendations that miss underlying issues.
Coaching Before a Call
June 03, 2014 13:35 - 1 minute - 4.88 MB VideoSales managers: do you know when to coach your reps? Find out here and get a winning game plan you can use in your sales coaching sessions from Clarity Advantage President Nick Miller. http://www.clarityadvantage.com
Feet Keep Moving
June 02, 2014 07:52 - 2 minutes - 2.62 MBIn which we are reminded at mid-year to focus on knocking down the short-term objectives in front of us on our way to the year-end goal.