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
Future Vision Benefits
May 27, 2014 07:49 - 3 minutes - 2.75 MBIn which we are reminded to paint an inviting vision of the future when we’re positioning our benefits.
Goal Line Stands
May 19, 2014 07:44 - 3 minutes - 3.47 MBIn which we are encouraged to engage our clients in thorough discussion of their goals.
Narrowing Focus
May 12, 2014 08:03 - 3 minutes - 3.08 MBIn which we are reminded that, while no territory is perfect, focus can improve our odds.
A Little Rogue
May 05, 2014 09:32 - 4 minutes - 3.88 MBIn which we are encouraged (with judicious restraint) to test the limits of our employers’ strategies, policies, and product lines to help our companies learn and adapt as clients and markets change.
Lead with Results
May 01, 2014 14:25 - 2 minutes - 5.5 MB VideoWhen you speak to prospective clients, do you focus first on your results? According to Nick Miller, president of the bank sales consulting and training firm Clarity Advantage, you should! Watch our video to find out why and how leading with results can boost your sales efforts. http://www.clarityadvantage.com
Pipeline Brushes
April 28, 2014 07:46 - 3 minutes - 3.36 MBIn which we are reminded to spread the risk in our pipelines by continuously adding new names.
Out the Back End
April 21, 2014 07:48 - 3 minutes - 2.86 MBIn which we are reminded to assess, from time to time, our investments in slow-developing accounts.
Sight vs. Sound
April 14, 2014 07:54 - 3 minutes - 3.29 MBIn which we wonder, how much should we focus on the physical elements of our sales presentations?
Options
April 07, 2014 07:59 - 4 minutes - 3.67 MBIn which we are reminded that broad perspective and many options accelerate successful negotiating conclusions.
Sales Strategies: Helping Clients Manage Change
April 02, 2014 09:26 - 1 minute - 4.15 MB VideoWhen you sell, your clients need to change. Watch Nick Miller, president of the bank sales training and consulting firm Clarity Advantage, as he discusses how you can help clients manage the change process once you sell to them. http://www.clarityadvantage.com
Reputation
March 31, 2014 07:49 - 3 minutes - 3.24 MBIn which we are reminded to nurture our reputations on the Web.
A Cholesterol Problem
March 24, 2014 08:14 - 2 minutes - 2.03 MBIn which we are reminded to develop our brands and our reputations around something memorable or the one thing we do best.
What's New?
March 17, 2014 07:57 - 2 minutes - 2.74 MBIn which we are reminded to anticipate our clients’ questions and prepare for them in advance.
Relevance
March 10, 2014 08:02 - 3 minutes - 3.15 MBIn which we are reminded that we have to evolve our positioning as market psychology shifts.
Stay in Touch with Clients and Prospects
March 04, 2014 07:57 - 1 minute - 4.08 MB VideoIn this episode, Clarity Advantage President Nick Miller discusses reasons to stay in touch with clients and prospects, and offers two tips to improve your follow-up process. For more sales resources, visit http://www.clarityadvantage.com.
Prospecting By Example
March 03, 2014 07:36 - 4 minutes - 3.75 MBIn which we are reminded that word of mouth beats calling cold.
Cabaret
February 24, 2014 10:14 - 3 minutes - 3.38 MBIn which we are reminded that our relationships with clients enable them to hear us more clearly.
Irritating Rituals
February 17, 2014 07:42 - 3 minutes - 3.47 MBIn which we consider whether our moves at the beginning of sales calls may not be so smooth.
Approaching Insurance Agencies
February 13, 2014 09:21 - 1 minute - 4.49 MB VideoThere are lots of reasons why you should be calling on insurance agencies and brokerages. Watch to find out what they are and get some great tips on what to talk about when you connect with agents and brokers. http://www.clarityadvantage.com
Subway Strategy
February 10, 2014 07:59 - 4 minutes - 4.16 MBIn which we are reminded that the best way to attract prospects is to demonstrate our capabilities to them.
Dragonisms
February 03, 2014 08:05 - 2 minutes - 2.44 MBIn which we are reminded to speak … simply.
Task Focused
January 27, 2014 07:50 - 2 minutes - 2.2 MBIn which we are reminded that, sometimes, following the cues we’re given trumps the obvious task at hand.
Close Shaves
January 20, 2014 08:09 - 3 minutes - 2.84 MBIn which we are reminded to take our time, patiently prepare and warm our relationships and prospects, before we jump in to anything resembling sales.
Four Drops
January 13, 2014 07:56 - 4 minutes - 3.96 MBIn which we are reminded that a BIG part of our roles, as sales people, is to help our clients manage through the change that occurs when they begin to install the services they buy from us.
The Strength of Our Convictions
January 06, 2014 08:07 - 3 minutes - 3.1 MBIn which we are reminded that, sometimes, the strength of our convictions earns us a buyer’s second look.
Visions of Sugar Plums
December 23, 2013 13:46 - 4 minutes - 4.54 MBIn which one of the biggest sales, ever, reminds us that enrolling prospects and clients in “visions of the future” helps us seal our deals.
Hands On
December 16, 2013 09:08 - 3 minutes - 3 MBIn which we are reminded that engaging clients “hands on” in our presentations boosts the odds of a sale.
Nurturing Your Sales Network: Ping!
December 12, 2013 08:20 - 1 minute - 4.41 MB VideoNick Miller, president of bank sales training and consulting firm Clarity Advantage, shares some great ways you can stay in touch - and top of mind - with people you've met while networking in this sales tips video. http://www.clarityadvantage.com
Too Quick to Answer
December 11, 2013 08:29 - 3 minutes - 2.74 MBIn which we are reminded not to answer questions before we fully understand their intent.
Save Room for Dessert
December 02, 2013 13:41In which we are reminded, again, to maintain capacity for the accounts and clients that are most important. (NOTE: This is the annual Thanksgiving Issue, one of the author’s favorites, unchanged from its first publication in 2002.While both grandmothers have passed on to the great Thanksgiving feast in the sky, our traditions remind us of them and we smile when we serve the dishes they prepared and enjoyed. This year, we oriented two new guests to our Thanksgiving rituals; they both qualifi...
Excess Parts
November 27, 2013 07:47 - 3 minutes - 2.82 MBIn which we are reminded to smoke out, early, internal competitors for our proposed solutions.
Sharpness of Breath
November 18, 2013 07:37 - 3 minutes - 3.08 MBIn which we are reminded not to call another person’s baby ugly.
You Can Learn a Lot
November 11, 2013 11:13 - 3 minutes - 2.79 MBIn which we are reminded: We expand our conversational repertoire by listening to others.
Approaching Veterinarian Practices
November 04, 2013 13:28 - 2 minutes - 6.24 MB VideoSelling bank products and services to vets can be very profitable. Find out why, how you can meet them, and what to talk to them about when you do in this sales training video by Clarity Advantage. http://www.clarityadvantage.com
Protein and Calcium
November 04, 2013 07:43 - 3 minutes - 3.3 MBIn which we are reminded of the sustaining benefits of activity tracking.
Extremely Natural
October 28, 2013 08:15 - 3 minutes - 3.27 MBIn which we learn more about overcoming fear of strangers and drawing people out in conversation.
Social Value
October 21, 2013 07:54 - 3 minutes - 3.45 MBIn which we are encouraged to "play big" in the charitable or non-profit world as a way of leveling the playing field with people with whom we'd like to do business.
Take Arms?
October 14, 2013 07:43 - 4 minutes - 3.86 MBIn which we ask ourselves, will we step up our game to partner with clients or, with other vendors, will we be crushed?
Can't Be Sure Unless We Measure
October 07, 2013 07:53 - 3 minutes - 3.19 MBIn which we are reminded that precision in assessing client situations often leads to better, more predictable results.
Approaching Engineering Consulting Firms
October 02, 2013 08:16 - 2 minutes - 7.15 MB VideoAs a banker, there are lots of reasons why you should be talking to engineering firms. Find out what the reasons are and specific questions you can ask to start building profitable relationships with engineers in this video from Clarity Advantage President Nick Miller. http://www.clarityadvantage.com
Lead With Ideas
September 30, 2013 09:32 - 3 minutes - 3.22 MBIn which we are encouraged to create demand for our services, not wait for clients to discover they need us.
Interpretations
September 23, 2013 08:00 - 4 minutes - 3.75 MBIn which we are reminded to interpret our clients' and prospects' behavior and intentions through multiple experiences rather than just one.
Signature Dishes
September 16, 2013 07:47 - 3 minutes - 3.44 MBIn which we are encouraged to develop a clear distinction, no matter how small, to differentiate ourselves from others and attract referrals.
A Long Shot
September 09, 2013 07:32 - 3 minutes - 3.35 MBIn which we encourage balance in pursuing "long shot" sales opportunities.
Comfort Foods
September 03, 2013 07:27 - 2 minutes - 2.25 MBIn which we are encouraged to manage our sales from data and a plan.
Approaching Architects
August 28, 2013 15:04 - 2 minutes - 6.03 MB VideoTargeting your prospecting efforts on architects? Clarity Advantage President Nick Miller explores the opportunities for banking services and offers conversational tips you can use the next time you're meeting with an architect. http://www.clarityadvantage.com
Out Of Our Minds
August 26, 2013 09:25 - 4 minutes - 4.4 MBIn which we discover one elusive secret to high performance.
Common Interests
August 26, 2013 07:36 - 3 minutes - 3.33 MBIn which we are reminded that starting conversations with complete strangers can be easy if we can find common interests.
East Coast Time
August 12, 2013 08:17 - 4 minutes - 4.39 MBIn which we are reminded of the power of habit in supporting our sales efforts.
Building Networks That Feed You
August 05, 2013 15:10 - 1 minute - 4.92 MB VideoUse your generosity to increase referrals from COIs and community connectors. Clarity Advantage President Nick Miller tells how in this sales strategies video full of ways you can generously share your expertise and build a thriving network. http://www.clarityadvantage.com