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
Why Do You Ask?
August 05, 2013 07:47 - 4 minutes - 3.7 MBIn which we are reminded that very few questions come from idle curiosity.
There's More to the Picture
July 29, 2013 08:27 - 5 minutes - 4.84 MBIn which we are encouraged to look more broadly than our immediate buyers when we’re selling.
Practice
July 22, 2013 08:34 - 2 minutes - 2.62 MBIn which we are reminded that repetition is critical building confidence and skills in handling objections.
Fly Swatters
July 15, 2013 08:41 - 3 minutes - 2.8 MBIn which we are reminded to remember how we earn our money… and to focus on the main point.
Who Do You Know That...?
July 08, 2013 08:17 - 4 minutes - 4.21 MBIn which we’re encouraged to ask for referrals based on the problems we solve rather than our products.
Sales Strategies: Attracting Referrals and Clients
July 02, 2013 08:33 - 1 minute - 5.54 MB VideoSales people: how can you get more referrals in your communities? According to Nick Miller, president of the bank sales training and consulting firm Clarity Advantage, by positioning yourself as a "likeable expert." Nick learned this tip from Michael Katz at Blue Penguin Development and, in this video, he shares how you can become a likeable expert too and start attracting more referrals to you. http://www.clarityadvantage.com
Business Development Games
July 01, 2013 08:34 - 2 minutes - 2.59 MBIn which we are reminded that keeping score is critical to playing well.
Hit 'Em Where They Ain't
June 24, 2013 09:16 - 3 minutes - 3.22 MBIn which we are encouraged to build market share by focusing on first on small targets rather large.
So What?
June 19, 2013 13:28 - 3 minutes - 3.56 MBIn which we are reminded to speak our results first.
Out of Network
June 10, 2013 08:04 - 4 minutes - 4 MBIn which we are reminded that setting goals or strategic direction helps us build our networks.
Networking Passions
June 03, 2013 07:32 - 3 minutes - 3.58 MBIn which we are reminded that building networks is often done best when done around the passions that really arouse us.
Granola
May 28, 2013 07:40 - 3 minutes - 3.63 MBIn which we are reminded that one of the keys to building and sustaining a network is to contribute moments of delight that ripple forward.
Break Dancers
May 20, 2013 07:46 - 2 minutes - 2.73 MBIn which we are urged to develop a decisive, clear specialty in our markets to draw more referrals.
Take What Their Defenses Give
May 13, 2013 07:41 - 3 minutes - 3.29 MBIn which we are reminded to assess potential conversation partners before we barge in.
Approaching Lawyers
May 08, 2013 13:22 - 2 minutes - 6.62 MB VideoWant to build more profitable relationships with law firms? Nick Miller, president of Clarity Advantage, shares his tips for meeting lawyers and carrying on meaningful conversations with them about their business challenges.
Any Excuse
May 06, 2013 07:32 - 4 minutes - 4.35 MBIn which we are reminded that it’s our job to create reasons to talk and possibilities for action.
Pacing
April 29, 2013 07:44 - 3 minutes - 3.63 MBIn which we are encouraged to pick interim targets to guide our pace through each sales period.
Irrigation
April 22, 2013 08:01 - 3 minutes - 2.97 MBIn which we are reminded to drip feed our inactive prospects routinely.
Statuesque
April 15, 2013 07:38 - 4 minutes - 3.78 MBIn which we are reminded to play territory management carefully lest we get lost in abundance.
Approaching Dentists
April 12, 2013 14:42 - 2 minutes - 7.02 MB VideoDrilling into conversations with dentists can be very profitable. How do you meet them? What should you talk about? Nick Miller, president of Clarity Advantage, answers these questions and offers real-world examples that can help you build a network of dental practices to fill your pipeline. http://www.clarityadvantage.com
Perspective
April 08, 2013 07:30 - 5 minutes - 4.63 MBIn which we are reminded to speak in our clients’ tongues, not our own.
Selling from Purpose
April 01, 2013 08:12 - 3 minutes - 3.26 MBIn which we are encouraged to define our purposes clearly, therefrom to guide our sales work.
Your Story in My Words
March 25, 2013 07:29 - 3 minutes - 3.23 MBIn which we are reminded to help our clients see their stories in our descriptions about our businesses.
News from Afar
March 19, 2013 08:32 - 3 minutes - 3.58 MBIn which we are reminded that selling also includes sharing our perspective to help our clients advance.
Tell Me Why
March 11, 2013 07:32 - 2 minutes - 2.68 MBIn which we are reminded to ask our referral sources WHY they are referring us to their colleagues or clients.
Responding to "Tell Me About You" the Right Way
March 05, 2013 09:00 - 2 minutes - 6.07 MB VideoWhen a prospect asks, “Tell me about you?”, how do you answer? According to Clarity Advantage President Nick Miller, there’s a right way and a wrong one. Get Nick’s tips for answering this common question in a way that’ll reel your prospects in and have them coming back for more conversation. http://www.clarityadvantage.com
Question With Those Fries?
March 04, 2013 07:31 - 2 minutes - 2.6 MBIn which we are reminded…once again… to ask questions EVEN WHEN WE’RE SURE we have a good idea.
Contingencies
February 24, 2013 15:37 - 3 minutes - 3.44 MBIn which we are reminded that not everything (anything?) goes as planned – good to have a back up in advance.
Clients Who Know
February 18, 2013 07:39 - 3 minutes - 3.39 MBIn which we are reminded: We run a risk when we assume that clients correctly understand their problems.
WOW Them with a Reason to Meet
February 13, 2013 13:41 - 1 minute - 4.23 MB VideoYou’ve got to have good reasons to meet when you’re calling on prospects. In this video, Nick Miller, president of Clarity Advantage, shares a four-step process you can use to grab your prospect’s attention and ensure you get the appointment. http://www.clarityadvantage.com
Snow Blinded
February 11, 2013 07:31 - 3 minutes - 2.76 MBIn which we are encouraged to choose mid-range targets to guide us so we’re not distracted by daily swirling.
Something to Talk About
February 04, 2013 07:39 - 3 minutes - 3.55 MBIn which we are encouraged to find and share news or statistics with our clients and prospects that will prompt conversation about the little mysteries that are critical to their businesses.
Taken for a Fool
January 28, 2013 07:34 - 3 minutes - 3.31 MBIn which we are reminded to be a little skeptical about what we hear from our prospects and customers.
Genuine
January 21, 2013 07:44 - 3 minutes - 3.18 MBIn which we discuss the gentle art of the complement.
Cave of Wonders
January 14, 2013 07:26 - 3 minutes - 3.06 MBIn which we discuss the opportunities and dangers in calling business prospects before business hours or on weekends and holidays.
Slow Leaks
January 07, 2013 07:37 - 3 minutes - 3.38 MBIn which we are reminded to fix diversions that slowly reduce our sales time and productivity.
How Will I Know?
January 02, 2013 07:45 - 3 minutes - 3.65 MBIn which we are reminded to understand our buyers’ criteria for making a change before pitching ideas or solutions.
Not Good Enough for Us
December 17, 2012 07:12 - 3 minutes - 3.01 MBIn which we are reminded to learn and use our companies’ positioning language flawlessly.
6 Must-Ask Questions for the New Year
December 12, 2012 13:03 - 2 minutes - 4.45 MB VideoThere's no better time to expand your conversations with prospects and customers than when they're planning to kick off a new year. Clarity Advantage President Nick Miller offers 6 questions you can ask to gain a more strategic look at your prospects and customers, help them articulate their plans more clearly, and solve their business challenges more powerfully. http://www.clarityadvantage.com
Keep It Simple
December 10, 2012 08:17 - 3 minutes - 3.24 MBIn which we are reminded to help our client make decisions by limiting the number of choices to a few.
A Little Intelligence
December 03, 2012 07:59 - 4 minutes - 3.68 MBIn which we are reminded that a little research can save us a LOT of prospecting time.
Better Questions Beget Bigger Sales
November 27, 2012 10:44 - 2 minutes - 5.86 MB VideoNick Miller, president of Clarity Advantage, explains how you can sell value (and win the business) when customers demand lower prices. http://www.clarityadvantage.com
Save Room for Dessert
November 26, 2012 15:16In which we are reminded, again, to maintain capacity for the accounts and clients that are most important.
Selling in the Present
November 26, 2012 09:15 - 3 minutes - 3.22 MBIn which we are encouraged to open new capacity and capability by letting go of the past.
Squirrels
November 12, 2012 08:25 - 3 minutes - 2.89 MBIn which we are reminded to slow down – plan our approaches to clients and prospects deliberately – to reduce the impact of unexpected actions.
Land of 1000 Delights
November 05, 2012 07:28 - 3 minutes - 3.36 MBIn which we are reminded to set clear parameters and priorities in our territory plans.
Wind Blown
October 29, 2012 07:57 - 3 minutes - 3.29 MBIn which we are reminded to focus on differences rather than routine questions when we write our call plans.
Shared Experiences
October 22, 2012 08:08 - 3 minutes - 3.39 MBIn which we are encouraged (tight budgets notwithstanding) to continue investing time and money in “getting out a bit” with clients and prospects.
Captivating Rhythm
October 15, 2012 07:27 - 3 minutes - 3.48 MBIn which we are reminded to engage our clients in a flow of conversation rather than stopping every two minutes to demonstrate how much we know.
The Value We Bring to the Table
October 08, 2012 13:16 - 4 minutes - 3.81 MBIn which we are reminded not to fall for the bait of taking an order just because the customer asked for it.