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
Sales Strategies: 3 Keys to More COI Referrals
October 03, 2012 13:09 - 2 minutes - 6.93 MB VideoWant to increase the number of referrals that you get from COIs? Working on three factors can influence your effectiveness. Find out what the factors are and how to use them to build your COI network from Clarity Advantage President, Nick Miller. http://www.clarityadvantage.com
Make It Specific
September 24, 2012 08:22 - 6 minutes - 5.62 MBIn which we are encouraged to describe ourselves in terms of the specifics of what we do rather than the titles others give us.
Dean's Lesson
September 17, 2012 09:42 - 5 minutes - 5.47 MBIn which we are reminded of the importance of investing a little time to understand buyers’ “stories behind their stories” before we attempt to sell.
Reasons We'll Never Understand
September 10, 2012 07:54 - 3 minutes - 3.53 MBIn which we are reminded to be a little careful before “doing someone a favor.”
Managing Account Relationships with Balance
September 05, 2012 09:54 - 2 minutes - 5.54 MB VideoMaintaining balance is critical when managing account relationships. Learn why balance is so important in sales and how to accomplish it (standing on one leg, if you choose!) from Clarity Advantage President, Nick Miller. http://www.clarityadvantage.com
The Reason to Buy
August 27, 2012 07:32 - 5 minutes - 4.61 MBIn which we are reminded that focus on the core benefits of our product or service help us close sales where others couldn’t.
We Own the Questions
August 20, 2012 07:24 - 4 minutes - 3.97 MBIn which we explore tracking our own activities in detail.
Wide of the Mark
August 06, 2012 08:12 - 3 minutes - 3.21 MBIn which we are reminded to sell at multiple levels in larger organizations, not just at the business owner or “C” level.
4 Techniques for Closing the Sale
August 02, 2012 12:30 - 2 minutes - 5.63 MB VideoClarity Advantage’s four-step close can help you avoid objections, deliver stronger value to your clients, and close more accurately and faster. Hear what the four steps are and see them in action as Clarity Advantage President Nick Miller takes you through a real-life sales scenario. http://www.clarityadvantage.com
A Little More Zip
July 30, 2012 08:16 - 3 minutes - 3.42 MBIn which we are reminded to bring something new and tantalizing on our sales calls to engage our clients.
Sounds In Darkness
July 23, 2012 08:15 - 3 minutes - 3.14 MBIn which we are reminded that listening, really listening, involves more than words.
Sales Strategies: 2 Ways to Jump-Start Your Next Sales Call
July 17, 2012 14:26 - 2 minutes - 4.96 MB VideoCall preparation is important. How do you use the information you collect to best effect? Two ways, according to Clarity Advantage President Nick Miller. Hear what they are and how to use them to jump-start your next sales call and accelerate the discovery process. http://www.clarityadvantage.com
Small Orders
July 16, 2012 08:17 - 5 minutes - 4.58 MBIn which we are reminded to leave a good taste in customers’ mouths, even if they place small orders.
I Didn't Know You Did That
July 09, 2012 08:16 - 3 minutes - 2.96 MBIn which we are reminded that we need to share stories with our clients and ask questions focused on topics outside of their current dealings with us in order to have a first chance at their new issues that arise.
Transitions
July 02, 2012 08:27 - 4 minutes - 3.85 MBStrategies for Better Questions, Listening: In which we are reminded to include transitions in our pre-call planning.
The One You Have With You
June 25, 2012 08:15 - 2 minutes - 2.73 MBStrategies for Managing the Sales Process: In which we are reminded (in Roman philosopher Seneca’s point) that “Luck is where the crossroads of opportunity and preparation meet.”
Varying the Mix
June 21, 2012 14:12 - 4 minutes - 3.69 MBStrategies for Better Questions, Listening: In which we are reminded to vary the pace, style, and focus of our questions to maintain energy and engagement during sales calls.
Take What the Defense Is Giving
June 11, 2012 07:25 - 4 minutes - 3.71 MBStrategies for Managing the Sales Process: In which we are reminded to pursue issues in which our prospects / clients are interested rather than the issues in which WE are interested.
Sales Strategies: 4 Ways to Attract Prospects' Attention
June 06, 2012 09:01 - 2 minutes - 5.25 MB VideoAttracting prospects’ attention isn’t easy. So, how do you do it? According to Clarity President Nick Miller, four ways. Hear what these attention grabbers are and start attracting more prospects to you. http://www.clarityadvantage.com
Communities of Attraction
June 04, 2012 09:09 - 3 minutes - 3.52 MBProspecting Strategies: In which we are reminded that developing communities is critical to attracting new clients.
Making the Connection
May 29, 2012 07:46 - 2 minutes - 2.22 MBStrategies for Managing the Sales Process: In which we are reminded to think about connections in companies we call on.
Bank Sales Management: Coaching From Three-by-Five Cards
May 22, 2012 13:59 - 2 minutes - 5.46 MB VideoClarity Advantage President Nick Miller discusses the four things every bank sales manager needs to improve coaching quickly and accelerate their people’s sales performance. http://www.clarityadvantage.com
Reflections on Values and a Life
May 21, 2012 07:35 - 3 minutes - 3.55 MBStrategies for Positioning Value: In which we are reminded that we influence our clients through both the value of the solutions we offer and our personal values.
Socks
May 14, 2012 07:57 - 3 minutes - 3.24 MBStrategies for Managing the Sales Process: In which we are reminded that one key to cross selling is understanding clients goals’ and destinations.
Under Pressure
May 07, 2012 07:53 - 3 minutes - 2.79 MBStrategies for Managing the Sales Process: In which we are reminded that our success in sales depends, to a great extent, on practice and repetition.
Common Interests
April 30, 2012 13:08Prospecting Strategies: In which we are reminded that starting conversations with complete strangers can be easy if we can find common interests.
The Subway Strategy
April 23, 2012 07:29 - 4 minutes - 1.04 MBStrategies for Positioning Value, Prospecting: In which we are reminded that the best way to attract prospects is to demonstrate our capabilities to them.
Balance
April 16, 2012 07:22 - 3 minutes - 827 KBStrategies for Managing the Sales Process: In which we are reminded that specific, focused objectives will help us sustain our effort and maintain our balance when managing account relationships.
The Story Behind the Story
April 09, 2012 07:12 - 4 minutes - 978 KBStrategies for Better Questions, Listening: In which we are reminded that our sales occur in a context and woe be unto us if we jump forward to“take the order” or “make the sale” without understanding that contextual influence.
Sales Best Practices: Positioning Personal Value
April 02, 2012 14:20 - 1 minute - 3.46 MB VideoPositioning your personal value in sales calls is important. In this video podcast episode, Clarity Advantage President Nick Miller tells how to answer the question, "What do you do?" in a way that differentiates and establishes value for your expertise.
It Ain't Me Babe
April 02, 2012 08:11 - 4 minutes - 940 KBStrategies for Prospecting: In which we are reminded that, when we’re asking people for referrals and introductions, it’s best to say specifically who or what we’re looking for.
Hold That Thought!
March 26, 2012 07:29 - 5 minutes - 1.15 MBStrategies for Better Questions, Listening: In which we are reminded that, during client presentations, we should answer client questions briefly before asking them to “hold your thought until we get to that slide.”
What If
March 19, 2012 07:21 - 4 minutes - 1.11 MBStrategies for Better Questions, Listening: In which we are reminded to poke our clients’ and prospects’ assumptions, the better to recommend solutions and to increase the value of our discussions with them.
Five Fast Ones
March 12, 2012 12:40Strategies for Managing the Sales Process: In which we are reminded to prepare for five predictable sales objections…. And then to stop asking for them.
Two Months Free
March 05, 2012 07:42 - 4 minutes - 984 KBStrategies for Better Questions, Listening: In which we are reminded that cutting price (at least without being asked) is not a strong strategy for dissolving clients’ purchasing roadblocks.
Softening Up Sales
February 27, 2012 07:27 - 5 minutes - 1.3 MBStrategies for Managing the Sales Process: In which we learn from brilliant event planners how to prepare and engage prospects and customers.
Scary Specifics
February 20, 2012 07:47 - 4 minutes - 960 KBProspecting Strategies: In which we are reminded to provide credible, specific consequences and benefits to action when we’re playing the “fear and uncertainty” card to book an appointment with a prospect.
Sales Techniques: Was That Supposed to Be Meaningful?
February 13, 2012 14:30 - 1 minute - 3.08 MB VideoBusiness owners want meaningful conversations. Clarity Advantage President Nick Miller tells how you can deliver them in this video podcast episode.
What D'Ya Got
February 13, 2012 07:28 - 2 minutes - 580 KBStrategies for Managing the Sales Process: In which we are reminded to warm up and rehearse our calls before we sit down with clients.
Transcendental Ghosts
February 06, 2012 07:31 - 3 minutes - 835 KBStrategies for Better Questions, Listening: In which we learn from an America philosopher a question of discovery.
Conversation Bridges
January 30, 2012 07:45 - 4 minutes - 1.1 MBStrategies for Better Questions, Listening: In which we explore questions to get beyond small talk.
Where Do You Feel the Pain?
January 23, 2012 07:43 - 4 minutes - 952 KBStrategies for Better Questions, Listening: In which we recommend questions that ask specifically about performance rather than asking “where does it hurt?”
Don't Ask That
January 16, 2012 08:07 - 3 minutes - 757 KBStrategies for Better Questions, Listening: In which we are reminded not to ask the question, “What keeps you up at night?”
Entering Rapport
January 09, 2012 07:44 - 3 minutes - 928 KBStrategies for Managing the Sales Process: In which we are reminded to “slide into the water” when we greet our clients and prospects rather than arriving in our meetings like a “cannonball.”
This Time, With Feeling
December 19, 2011 07:33 - 3 minutes - 874 KBStrategies for Better Questions, Listening: In which we are reminded to reflect on the emotional side of business as well as the facts.
A Bet They Can Tolerate
December 12, 2011 07:34 - 5 minutes - 1.14 MBStrategies for Better Questions, Listening: In which we are reminded to consider the disruption that accompanies change when clients buy our products or services.
What Might Be Different
December 05, 2011 07:32 - 4 minutes - 1.03 MBStrategies for Better Questions, Listening and Prospecting: In which we are prompted to move with the flow, to the future, when a prospect puts us off.
It Should Have Been Easy
November 28, 2011 07:30 - 4 minutes - 1.07 MBStrategies for Managing the Sales Process: In which we are reminded to plan ahead…and confirm…before our sales calls.
I'd Like to Think About It
November 14, 2011 07:24 - 3 minutes - 870 KBStrategies for Better Questions, Listening: In which we are reminded to take some time…before we make a recommendation.
Gut Check
November 07, 2011 07:35 - 3 minutes - 850 KBStrategies for Managing the Sales Process: In which we pause for a moment to consider whether we’re balancing well.