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.
Homepage Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Episodes
Winning the Head Race
November 08, 2010 07:18 - 3 minutes - 3.62 MBStrategies for Managing the Sales Process: In which we are reminded that smaller competitors can beat bigger ones through better execution.
Connections That Can Be Trusted
November 01, 2010 07:38 - 3 minutes - 3.09 MBStrategies for Positioning Value, Prospecting: In which we discuss the power of referrals rather than magic words to secure appointments with prospects.
Under Control
October 25, 2010 07:26 - 3 minutes - 2.9 MBStrategies for Managing the Sales Process: In which we are reminded to stay focused as we pursue our sales goals.
Too Quick to Answer
October 18, 2010 12:27Strategies for Better Questions, Listening: In which we are reminded that we need to understand the question before we answer.
Reasons to Meet
October 11, 2010 09:52 - 4 minutes - 4.36 MBIn which we are reminded that we can generate reasons for prospects to pay attention to us when we approach.
Mother, Please!
October 04, 2010 07:17 - 3 minutes - 3.26 MBStrategies for Managing the Sales Process: In which we are reminded to ask a few questions to determine whether our clients are really open to outside solutions.
Nothin' But Trouble
September 27, 2010 12:25Strategies for Better Questions, Listening: In which we are reminded to be careful about “sharing our experience” when asked until we understand the details, no matter how tempting.
Follow the Steps
September 20, 2010 07:34 - 4 minutes - 3.85 MBStrategies for Positioning Value: In which we are reminded that selling value frequently requires us to follow the steps of our clients’ business processes.
More Than A Gut Feel
September 13, 2010 09:01 - 3 minutes - 2.91 MBStrategies for Managing the Sales Process: In which we are reminded that to sell our value, rather than defend our cost, we must be able to quantify the value we’re selling.
Something to Talk About
September 07, 2010 12:24Strategies for Managing the Sales Process: In which we consider a practical strategy to connect with our prospects if we’ve not walked in their shoes.
Stop Leading the Witness
August 30, 2010 07:33 - 4 minutes - 3.91 MBStrategies for Better Questions, Listening: In which we distinguish between open questions and leading the witness with questions that bias or restrict the information we hear from clients.
Do Not Confuse Effort with Results
August 23, 2010 06:58 - 2 minutes - 2.59 MBStrategies for Positioning Value: In which we consider the advantages of presenting ourselves as our benefit rather than our job description or title.
The Value of a Nice Ride
August 23, 2010 06:55 - 5 minutes - 4.84 MBStrategies for Managing the Sales Process: In which we are reminded that our greatest value and differentiation comes from “how” we do what we do rather than from the products we sell.
Turning Over New Leaves
August 09, 2010 07:12 - 6 minutes - 5.55 MBStrategies for Managing the Sales Process and Prospecting: In which we discuss strategies to reduce rejection (and feeling down about it) in prospecting.
Step Back for Next Steps
August 02, 2010 08:31 - 4 minutes - 4.05 MBStrategies for Better Questions, Listening: In which we consider broadening our “next steps” questions to reduce objections and accelerate implementation of solutions.
Attract to Retain
July 26, 2010 08:25 - 5 minutes - 4.72 MBStrategies for Managing the Sales Process: In which we are reminded that retaining customers is a process of continual attraction.
Take Nothing for Granted
July 19, 2010 08:38 - 3 minutes - 3.62 MBStrategies for Better Questions, Listening: In which we consider curiosity about our clients’ and prospects’ statements and assertions that all is well.
Creaky Knees
July 12, 2010 08:23 - 2 minutes - 2.73 MBStrategies for Better Questions, Listening: In which we revisit the importance of looking at the whole picture even when someone says, “it hurts …right … here.”
Playing to Space
July 06, 2010 08:26 - 3 minutes - 3.51 MBStrategies for Managing the Sales Process, Positioning Value: In which we consider a parallel between soccer tactics and performing as trusted advisors to our clients.
Looking for Spoons
June 28, 2010 08:40 - 2 minutes - 2.69 MBStrategies for Better Questions, Listening: … in which we discover the benefits of asking broader questions before we qualify someone for our products.
What's New
June 21, 2010 06:36 - 5 minutes - 4.6 MBStrategies for Managing the Sales Process: In which we discuss the importance of taking new ideas and new perspectives to our clients to keep them coming back.
Selling Past No Close
June 14, 2010 07:56 - 4 minutes - 3.81 MBStrategies for Managing the Sales Process: In which we consider what to do when we run into someone who has no need, no hurry, or no money.
Grapes
June 07, 2010 07:49 - 3 minutes - 3.33 MBStrategies for Managing the Sales Process: In which we are reminded to speak benefits rather than features… And to slow down.
How Much Is That Doggie?
June 01, 2010 10:29 - 6 minutes - 5.74 MBStrategies for Better Questions, Listening: In which we are reminded to answer questions with questions and to delay quoting a price until we know what we’re being asked to quote.
I'd At Least Be Curious
May 24, 2010 07:43 - 6 minutes - 6.27 MBProspecting Strategies: In which we discuss (at some length) the importance of resonating with your prospects pain points when you’re approaching to begin conversation.
Whack a Mole Sales
May 17, 2010 07:20 - 4 minutes - 4.26 MBStrategies for Managing the Sales Process: In which we consider the possibility that we may need to sell transactionally to start consultative relationships.
Moving Target
May 10, 2010 08:01 - 3 minutes - 3.24 MBStrategies for Managing the Sales Process: In which we are reminded to clear time-wasters from our client lists and project lists in order to create capacity to grow.
Distracted
May 03, 2010 07:21 - 4 minutes - 3.78 MBStrategies for Managing the Sales Process: In which we’re reminded of the value of periodically reviewing our clients and accounts so that we’re not surprised by changes.
Problem First
April 26, 2010 07:20 - 4 minutes - 3.92 MBStrategies for Positioning Value: In which we emphasize the importance of articulating the value of a solution before introducing the idea of the solution.
Sales as Performance
April 19, 2010 07:24 - 3 minutes - 2.94 MBIn which we are reminded that people frequently make decisions based on feelings, first, then on facts.
No Argument
April 12, 2010 12:00 - 5 minutes - 4.68 MBStrategies for Managing Sales Process: In which we learn to set context with past – present – future questions when a client or prospect asks for product information.
Taking A View
April 12, 2010 07:30 - 2 minutes - 2.59 MBStrategies for Better Questions, Listening and Managing the Sales Process: In which we are reminded that being a good advisor to clients often means leading them.
Trusted Advisors Redux
March 29, 2010 07:26 - 5 minutes - 4.84 MBStrategies for Managing Sales Process: In which we search for the trail head of the path to becoming clients’ Trusted Advisors.
Ready Comprehension
March 22, 2010 08:10 - 3 minutes - 3.32 MBStrategies for Better Questions, Listening: In which we are reminded to listen beyond the point at which we think we know the solution to a client’s problem or challenge.
Getting Through Gatekeepers
March 15, 2010 07:32 - 4 minutes - 4.05 MBProspecting Strategies: In which we are reminded that working with gatekeepers can increase our chances of success entering a new buying center when we can’t get a referral from a trusted third party.
The Engaging Game
March 08, 2010 10:39 - 2 minutes - 2.72 MBStrategies for Prospecting: In which we are reminded that starting conversations with people is the heart of prospecting.
So What?
March 01, 2010 13:29Strategies for Better Questions, Listening: In which we learn the importance of asking for the story behind the story before we present our recommendations.
Give Me One Good Reason
February 22, 2010 08:08 - 4 minutes - 3.9 MBProspecting Strategies: In which we learn that “leading with specifics” may accelerate our connections with prospects to whom we’ve not been referred (that being the BEST way to connect with prospects).
Knives for Neighbors
February 15, 2010 08:05 - 2 minutes - 2.53 MBSales Prospecting Strategies: In which we are reminded about the power of referrals and associations to accelerate contact with prospects.
What's That You Say?
February 08, 2010 07:36 - 6 minutes - 5.6 MBIn which we offer five prospecting strategies that respond when a prospect says “I don’t need what you’re selling now.”
Trust Me, They Notice
February 01, 2010 07:25 - 3 minutes - 3.34 MBIn this we consider that some of our moves at the beginning of sales calls may not be so smooth. Category = Managing Sales Process
Sales Symbolism
January 25, 2010 08:06 - 3 minutes - 3.48 MBIn which we discuss the importance of choosing and developing a personal brand and symbols that align with our clients’ concerns or opportunities.
Insultative vs. Consultative Sales
January 18, 2010 06:56 - 5 minutes - 4.77 MBIn which we are reminded that “consultative selling” involves the application of judgment.
Move to the Future
January 18, 2010 06:54 - 3 minutes - 3.49 MBIn which we learn to compete in the “future” rather than battling it out in the present.
Sales Survival
January 04, 2010 07:28 - 5 minutes - 4.74 MBIn which we learn how survival instincts affect our selling practices.
Working the Storm
December 21, 2009 07:06 - 3 minutes - 3.14 MBIn which we discuss the routines of managing our time and territories.
The Gift
December 14, 2009 07:37 - 3 minutes - 2.87 MBA seasonal message which we’re encouraged to share what we know with people in need.
Save Room for Dessert
December 13, 2009 21:17In which we discuss the merits of pacing oneself through the sales year.
Bringing Our Prospects to Us
December 13, 2009 20:00 - 4 minutes - 4.15 MBIn which we explore “expertise marketing” – speak, write, or be written about – as a pipeline development strategy.
Trusted Advisors
December 13, 2009 03:15 - 4 minutes - 3.78 MBComes one who seeks to be my trusted advisor with a seat at the Trusted Advisor table.