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
What Have You Done For Me Lately?
December 12, 2009 18:00 - 3 minutes - 3.4 MBIn which we are reminded…. and reminded… and reminded… to remind our clients about the value we’re creating with them.
Which Way Do We Go?
December 12, 2009 12:00 - 3 minutes - 3.6 MBIn which we learn to ask a fairly personal question answers to which will help us develop our account strategies.
Show Me That 'Cha Love Me
December 12, 2009 03:05 - 3 minutes - 3.52 MBIn which we’re reminded to call even our smallest clients at least once per year to check in.
Globe Corner
December 11, 2009 14:04 - 3 minutes - 3.15 MBIn which we are reminded to continue developing our personal expertise, investing in ourselves.
Decisions They Have to Make Anyway
December 11, 2009 08:52 - 5 minutes - 5.27 MBIn which we discuss questions that can help us facilitate when clients “go away.”
Translating for Trust
December 10, 2009 14:54 - 3 minutes - 2.83 MBIn which we consider the importance of emotion as well as facts when confirming what we’ve heard.
Decisions, Decisions
December 10, 2009 08:03 - 4 minutes - 4.1 MBIn which we explore the need for “decision tools” or “change tools” rather than “sales tools” to help our clients understand how they want to make decisions, identify criteria, see connections, learn new information, process the information, and (ultimately) decide.
Skip's Lesson
December 09, 2009 14:36 - 2 minutes - 2.17 MBIn which we are reminded that we own the leads we’re given, no matter how bad (or good) they are.
Lead With Ideas
December 08, 2009 17:32In which we are encouraged to lead with ideas rather than wait for our clients to discover they need us.
Rookie Questions
December 08, 2009 11:30 - 2 minutes - 1.17 MBIn which we discuss applying research to generating questions that make a difference.
Is It True LeBlonds Have More Fun?
December 08, 2009 11:25 - 3 minutes - 1.63 MBIn which we discuss the connective value of a little extra digging as part of our pre-call research.