To the Highest Standards
In which we consider that companies generate more client loyalty and more sales if they’ve developed and managed their sales teams to specific client experience standards.
Aug 29, 2016•4 min
Clarity Advantage's Sales Thoughts
Tips for prospecting, positioning value, negotiating, better questions and listening, coaching, managing sales process.
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Episodes
Trusted Advisor
In which we are reminded that advising, earning trust, and generating value beyond our products involves looking beyond the needs our products address.
Aug 15, 2016•3 min
Assessing Buyer Appetites for Risk
In which we are encouraged to explore the bigger picture of what our clients seek to maximize or minimize in purchasing our services.
Jun 20, 2016•4 min
I've Got a Guy Who...
Want to be the "go to" person for your clients when they need something? Watch for some tips from Nick Miller, president of the bank sales training and consulting firm, Clarity Advantage. http://www.clarityadvantage.com
May 11, 2016•1 min
Keep an Eye Out
In which we are reminded: Look up, from time to time, and engage with the people around us. No telling who we will meet.
May 09, 2016•3 min
Daily Measures
In which we are encouraged to plan, then track and manage, our sales activities to boost our chances of hitting goals.
May 02, 2016•3 min
Niche or Get Smoked
In which we are reminded: Find a niche and specialize… or get smoked.
Apr 25, 2016•4 min
Hot Rods
In which we are reminded that buyers have so many choices that, no matter how much work we invest in differentiating the details of our products, they remember only one or two IF they distinctly stand out.
Apr 18, 2016•4 min
Forget Me Not
In which we are reminded to “follow the check list” as we’re closing sales or finishing projects.
Apr 11, 2016•3 min
The Best Parts First
In which we are reminded to tell the best parts of our story (i.e. our results, our value) first in three (or fewer) simple sentences.
Apr 04, 2016•3 min
Why do you ask?
In which we are reminded that very few questions come from idle curiosity. We need to know why.
Mar 21, 2016•3 min
A Fool's Plan
In which we are reminded…again… that sustaining training is critical to long term capabilities and performance.
Mar 14, 2016•3 min
Seeing Beyond the Obvious
In which we are reminded that every client personal detail reveals choices and avenues to insight.
Mar 07, 2016•3 min
Ask Before You Pitch
Ask questions to understand what prospects are thinking before you start pitching ideas.
Feb 15, 2016•2 min
Recalculating Route
In which we are reminded that “winging it” in sales calls without maps of the bigger picture frequently ends in our getting lost.. and losing opportunity.
Feb 15, 2016•4 min
Bread on the Table
In which we are reminded that even short call plans help us produce better results than no plans at all.
Feb 08, 2016•3 min
Slow Turners
In which we are reminded that some people need more time to decide, and we should engage with others while they do.
Feb 01, 2016•4 min
Focused Too Tight?
In which we are reminded not to limit our explorations with clients and prospects to those issues in which they express interest or which they purchase.
Jan 18, 2016•2 min
Ask First
Yet one more time… In which we are reminded to clarify before we pitch
Jan 11, 2016•3 min
Maintaining a Wide View
In which we are reminded that, if we want our clients to embrace us as advisors, it helps to maintain a wide view of what’s happening the in the business world.
Dec 14, 2015•3 min
When the Baby's Ugly
In which we are reminded not to call another person’s baby ugly… even if....
Dec 07, 2015•3 min
Layers of Flavor
In which we are challenged to communicate the experiential aspects of our products to distinguish them and stimulate client hunger for them.
Nov 30, 2015•3 min
Are You Good Enough They'll Call You?
In which we are reminded that our network reputation for a specific expertise earns us introductions to the people who most need us.
Nov 16, 2015•3 min
Engage New Friends
n which we are reminded that people “out there” are reading what we write on line…. Really!
Nov 16, 2015•2 min
Old Wounds
In which we are reminded to take care of “injuries” in our client relationships lest they come back to cripple us later.
Nov 02, 2015•4 min
Eat! Eat Some More!
In which we are encouraged to understand context before we pitch recommendations.
Oct 26, 2015•3 min
Bridges in the Moment
In which we are reminded we can leverage ‘what’s happening in the moment’ to start conversations with prospects during networking or group events
Oct 19, 2015•4 min
The Changing Game
In which we are encouraged to practice our conversation and sales skills in everyday life so they’re sharp when we need them in sales calls.
Oct 12, 2015•4 min
Not Thirsty
In which we are reminded that, even if we provide water, horses won’t drink if they’re not already thirsty or if we can’t convince them that drinking now would be a really good idea.
Oct 05, 2015•3 min
Competitor Links
In which we are reminded to keep our competitors clearly in view and to distance and differentiate ourselves.
Sep 28, 2015•3 min
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