Sponsored Links
Amazon.com
|
|
|
Podcast Episode's:
|
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.
Listen:
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.
Listen:
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.
Listen:
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
Watch:
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.
Listen:
Daily Measures
In which we are encouraged to plan, then track and manage, our sales activities to boost our chances of hitting goals.
Listen:
Niche or Get Smoked
In which we are reminded: Find a niche and specialize… or get smoked.
Listen:
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.
Listen:
Forget Me Not
In which we are reminded to “follow the check list” as we’re closing sales or finishing projects.
Listen:
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.
Listen:
Why do you ask?
In which we are reminded that very few questions come from idle curiosity. We need to know why.
Listen:
A Fool's Plan
In which we are reminded…again… that sustaining training is critical to long term capabilities and performance.
Listen:
Seeing Beyond the Obvious
In which we are reminded that every client personal detail reveals choices and avenues to insight.
Listen:
Ask Before You Pitch
Ask questions to understand what prospects are thinking before you start pitching ideas.
Watch:
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.
Listen:
Bread on the Table
In which we are reminded that even short call plans help us produce better results than no plans at all.
Listen:
Slow Turners
In which we are reminded that some people need more time to decide, and we should engage with others while they do.
Listen:
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.
Listen:
Ask First
Yet one more time… In which we are reminded to clarify before we pitch
Listen:
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.
Listen:
When the Baby's Ugly
In which we are reminded not to call another person’s baby ugly… even if....
Listen:
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.
Listen:
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.
Listen:
Engage New Friends
n which we are reminded that people “out there” are reading what we write on line…. Really!
Listen:
Old Wounds
In which we are reminded to take care of “injuries” in our client relationships lest they come back to cripple us later.
Listen:
Eat! Eat Some More!
In which we are encouraged to understand context before we pitch recommendations.
Listen:
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
Listen:
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.
Listen:
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.
Listen:
Competitor Links
In which we are reminded to keep our competitors clearly in view and to distance and differentiate ourselves.
Listen:
Don't Give a Hoot
In which we are reminded that dollarizing our value, is an INCREASINGLY essential sales discipline.
Listen:
Before the Fall
In which we are reminded to look at each of our clients’ situations uniquely, being wary of “ready generalizations” based on experience.
Listen:
Playing Clean
In which we are encouraged to break down our sales conversations and work out the sloppy spots.
Listen:
Pantry View
In which we are reminded that one of the main purposes of our client “discovery” conversations is to help them take a fresh look at how they’re managing their operations.
Listen:
I Forgot
In which we are reminded that clients forget stuff, too, even really important stuff. Our sales jobs include reminding them.
Listen:
Ruthless
In which we are reminded that we can open up space and boost our productivity by purging “sentimental favorite” clients that provide little value so we can focus on the ones we can grow.
Listen:
Getting Out for a Look Around
In which we are reminded that mapping an account – major players, points of view, obstacles, etc. – can save us from being blindsided and losing a sale.
Listen:
Hermione
In which we are reminded that maintaining account records and information are critical to the seller’s craft.
Listen:
Social Selling
In which we are reminded that the value we post on line - our social selling and personal marketing – can take us to markets and people far beyond the local market we serve. THAT’s why we do it.
Listen:
Sales Strategies: Developing Centers of Influence
Successful salespeople know that referrals are one of the most effective ways to attract new prospects and clients. Generating referrals comes easier when you've developed a relationship with a referral source or center of influence. Get some tips on initiating relationships with centers of influence from Clarity Advantage President Nick Miller. http://www.clarityadvantage.com
Watch:
Being Social: Attracting Attention
In which we gain some insight into the workings of the Web and social selling.
Listen:
Change of Scene
In which we are reminded to give our brains a break and change of scene, the better to generate ideas.
Listen:
Dirty Work
In which we are reminded that one of the most important obstacles to sales is our clients’ reluctance to face the dirty work of change after their purchase… and that we can help.
Listen:
Quesadilla
In which we are reminded of positive feedback’s power.
Listen:
Rocky Paths
In which we are reminded not to be put off when others describe particular clients or prospects as “difficult”.
Listen:
Were You Thinking?
In which we are reminded that winging it can reduce our credibility with clients.
Listen:
On Giants' Shoulders
In which we are reminded: Take a moment thank people who have sponsored us and coached us to become who we are.
Listen:
Take What the Defense Gives You
In which we are reminded to pursue issues in which our clients are interested rather than issues we PLANNED to talk about.
Listen:
There's Floor Everywhere
In which we are reminded, from the “How bad do you want it?” department…No matter how busy we are, we can make time to do just one or two more small tasks that move us forward.
Listen:
Four Years!
In which we are reminded that, when we lose clients, the warning signs have been there for a while. We could have done something about it.
Listen:
Look Back!
In which we are reminded to look back at our client relationships to make sure nothing has changed while we were looking in a different direction.
Listen:
Build Better Rapport with Small Business Banking Clients
Building stronger relationships and increasing sales with small business owners is all about asking the right questions. Get your next conversation off to a great start with the four powerful questions Clarity Advantage President Nick Miller shares in this sales strategies video. http://www.clarityadvantage.com
Watch:
Change from the Periphery
In which we are urged to meet many people in our primary accounts to understand their ideas and intentions well before they turn into action and an RFP.
Listen:
Passionate Followings
In which we are reminded to move boldly beyond "about what you'd expect."
Listen:
Sedimentary Segmentation
In which we are reminded that tight focus and strong expertise brings customers to us.
Listen:
Question the Question
In which we are reminded, yet again, to find out what’s behind the question before answering.
Listen:
Five Fast Ones
In which we are reminded to prepare for five predictable sales objections.
Listen:
Silver Sonatas
In which we are challenged to make our differentiators more obvious, easier to see.
Listen:
Baby, It's Cold Outside
In which we are reminded to pay attention to our clients ‘FEELINGS’ as well as their facts.
Listen:
Sales Leadership
In which we are reminded…We can lead.
Listen:
Five Second Memory
In which we are reminded to learn quickly and move on from mistakes. No brooding!
Listen:
What Sales is About
In which we are reminded about the value proposition that WE are and can be.
Listen:
Find Ways to Say Yes
In which we are reminded that part of our roles as sales professionals is to find ways to say “yes” when the “by the book” answer is, "no, we don’t do it that way.”
Listen:
We've Been to Your Website
In which we ask a question: How to respond when a prospect or client calls, having done most of the “buying” process on their own.
Listen:
Thinking Ahead
In which we are encouraged to help our clients think ahead, anticipate, and prepare to solve problems early.
Listen:
Developing Closer Client Relationships
In this sales strategies video brought to you by Clarity Advantage President Nick Miller, you'll gain three ways to strengthen your client relationships. http://www.clarityadvantage.com
Watch:
Big Picture View
In which we are urged to see the big picture view of our territories and accounts before losing ourselves in daily sales tasks.
Listen:
Stories
In which we are encouraged to take the stories we hear as a starting point, not the last word.
Listen:
Hallelujah! Multitasking
In which we are reminded to plan ahead and multi-task in our sales calls.
Listen:
You CAN'T Be Serious!
In which we are reminded that we don’t always hear what we think we’ve heard.
Listen:
Save Room for Dessert
In which we are reminded, again, to maintain capacity for the accounts and clients that are most important.
Listen:
Be Memorable
In which we are reminded… STAND OUT SOMEHOW.
Listen:
Uni-Directional
In which we are reminded to overcome one set of survival instincts so we can pay attention to another.
Listen:
Acapella
In which we are urged to carve out the time needed to research and prepare for sales calls.
Listen:
Identifying Needs for Treasury Management Solutions
Clarity Advantage President Nick Miller shares three steps to identifying more opportunities for fee-based services, particularly Treasury Management, in this sales strategies video for business bankers. http://www.clarityadvantage.com
Watch:
Cachucha Fandango
In which we are reminded to slow down our pace when we’re presenting new concepts to prospects and clients so they may understand more clearly what we say.
Listen:
Expertise So Clear
In which we ask ourselves the question, once again, “what is our differentiating, dominating expertise?”
Listen:
Superstitious Behaviors
In which we are prompted to ask ourselves, “Are we working with a replicable, predictable sales process?”
Listen:
Sales Conversations: Two Ways to Strengthen your Questions
There are two ways you can improve the quality and richness of client answers you receive during sales conversations. Clarity Advantage President Nick Miller shares what they are and how you can use them to expand and deepen your client relationships. http://www.clarityadvantage.com
Watch:
Nothin' But Trouble
In which we are reminded to be careful about “sharing our experience” until we understand the details, no matter how tempting.
Listen:
Buying Decisions
In which we are reminded that buyers sometimes stop or slow down their processes with us because of related or unrelated issues.
Listen:
Keeping Up To Date
In which we are reminded to document our sales and client management activities day by day (even ‘though that’s about the last thing in the world we want to spend time on).
Listen:
I Want An Opinion
In which we are reminded that, frequently, it’s our expertise rather than the products we sell that earn us clients and commissions.
Listen:
Selling Treasury Management Services
Want to sell more deposit and cash management services? Start by discussing cash flow challenges in sales calls. Sound difficult? It doesn't have to be! There are three major things you need to ask about and Clarity Advantage President Nick Miller shares them in this video. http://www.clarityadvantage.com
Watch:
A Mother's Love
In which we are reminded that complaints or expressions of interest are not sufficient foundations to pitch.
Listen:
On the Trail
In which we are urged to get out from behind our desks and go TO our clients to earn their business.
Listen:
Treasures of the Trip
In which we are encouraged to savor and ask questions that go beyond the obvious.
Listen:
Movement in the Mercado
In which we learn marketing from Mercado merchants’ movement.
Listen:
Unraveling Client Yarns
In which we are reminded to manage our discovery questioning patiently.
Listen:
Two Keys to Better Negotiating
For many people, a "negotiation" comes out of nowhere like a beach ball they didn't see coming. Don't start your next negotiation at the beach ball moment; follow the advice of Clarity Advantage President Nick Miller and ensure your future negotiations start early and add value. http://www.clarityadvantage.com
Watch:
Stop the Bleeding
In which we are reminded to maintain a broad view and help our clients solve the problems that are immediate and urgent, whether or not we make a sale in that moment.
Listen:
A Time to Plan
In which we are reminded to take the time to plan calls and meetings, early enough, when it counts.
Listen:
Look Up!
In which we are reminded to look up and ahead, from time to time, amidst our intense focus on sales activities.
Listen:
Seeds of Doubt
In which we wonder about the sagacity of posting “away” messages on email or voice mail.
Listen:
Notes and Cards
In which we are reminded to be memorable by acknowledging and celebrating clients and network friends.
Listen:
Crab Rangoon
In which we are reminded to build believers by evoking the experience of using our products and services.
Listen:
Why do you want to work with us?
In which we are reminded to prepare answers to a fundamental client question.
Listen:
Deconstruction
In which we are reminded to break our clients complex problems down into components and address the components rather than offering ‘one-size-fits-all’ recommendations that miss underlying issues.
Listen:
Coaching Before a Call
Sales managers: do you know when to coach your reps? Find out here and get a winning game plan you can use in your sales coaching sessions from Clarity Advantage President Nick Miller. http://www.clarityadvantage.com
Watch:
Feet Keep Moving
In which we are reminded at mid-year to focus on knocking down the short-term objectives in front of us on our way to the year-end goal.
Listen:
Future Vision Benefits
In which we are reminded to paint an inviting vision of the future when we’re positioning our benefits.
Listen:
Goal Line Stands
In which we are encouraged to engage our clients in thorough discussion of their goals.
Listen:
Narrowing Focus
In which we are reminded that, while no territory is perfect, focus can improve our odds.
Listen:
A Little Rogue
In which we are encouraged (with judicious restraint) to test the limits of our employers’ strategies, policies, and product lines to help our companies learn and adapt as clients and markets change.
Listen:
Lead with Results
When you speak to prospective clients, do you focus first on your results? According to Nick Miller, president of the bank sales consulting and training firm Clarity Advantage, you should! Watch our video to find out why and how leading with results can boost your sales efforts. http://www.clarityadvantage.com
Watch:
Pipeline Brushes
In which we are reminded to spread the risk in our pipelines by continuously adding new names.
Listen:
Out the Back End
In which we are reminded to assess, from time to time, our investments in slow-developing accounts.
Listen:
Sight vs. Sound
In which we wonder, how much should we focus on the physical elements of our sales presentations?
Listen:
Options
In which we are reminded that broad perspective and many options accelerate successful negotiating conclusions.
Listen:
Sales Strategies: Helping Clients Manage Change
When you sell, your clients need to change. Watch Nick Miller, president of the bank sales training and consulting firm Clarity Advantage, as he discusses how you can help clients manage the change process once you sell to them. http://www.clarityadvantage.com
Watch:
Reputation
In which we are reminded to nurture our reputations on the Web.
Listen:
A Cholesterol Problem
In which we are reminded to develop our brands and our reputations around something memorable or the one thing we do best.
Listen:
What's New?
In which we are reminded to anticipate our clients’ questions and prepare for them in advance.
Listen:
Relevance
In which we are reminded that we have to evolve our positioning as market psychology shifts.
Listen:
Stay in Touch with Clients and Prospects
In this episode, Clarity Advantage President Nick Miller discusses reasons to stay in touch with clients and prospects, and offers two tips to improve your follow-up process. For more sales resources, visit http://www.clarityadvantage.com.
Watch:
Prospecting By Example
In which we are reminded that word of mouth beats calling cold.
Listen:
Cabaret
In which we are reminded that our relationships with clients enable them to hear us more clearly.
Listen:
Irritating Rituals
In which we consider whether our moves at the beginning of sales calls may not be so smooth.
Listen:
Approaching Insurance Agencies
There are lots of reasons why you should be calling on insurance agencies and brokerages. Watch to find out what they are and get some great tips on what to talk about when you connect with agents and brokers. http://www.clarityadvantage.com
Watch:
Subway Strategy
In which we are reminded that the best way to attract prospects is to demonstrate our capabilities to them.
Listen:
Dragonisms
In which we are reminded to speak … simply.
Listen:
Task Focused
In which we are reminded that, sometimes, following the cues we’re given trumps the obvious task at hand.
Listen:
Close Shaves
In which we are reminded to take our time, patiently prepare and warm our relationships and prospects, before we jump in to anything resembling sales.
Listen:
Four Drops
In which we are reminded that a BIG part of our roles, as sales people, is to help our clients manage through the change that occurs when they begin to install the services they buy from us.
Listen:
The Strength of Our Convictions
In which we are reminded that, sometimes, the strength of our convictions earns us a buyer’s second look.
Listen:
Visions of Sugar Plums
In which one of the biggest sales, ever, reminds us that enrolling prospects and clients in “visions of the future” helps us seal our deals.
Listen:
Hands On
In which we are reminded that engaging clients “hands on” in our presentations boosts the odds of a sale.
Listen:
Nurturing Your Sales Network: Ping!
Nick Miller, president of bank sales training and consulting firm Clarity Advantage, shares some great ways you can stay in touch - and top of mind - with people you've met while networking in this sales tips video. http://www.clarityadvantage.com
Watch:
Too Quick to Answer
In which we are reminded not to answer questions before we fully understand their intent.
Listen:
Save Room for Dessert
In which we are reminded, again, to maintain capacity for the accounts and clients that are most important.
(NOTE: This is the annual Thanksgiving Issue, one of the author’s favorites, unchanged from its first publication in 2002.While both grandmothers have passed on to the great Thanksgiving feast in the sky, our traditions remind us of them and we smile when we serve the dishes they prepared and enjoyed. This year, we oriented two new guests to our Thanksgiving rituals; they both qualified to return next year.)
Listen:
Excess Parts
In which we are reminded to smoke out, early, internal competitors for our proposed solutions.
Listen:
Sharpness of Breath
In which we are reminded not to call another person’s baby ugly.
Listen:
You Can Learn a Lot
In which we are reminded: We expand our conversational repertoire by listening to others.
Listen:
Approaching Veterinarian Practices
Selling bank products and services to vets can be very profitable. Find out why, how you can meet them, and what to talk to them about when you do in this sales training video by Clarity Advantage. http://www.clarityadvantage.com
Watch:
Protein and Calcium
In which we are reminded of the sustaining benefits of activity tracking.
Listen:
Extremely Natural
In which we learn more about overcoming fear of strangers and drawing people out in conversation.
Listen:
Social Value
In which we are encouraged to "play big" in the charitable or non-profit world as a way of leveling the playing field with people with whom we'd like to do business.
Listen:
Take Arms?
In which we ask ourselves, will we step up our game to partner with clients or, with other vendors, will we be crushed?
Listen:
Can't Be Sure Unless We Measure
In which we are reminded that precision in assessing client situations often leads to better, more predictable results.
Listen:
Approaching Engineering Consulting Firms
As a banker, there are lots of reasons why you should be talking to engineering firms. Find out what the reasons are and specific questions you can ask to start building profitable relationships with engineers in this video from Clarity Advantage President Nick Miller. http://www.clarityadvantage.com
Watch:
Lead With Ideas
In which we are encouraged to create demand for our services, not wait for clients to discover they need us.
Listen:
Interpretations
In which we are reminded to interpret our clients' and prospects' behavior and intentions through multiple experiences rather than just one.
Listen:
Signature Dishes
In which we are encouraged to develop a clear distinction, no matter how small, to differentiate ourselves from others and attract referrals.
Listen:
A Long Shot
In which we encourage balance in pursuing "long shot" sales opportunities.
Listen:
Comfort Foods
In which we are encouraged to manage our sales from data and a plan.
Listen:
Approaching Architects
Targeting your prospecting efforts on architects? Clarity Advantage President Nick Miller explores the opportunities for banking services and offers conversational tips you can use the next time you're meeting with an architect. http://www.clarityadvantage.com
Watch:
Out Of Our Minds
In which we discover one elusive secret to high performance.
Listen:
Common Interests
In which we are reminded that starting conversations with complete strangers can be easy if we can find common interests.
Listen:
East Coast Time
In which we are reminded of the power of habit in supporting our sales efforts.
Listen:
Building Networks That Feed You
Use your generosity to increase referrals from COIs and community connectors. Clarity Advantage President Nick Miller tells how in this sales strategies video full of ways you can generously share your expertise and build a thriving network. http://www.clarityadvantage.com
Watch:
Why Do You Ask?
In which we are reminded that very few questions come from idle curiosity.
Listen:
There's More to the Picture
In which we are encouraged to look more broadly than our immediate buyers when we’re selling.
Listen:
Practice
In which we are reminded that repetition is critical building confidence and skills in handling objections.
Listen:
Fly Swatters
In which we are reminded to remember how we earn our money… and to focus on the main point.
Listen:
Who Do You Know That...?
In which we’re encouraged to ask for referrals based on the problems we solve rather than our products.
Listen:
Sales Strategies: Attracting Referrals and Clients
Sales 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
Watch:
Business Development Games
In which we are reminded that keeping score is critical to playing well.
Listen:
Hit 'Em Where They Ain't
In which we are encouraged to build market share by focusing on first on small targets rather large.
Listen:
So What?
In which we are reminded to speak our results first.
Listen:
Out of Network
In which we are reminded that setting goals or strategic direction helps us build our networks.
Listen:
Networking Passions
In which we are reminded that building networks is often done best when done around the passions that really arouse us.
Listen:
Granola
In which we are reminded that one of the keys to building and sustaining a network is to contribute moments of delight that ripple forward.
Listen:
Break Dancers
In which we are urged to develop a decisive, clear specialty in our markets to draw more referrals.
Listen:
Take What Their Defenses Give
In which we are reminded to assess potential conversation partners before we barge in.
Listen:
Approaching Lawyers
Want 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.
Watch:
Any Excuse
In which we are reminded that it’s our job to create reasons to talk and possibilities for action.
Listen:
Pacing
In which we are encouraged to pick interim targets to guide our pace through each sales period.
Listen:
Irrigation
In which we are reminded to drip feed our inactive prospects routinely.
Listen:
Statuesque
In which we are reminded to play territory management carefully lest we get lost in abundance.
Listen:
Approaching Dentists
Drilling 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
Watch:
Perspective
In which we are reminded to speak in our clients’ tongues, not our own.
Listen:
Selling from Purpose
In which we are encouraged to define our purposes clearly, therefrom to guide our sales work.
Listen:
Your Story in My Words
In which we are reminded to help our clients see their stories in our descriptions about our businesses.
Listen:
News from Afar
In which we are reminded that selling also includes sharing our perspective to help our clients advance.
Listen:
Tell Me Why
In which we are reminded to ask our referral sources WHY they are referring us to their colleagues or clients.
Listen:
Responding to "Tell Me About You" the Right Way
When 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
Watch:
Question With Those Fries?
In which we are reminded…once again… to ask questions EVEN WHEN WE’RE SURE we have a good idea.
Listen:
Contingencies
In which we are reminded that not everything (anything?) goes as planned – good to have a back up in advance.
Listen:
Clients Who Know
In which we are reminded: We run a risk when we assume that clients correctly understand their problems.
Listen:
WOW Them with a Reason to Meet
You’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
Watch:
Snow Blinded
In which we are encouraged to choose mid-range targets to guide us so we’re not distracted by daily swirling.
Listen:
Something to Talk About
In 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.
Listen:
Taken for a Fool
In which we are reminded to be a little skeptical about what we hear from our prospects and customers.
Listen:
Genuine
In which we discuss the gentle art of the complement.
Listen:
Cave of Wonders
In which we discuss the opportunities and dangers in calling business prospects before business hours or on weekends and holidays.
Listen:
Slow Leaks
In which we are reminded to fix diversions that slowly reduce our sales time and productivity.
Listen:
How Will I Know?
In which we are reminded to understand our buyers’ criteria for making a change before pitching ideas or solutions.
Listen:
Not Good Enough for Us
In which we are reminded to learn and use our companies’ positioning language flawlessly.
Listen:
6 Must-Ask Questions for the New Year
There'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
Watch:
Keep It Simple
In which we are reminded to help our client make decisions by limiting the number of choices to a few.
Listen:
A Little Intelligence
In which we are reminded that a little research can save us a LOT of prospecting time.
Listen:
Better Questions Beget Bigger Sales
Nick Miller, president of Clarity Advantage, explains how you can sell value (and win the business) when customers demand lower prices. http://www.clarityadvantage.com
Watch:
Save Room for Dessert
In which we are reminded, again, to maintain capacity for the accounts and clients that are most important.
Listen:
Selling in the Present
In which we are encouraged to open new capacity and capability by letting go of the past.
Listen:
Squirrels
In which we are reminded to slow down – plan our approaches to clients and prospects deliberately – to reduce the impact of unexpected actions.
Listen:
Land of 1000 Delights
In which we are reminded to set clear parameters and priorities in our territory plans.
Listen:
Wind Blown
In which we are reminded to focus on differences rather than routine questions when we write our call plans.
Listen:
Shared Experiences
In which we are encouraged (tight budgets notwithstanding) to continue investing time and money in “getting out a bit” with clients and prospects.
Listen:
Captivating Rhythm
In 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.
Listen:
The Value We Bring to the Table
In which we are reminded not to fall for the bait of taking an order just because the customer asked for it.
Listen:
Sales Strategies: 3 Keys to More COI Referrals
Want 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
Watch:
Make It Specific
In which we are encouraged to describe ourselves in terms of the specifics of what we do rather than the titles others give us.
Listen:
Dean's Lesson
In which we are reminded of the importance of investing a little time to understand buyers’ “stories behind their stories” before we attempt to sell.
Listen:
Reasons We'll Never Understand
In which we are reminded to be a little careful before “doing someone a favor.”
Listen:
Managing Account Relationships with Balance
Maintaining 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
Watch:
The Reason to Buy
In which we are reminded that focus on the core benefits of our product or service help us close sales where others couldn’t.
Listen:
We Own the Questions
In which we explore tracking our own activities in detail.
Listen:
Wide of the Mark
In which we are reminded to sell at multiple levels in larger organizations, not just at the business owner or “C” level.
Listen:
4 Techniques for Closing the Sale
Clarity 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
Watch:
A Little More Zip
In which we are reminded to bring something new and tantalizing on our sales calls to engage our clients.
Listen:
Sounds In Darkness
In which we are reminded that listening, really listening, involves more than words.
Listen:
Sales Strategies: 2 Ways to Jump-Start Your Next Sales Call
Call 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
Watch:
Small Orders
In which we are reminded to leave a good taste in customers’ mouths, even if they place small orders.
Listen:
I Didn't Know You Did That
In 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.
Listen:
Transitions
Strategies for Better Questions, Listening: In which we are reminded to include transitions in our pre-call planning.
Listen:
The One You Have With You
Strategies 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.”
Listen:
Varying the Mix
Strategies 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.
Listen:
Take What the Defense Is Giving
Strategies 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.
Listen:
Sales Strategies: 4 Ways to Attract Prospects' Attention
Attracting 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
Watch:
Communities of Attraction
Prospecting Strategies: In which we are reminded that developing communities is critical to attracting new clients.
Listen:
Making the Connection
Strategies for Managing the Sales Process: In which we are reminded to think about connections in companies we call on.
Listen:
Bank Sales Management: Coaching From Three-by-Five Cards
Clarity 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
Watch:
Reflections on Values and a Life
Strategies 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.
Listen:
Socks
Strategies for Managing the Sales Process: In which we are reminded that one key to cross selling is understanding clients goals’ and destinations.
Listen:
Under Pressure
Strategies for Managing the Sales Process: In which we are reminded that our success in sales depends, to a great extent, on practice and repetition.
Listen:
Common Interests
Prospecting Strategies: In which we are reminded that starting conversations with complete strangers can be easy if we can find common interests.
Listen:
The Subway Strategy
Strategies for Positioning Value, Prospecting: In which we are reminded that the best way to attract prospects is to demonstrate our capabilities to them.
Listen:
Balance
Strategies 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.
Listen:
The Story Behind the Story
Strategies 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.
Listen:
Sales Best Practices: Positioning Personal Value
Positioning 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.
Watch:
It Ain't Me Babe
Strategies 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.
Listen:
Hold That Thought!
Strategies 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.”
Listen:
What If
Strategies 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.
Listen:
Five Fast Ones
Strategies for Managing the Sales Process: In which we are reminded to prepare for five predictable sales objections…. And then to stop asking for them.
Listen:
Two Months Free
Strategies 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.
Listen:
Softening Up Sales
Strategies for Managing the Sales Process: In which we learn from brilliant event planners how to prepare and engage prospects and customers.
Listen:
Scary Specifics
Prospecting 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.
Listen:
Sales Techniques: Was That Supposed to Be Meaningful?
Business owners want meaningful conversations. Clarity Advantage President Nick Miller tells how you can deliver them in this video podcast episode.
Watch:
What D'Ya Got
Strategies for Managing the Sales Process: In which we are reminded to warm up and rehearse our calls before we sit down with clients.
Listen:
Transcendental Ghosts
Strategies for Better Questions, Listening: In which we learn from an America philosopher a question of discovery.
Listen:
Conversation Bridges
Strategies for Better Questions, Listening: In which we explore questions to get beyond small talk.
Listen:
Where Do You Feel the Pain?
Strategies for Better Questions, Listening: In which we recommend questions that ask specifically about performance rather than asking “where does it hurt?”
Listen:
Don't Ask That
Strategies for Better Questions, Listening: In which we are reminded not to ask the question, “What keeps you up at night?”
Listen:
Entering Rapport
Strategies 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.”
Listen:
This Time, With Feeling
Strategies for Better Questions, Listening: In which we are reminded to reflect on the emotional side of business as well as the facts.
Listen:
A Bet They Can Tolerate
Strategies for Better Questions, Listening: In which we are reminded to consider the disruption that accompanies change when clients buy our products or services.
Listen:
What Might Be Different
Strategies 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.
Listen:
It Should Have Been Easy
Strategies for Managing the Sales Process: In which we are reminded to plan ahead…and confirm…before our sales calls.
Listen:
I'd Like to Think About It
Strategies for Better Questions, Listening: In which we are reminded to take some time…before we make a recommendation.
Listen:
Gut Check
Strategies for Managing the Sales Process: In which we pause for a moment to consider whether we’re balancing well.
Listen:
Just Enough Rope
Strategies for Better Questions, Listening: In which we are reminded to position and sell only what our clients are able to absorb and implement.
Listen:
Planning to Maintain Momentum
In which we are reminded to plan ahead to maintain our momentum to finish this year strong and prepare for 2012.
Listen:
Staple Yourself to the Process
In which we are reminded to be curious – ask for the details rather than being satisfied with high level answers.
Listen:
A Plan to Finish
In which we are reminded to prepare a plan to finish our sales processes.
Listen:
Before the Cold Sets In
Strategies for Better Questions, Listening: In which we are reminded to engage our clients on what’s top of mind for them right now rather than on what’s top of mind for us.
Listen:
An Early Lesson
In which we are reminded to focus first on relationship and value demonstration, then on the commissionable task.
Listen:
Home Ice
Strategies for Managing Sales Process: In which we are reminded that, to win in a competitive situation, we need to build our fan base inside our prospects’ organizations well before we make our move to sell.
Listen:
Matted Down
Strategies for Better Questions, Listening: In which we are reminded to follow our “broad” questions with very specific questions that tease out the detailed facts we need to propose value-based solutions.
Listen:
Totally Concrete
Strategies for Better Questions, Listening: In which we are reminded to clarify terms we don’t understand before presenting ideas.
Listen:
Simple, Neat, and Incomplete
Strategies for Managing the Sales Process: In which we are reminded to step back and look for the broader picture before we pitch solution for the problem we’ve just heard.
Listen:
Old Habits
Strategies for Coaching, Managing the Sales Process: In which we are encouraged to ask others to help us identify and correct old habits that hold us back.
Listen:
Counterintuitive
Strategies for Managing the Sales Process: In which we are reminded that the fastest path to our objectives isn’t always the familiar one.
Listen:
Quality of the Question
In which we are reminded that the value we create in our sales conversations is proportional to the quality of the questions we ask and whose interests we are attempting to serve by asking them.
Listen:
A Little Excitement
Strategies for Managing the Sales Process: In which we are reminded that we need to market (attract attention) before we can sell.
Listen:
Storm Chasers
Strategies for Managing the Sales Process: In which we are reminded that early warning systems are the key to generating timely new ideas for clients or to avoiding trouble.
Listen:
It Isn't Only About the Money
Strategies for Positioning Value: In which we are reminded that our clients make decisions to change based on a broader set of factors than cost savings and that, sometimes, cost savings isn’t even first on the list.
Listen:
Question Elegance
Strategies for Better Questions, Listening: In which we are urged to increase the attention we pay to context in the questions we ask.
Listen:
Sell the Strengths
Strategies for Positioning Value: In which we are reminded to sell the strengths we have rather than those we wish for.
Listen:
Planting Seeds in Conversation
In which we are reminded that the seeds for future sales come from the sales fruit we harvest now.
Listen:
Don't Blow It
Strategies for Managing the Sales Process: In which we are reminded that balance and focus are critical to finishing the year strong.
Listen:
Stir 'Em Up
From the “Unreferred Approaches to Prospects” Department: We are reminded that we can’t pitch our benefits to prospects unless we first get their attention.
Listen:
No Bonehead Mistakes
Strategies for Managing the Sales Process, Prospecting: In which we are reminded that even small mistakes can fatally undermine our credibility and effectiveness with prospects.
Listen:
Bear Marketing
Prospecting Strategies: In which we are reminded that the heart and art of sales is understanding and working our prospects’ desires and feelings.
Listen:
What's Different
Strategies for Better Questions, Listening: In which we are reminded to look for what’s different in the companies we call on rather than for what’s the same.
Listen:
Head Voices
Strategies for Better Questions, Listening: In which we are reminded to focus on our clients’ voices to silence the voices in our heads.
Listen:
Pathways Overlooked
Prospecting Strategies: In which we are reminded that bringing cookies(or some attention) to the receptionist may not be a waste of time after all.
Listen:
Planning Ahead
Strategies for Managing the Sales Process: In which we are reminded to prepare call questions and responses to likely challenges lest we fallon our faces.
Listen:
Can't Get There from Here
Strategies for Better Questions, Listening: In which we are reminded that a certain amount of flexibility in sales conversations is helpful, even if it ain’t what we expected.
Listen:
News Guys
Strategies for Better Questions, Listening: In which we are reminded that sales is, at heart, an interview about which we can learn from from news guys.
Listen:
It's A Trap
Strategies for Better Questions, Listening: In which we are reminded that 1 pound of discovery is worth 10 pounds of recovery if we make assumptions and present solutions too early.
Listen:
Side Mirrors
Strategies for Managing the Sales Process: In which we encourage development of multiple information points in our account relationships.
Listen:
Four Brushes
Prospecting Strategies: In which we are reminded to vary the content of our prospecting approaches while we maintain our routine frequencies.
Listen:
Do You Really Want to Hear
Strategies for Better Questions, Listening: In which we are reminded about the subtle cues we use to control conversation and how they affect what we learn from clients.
Listen:
Stop the Bleeding
Strategies for Managing the Sales Process: In which we are reminded to maintain a broad view and help our clients solve the problems that are immediate and urgent, whether or not we make a sale in that moment.
Listen:
Hidalgo
Strategies for Better Questions, Listening: In which we are reminded: Like great movie writers and directors, our clients and prospects sometimes spin stories that are not completely connected to the truths they purport to represent. We can be entertained, and we should verify before contracting.
Listen:
Chasing the Train
Strategies for Managing the Sales Process: In which we are reminded that, if a competitor displaces us from a piece of business, we need to think ahead, be ready to solve the next problem well enough that we win the next opportunity.
Listen:
New Ideas, Fast Fulfilled
Strategies for Managing the Sales Process: In which we are reminded that, if we want to gain entry to a new account, we may need to present an idea that can be implemented fast.
Listen:
Triple Priced
Strategies for Better Questions, Listening and Negotiating: In which we are reminded that good negotiating outcomes begin with and depend on value-oriented discovery and selling.
Listen:
Frost Bite
Prospecting Strategies: In which we consider how long to pursue cold prospects.
Listen:
Toccata and Fugue
Strategies for Better Questions, Listening: In which we are reminded that there ain’t no such thing as a commodity if we consider buyers’ preferences and their buying experience.
Listen:
What Will They Miss?
Strategies for Positioning Value: In which we pause briefly to consider our personal value and value propositions – what people find most valuable about us.
Listen:
Tasty Diversions
Strategies for Managing the Sales Process: In which we are cautioned to look closely before we invest serious time in juicy-looking prospects and customers.
Listen:
The Territory Battle Plan
Strategies for Managing the Sales Process: In which we are reminded that, much as in Holiday shopping, our efficiency and effectiveness in our territories can be vastly increased through the development and implementation of a plan.
Listen:
Five Questions to Ask in January
Strategies for Managing the Sales Process: In which we are reminded that January is a good time to step back for a more strategic look at our clients and prospects and, perhaps, to help them articulate their plans more clearly so we can help them more powerfully.
Listen:
Leave A Trace
Strategies for Managing the Sales Process, Prospecting: In which we are reminded to leave a trace or a trail for our prospects so they can find us when they want to talk to us.
Listen:
Rehearsed Action
Strategies for Managing the Sales Process: In which we are reminded to over-prepare for high stakes sales calls.
Listen:
Favorite Question
Strategies for Better Questions, Listening: In which we are reminded to understand at the beginning of a conversation our client’s purpose.
Listen:
Save Room for Dessert
Strategies for Managing the Sales Process: In which we are reminded, again, to maintain capacity for the accounts and clients that are most important.
(NOTE: This is the annual Thanksgiving Issue, one of the author’s favorites, unchanged from its first publication in 2002.)
Listen:
Short and Cheerful
In which we discuss a “short and cheerful” format for distinguishing ourselves from the herd and positioning our value.
Listen:
Stand Out
Strategies for Managing the Sales Process, Prospecting: In which we discuss strategies to draw attention and attract prospects and referrals.
Listen:
Winning the Head Race
Strategies for Managing the Sales Process: In which we are reminded that smaller competitors can beat bigger ones through better execution.
Listen:
Connections That Can Be Trusted
Strategies for Positioning Value, Prospecting: In which we discuss the power of referrals rather than magic words to secure appointments with prospects.
Listen:
Under Control
Strategies for Managing the Sales Process: In which we are reminded to stay focused as we pursue our sales goals.
Listen:
Too Quick to Answer
Strategies for Better Questions, Listening: In which we are reminded that we need to understand the question before we answer.
Listen:
Reasons to Meet
In which we are reminded that we can generate reasons for prospects to pay attention to us when we approach.
Listen:
Mother, Please!
Strategies 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.
Listen:
Nothin' But Trouble
Strategies 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.
Listen:
Follow the Steps
Strategies for Positioning Value: In which we are reminded that selling value frequently requires us to follow the steps of our clients’ business processes.
Listen:
More Than A Gut Feel
Strategies 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.
Listen:
Something to Talk About
Strategies 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.
Listen:
Stop Leading the Witness
Strategies 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.
Listen:
Do Not Confuse Effort with Results
Strategies for Positioning Value: In which we consider the advantages of presenting ourselves as our benefit rather than our job description or title.
Listen:
The Value of a Nice Ride
Strategies 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.
Listen:
Turning Over New Leaves
Strategies for Managing the Sales Process and Prospecting: In which we discuss strategies to reduce rejection (and feeling down about it) in prospecting.
Listen:
Step Back for Next Steps
Strategies for Better Questions, Listening: In which we consider broadening our “next steps” questions to reduce objections and accelerate implementation of solutions.
Listen:
Attract to Retain
Strategies for Managing the Sales Process: In which we are reminded that retaining customers is a process of continual attraction.
Listen:
Take Nothing for Granted
Strategies for Better Questions, Listening: In which we consider curiosity about our clients’ and prospects’ statements and assertions that all is well.
Listen:
Creaky Knees
Strategies for Better Questions, Listening: In which we revisit the importance of looking at the whole picture even when someone says, “it hurts …right … here.”
Listen:
Playing to Space
Strategies for Managing the Sales Process, Positioning Value: In which we consider a parallel between soccer tactics and performing as trusted advisors to our clients.
Listen:
Looking for Spoons
Strategies for Better Questions, Listening: … in which we discover the benefits of asking broader questions before we qualify someone for our products.
Listen:
What's New
Strategies 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.
Listen:
Selling Past No Close
Strategies 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.
Listen:
Grapes
Strategies for Managing the Sales Process: In which we are reminded to speak benefits rather than features… And to slow down.
Listen:
How Much Is That Doggie?
Strategies 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.
Listen:
I'd At Least Be Curious
Prospecting Strategies: In which we discuss (at some length) the importance of resonating with your prospects pain points when you’re approaching to begin conversation.
Listen:
Whack a Mole Sales
Strategies for Managing the Sales Process: In which we consider the possibility that we may need to sell transactionally to start consultative relationships.
Listen:
Moving Target
Strategies 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.
Listen:
Distracted
Strategies 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.
Listen:
Problem First
Strategies for Positioning Value: In which we emphasize the importance of articulating the value of a solution before introducing the idea of the solution.
Listen:
Sales as Performance
In which we are reminded that people frequently make decisions based on feelings, first, then on facts.
Listen:
No Argument
Strategies 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.
Listen:
Taking A View
Strategies 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.
Listen:
Trusted Advisors Redux
Strategies for Managing Sales Process: In which we search for the trail head of the path to becoming clients’ Trusted Advisors.
Listen:
Ready Comprehension
Strategies 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.
Listen:
Getting Through Gatekeepers
Prospecting 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.
Listen:
The Engaging Game
Strategies for Prospecting: In which we are reminded that starting conversations with people is the heart of prospecting.
Listen:
So What?
Strategies for Better Questions, Listening: In which we learn the importance of asking for the story behind the story before we present our recommendations.
Listen:
Give Me One Good Reason
Prospecting 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).
Listen:
Knives for Neighbors
Sales Prospecting Strategies: In which we are reminded about the power of referrals and associations to accelerate contact with prospects.
Listen:
What's That You Say?
In which we offer five prospecting strategies that respond when a prospect says “I don’t need what you’re selling now.”
Listen:
Trust Me, They Notice
In this we consider that some of our moves at the beginning of sales calls may not be so smooth. Category = Managing Sales Process
Listen:
Sales Symbolism
In which we discuss the importance of choosing and developing a personal brand and symbols that align with our clients’ concerns or opportunities.
Listen:
Insultative vs. Consultative Sales
In which we are reminded that “consultative selling” involves the application of judgment.
Listen:
Move to the Future
In which we learn to compete in the “future” rather than battling it out in the present.
Listen:
Sales Survival
In which we learn how survival instincts affect our selling practices.
Listen:
Working the Storm
In which we discuss the routines of managing our time and territories.
Listen:
The Gift
A seasonal message which we’re encouraged to share what we know with people in need.
Listen:
Bringing Our Prospects to Us
In which we explore “expertise marketing” – speak, write, or be written about – as a pipeline development strategy.
Listen:
Save Room for Dessert
In which we discuss the merits of pacing oneself through the sales year.
Listen:
Trusted Advisors
Comes one who seeks to be my trusted advisor with a seat at the Trusted Advisor table.
Listen:
What Have You Done For Me Lately?
In which we are reminded…. and reminded… and reminded… to remind our clients about the value we’re creating with them.
Listen:
Which Way Do We Go?
In which we learn to ask a fairly personal question answers to which will help us develop our account strategies.
Listen:
Show Me That 'Cha Love Me
In which we’re reminded to call even our smallest clients at least once per year to check in.
Listen:
Globe Corner
In which we are reminded to continue developing our personal expertise, investing in ourselves.
Listen:
Decisions They Have to Make Anyway
In which we discuss questions that can help us facilitate when clients “go away.”
Listen:
Translating for Trust
In which we consider the importance of emotion as well as facts when confirming what we’ve heard.
Listen:
Decisions, Decisions
In 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.
Listen:
Skip's Lesson
In which we are reminded that we own the leads we’re given, no matter how bad (or good) they are.
Listen:
Lead With Ideas
In which we are encouraged to lead with ideas rather than wait for our clients to discover they need us.
Listen:
Rookie Questions
In which we discuss applying research to generating questions that make a difference.
Listen:
Is It True LeBlonds Have More Fun?
In which we discuss the connective value of a little extra digging as part of our pre-call research.
Listen:
|
|
Try The New PUP Search "Powered By Google"
Average rating based on 0 votes - Rate
