Clarity Advantage's Sales Thoughts
A podcast for accelerating your bank's sales to businesses. Brought to you by Clarity Advantage, a firm that helps banks generate more profitable relationships faster with small and medium-sized companies, their owners, and employees. Gain tips and techniques for prospecting, positioning value, negotiating, better questions and listening, coaching, and managing sales process. Small Business Trends Radio named the Sales Thoughts podcast to its 100 Best Small Business Podcasts in 2010 and 2011.
- Update frequency
- every 6 days
- Average duration
- 3 minutes
- Episodes
- 326
- Years Active
- 2009 - 2016
Sounds In Darkness
In which we are reminded that listening, really listening, involves more than words.
00:03:25 |
Mon 23 Jul 2012
Small Orders
In which we are reminded to leave a good taste in customers’ mouths, even if they place small orders.
00:05:00 |
Mon 16 Jul 2012
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 issu…
00:03:14 |
Mon 09 Jul 2012
Transitions
Strategies for Better Questions, Listening: In which we are reminded to include transitions in our pre-call planning.
00:04:12 |
Mon 02 Jul 2012
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.”
00:02:59 |
Mon 25 Jun 2012
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.
00:04:02 |
Thu 21 Jun 2012
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.
00:04:03 |
Mon 11 Jun 2012
Communities of Attraction
Prospecting Strategies: In which we are reminded that developing communities is critical to attracting new clients.
00:03:51 |
Mon 04 Jun 2012
Making the Connection
Strategies for Managing the Sales Process: In which we are reminded to think about connections in companies we call on.
00:02:26 |
Tue 29 May 2012
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.
00:03:53 |
Mon 21 May 2012
Socks
Strategies for Managing the Sales Process: In which we are reminded that one key to cross selling is understanding clients goals’ and destinations.
00:03:32 |
Mon 14 May 2012
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.
00:03:03 |
Mon 07 May 2012
Common Interests
Prospecting Strategies: In which we are reminded that starting conversations with complete strangers can be easy if we can find common interests.
00:03:38 |
Mon 30 Apr 2012
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.
00:04:32 |
Mon 23 Apr 2012
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.
00:03:32 |
Mon 16 Apr 2012
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 understandin…
00:04:10 |
Mon 09 Apr 2012
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.
00:04:01 |
Mon 02 Apr 2012
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…
00:05:01 |
Mon 26 Mar 2012
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 wi…
00:04:51 |
Mon 19 Mar 2012
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.
00:04:01 |
Mon 12 Mar 2012
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