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
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.
00:04:12 |
Mon 05 Mar 2012
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.
00:05:41 |
Mon 27 Feb 2012
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 pro…
00:04:06 |
Mon 20 Feb 2012
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.
00:02:28 |
Mon 13 Feb 2012
Transcendental Ghosts
Strategies for Better Questions, Listening: In which we learn from an America philosopher a question of discovery.
00:03:34 |
Mon 06 Feb 2012
Conversation Bridges
Strategies for Better Questions, Listening: In which we explore questions to get beyond small talk.
00:04:48 |
Mon 30 Jan 2012
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?”
00:04:04 |
Mon 23 Jan 2012
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?”
00:03:14 |
Mon 16 Jan 2012
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.”
00:03:58 |
Mon 09 Jan 2012
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.
00:03:44 |
Mon 19 Dec 2011
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.
00:05:00 |
Mon 12 Dec 2011
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.
00:04:29 |
Mon 05 Dec 2011
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.
00:04:40 |
Mon 28 Nov 2011
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.
00:03:43 |
Mon 14 Nov 2011
Gut Check
Strategies for Managing the Sales Process: In which we pause for a moment to consider whether we’re balancing well.
00:03:38 |
Mon 07 Nov 2011
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.
00:04:03 |
Mon 31 Oct 2011
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.
00:03:42 |
Mon 24 Oct 2011
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.
00:04:12 |
Fri 21 Oct 2011
A Plan to Finish
In which we are reminded to prepare a plan to finish our sales processes.
00:03:59 |
Mon 10 Oct 2011
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.
00:04:58 |
Mon 03 Oct 2011
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