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
Attract to Retain
Strategies for Managing the Sales Process: In which we are reminded that retaining customers is a process of continual attraction.
00:05:09 |
Mon 26 Jul 2010
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.
00:03:57 |
Mon 19 Jul 2010
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.”
00:02:59 |
Mon 12 Jul 2010
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.
00:03:50 |
Tue 06 Jul 2010
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.
00:02:56 |
Mon 28 Jun 2010
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.
00:05:01 |
Mon 21 Jun 2010
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.
00:04:10 |
Mon 14 Jun 2010
Grapes
Strategies for Managing the Sales Process: In which we are reminded to speak benefits rather than features… And to slow down.
00:03:38 |
Mon 07 Jun 2010
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.
00:06:16 |
Tue 01 Jun 2010
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.
00:06:51 |
Mon 24 May 2010
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.
00:04:39 |
Mon 17 May 2010
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.
00:03:32 |
Mon 10 May 2010
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.
00:04:08 |
Mon 03 May 2010
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.
00:04:17 |
Mon 26 Apr 2010
Sales as Performance
In which we are reminded that people frequently make decisions based on feelings, first, then on facts.
00:03:13 |
Mon 19 Apr 2010
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.
00:05:07 |
Mon 12 Apr 2010
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.
00:02:50 |
Mon 12 Apr 2010
Trusted Advisors Redux
Strategies for Managing Sales Process: In which we search for the trail head of the path to becoming clients’ Trusted Advisors.
00:05:17 |
Mon 29 Mar 2010
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.
00:03:37 |
Mon 22 Mar 2010
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…
00:04:25 |
Mon 15 Mar 2010
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