Clarity Advantage's Sales Thoughts
By Clarity Advantage
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Podcast Description
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.
| Name | Description | Released | Price | ||
|---|---|---|---|---|---|
|
1 |
Making the Connection | Strategies for Managing the Sales Process: In which we are reminded to think about connections in companies we call on. | 29 5 12 | Free | View In iTunes |
| 2 | VideoBank 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 | 22 5 12 | Free | View In iTunes |
|
3 |
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. | 21 5 12 | Free | View In iTunes |
|
4 |
Socks | Strategies for Managing the Sales Process: In which we are reminded that one key to cross selling is understanding clients goals’ and destinations. | 14 5 12 | Free | View In iTunes |
|
5 |
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. | 7 5 12 | Free | View In iTunes |
|
6 |
Common Interests | Prospecting Strategies: In which we are reminded that starting conversations with complete strangers can be easy if we can find common interests. | 30 4 12 | Free | View In iTunes |
|
7 |
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. | 23 4 12 | Free | View In iTunes |
|
8 |
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. | 16 4 12 | Free | View In iTunes |
|
9 |
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. | 9 4 12 | Free | View In iTunes |
| 10 | VideoSales 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. | 2 4 12 | Free | View In iTunes |
|
11 |
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. | 2 4 12 | Free | View In iTunes |
|
12 |
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.” | 26 3 12 | Free | View In iTunes |
|
13 |
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. | 19 3 12 | Free | View In iTunes |
|
14 |
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. | 12 3 12 | Free | View In iTunes |
|
15 |
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. | 5 3 12 | Free | View In iTunes |
|
16 |
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. | 27 2 12 | Free | View In iTunes |
|
17 |
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. | 20 2 12 | Free | View In iTunes |
| 18 | VideoSales 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. | 13 2 12 | Free | View In iTunes |
|
19 |
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. | 13 2 12 | Free | View In iTunes |
|
20 |
Transcendental Ghosts | Strategies for Better Questions, Listening: In which we learn from an America philosopher a question of discovery. | 6 2 12 | Free | View In iTunes |
|
21 |
Conversation Bridges | Strategies for Better Questions, Listening: In which we explore questions to get beyond small talk. | 30 1 12 | Free | View In iTunes |
|
22 |
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?” | 23 1 12 | Free | View In iTunes |
|
23 |
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?” | 16 1 12 | Free | View In iTunes |
|
24 |
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.” | 9 1 12 | Free | View In iTunes |
|
25 |
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. | 19 12 11 | Free | View In iTunes |
|
26 |
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. | 12 12 11 | Free | View In iTunes |
|
27 |
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. | 5 12 11 | Free | View In iTunes |
|
28 |
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. | 28 11 11 | Free | View In iTunes |
|
29 |
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. | 14 11 11 | Free | View In iTunes |
|
30 |
Gut Check | Strategies for Managing the Sales Process: In which we pause for a moment to consider whether we’re balancing well. | 7 11 11 | Free | View In iTunes |
|
31 |
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. | 31 10 11 | Free | View In iTunes |
|
32 |
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. | 24 10 11 | Free | View In iTunes |
|
33 |
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. | 21 10 11 | Free | View In iTunes |
|
34 |
A Plan to Finish | In which we are reminded to prepare a plan to finish our sales processes. | 10 10 11 | Free | View In iTunes |
|
35 |
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. | 3 10 11 | Free | View In iTunes |
|
36 |
An Early Lesson | In which we are reminded to focus first on relationship and value demonstration, then on the commissionable task. | 26 9 11 | Free | View In iTunes |
|
37 |
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. | 19 9 11 | Free | View In iTunes |
|
38 |
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. | 12 9 11 | Free | View In iTunes |
|
39 |
Totally Concrete | Strategies for Better Questions, Listening: In which we are reminded to clarify terms we don’t understand before presenting ideas. | 6 9 11 | Free | View In iTunes |
|
40 |
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. | 29 8 11 | Free | View In iTunes |
|
41 |
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. | 22 8 11 | Free | View In iTunes |
|
42 |
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. | 22 8 11 | Free | View In iTunes |
|
43 |
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. | 8 8 11 | Free | View In iTunes |
|
44 |
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. | 1 8 11 | Free | View In iTunes |
|
45 |
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. | 25 7 11 | Free | View In iTunes |
|
46 |
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. | 18 7 11 | Free | View In iTunes |
|
47 |
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. | 11 7 11 | Free | View In iTunes |
|
48 |
Sell the Strengths | Strategies for Positioning Value: In which we are reminded to sell the strengths we have rather than those we wish for. | 5 7 11 | Free | View In iTunes |
|
49 |
Planting Seeds in Conversation | In which we are reminded that the seeds for future sales come from the sales fruit we harvest now. | 27 6 11 | Free | View In iTunes |
|
50 |
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. | 20 6 11 | Free | View In iTunes |
|
51 |
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. | 13 6 11 | Free | View In iTunes |
|
52 |
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. | 6 6 11 | Free | View In iTunes |
|
53 |
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. | 31 5 11 | Free | View In iTunes |
|
54 |
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. | 16 5 11 | Free | View In iTunes |
|
55 |
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. | 9 5 11 | Free | View In iTunes |
|
56 |
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. | 2 5 11 | Free | View In iTunes |
|
57 |
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. | 25 4 11 | Free | View In iTunes |
|
58 |
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. | 18 4 11 | Free | View In iTunes |
|
59 |
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. | 11 4 11 | Free | View In iTunes |
|
60 |
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. | 4 4 11 | Free | View In iTunes |
|
61 |
Side Mirrors | Strategies for Managing the Sales Process: In which we encourage development of multiple information points in our account relationships. | 28 3 11 | Free | View In iTunes |
|
62 |
Four Brushes | Prospecting Strategies: In which we are reminded to vary the content of our prospecting approaches while we maintain our routine frequencies. | 21 3 11 | Free | View In iTunes |
|
63 |
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. | 14 3 11 | Free | View In iTunes |
|
64 |
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. | 7 3 11 | Free | View In iTunes |
|
65 |
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. | 28 2 11 | Free | View In iTunes |
|
66 |
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. | 21 2 11 | Free | View In iTunes |
|
67 |
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. | 14 2 11 | Free | View In iTunes |
|
68 |
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. | 7 2 11 | Free | View In iTunes |
|
69 |
Frost Bite | Prospecting Strategies: In which we consider how long to pursue cold prospects. | 31 1 11 | Free | View In iTunes |
|
70 |
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. | 24 1 11 | Free | View In iTunes |
|
71 |
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. | 17 1 11 | Free | View In iTunes |
|
72 |
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. | 10 1 11 | Free | View In iTunes |
|
73 |
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. | 3 1 11 | Free | View In iTunes |
|
74 |
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. | 3 1 11 | Free | View In iTunes |
|
75 |
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. | 20 12 10 | Free | View In iTunes |
|
76 |
Rehearsed Action | Strategies for Managing the Sales Process: In which we are reminded to over-prepare for high stakes sales calls. | 13 12 10 | Free | View In iTunes |
|
77 |
Favorite Question | Strategies for Better Questions, Listening: In which we are reminded to understand at the beginning of a conversation our client’s purpose. | 6 12 10 | Free | View In iTunes |
|
78 |
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.) | 29 11 10 | Free | View In iTunes |
|
79 |
Short and Cheerful | In which we discuss a “short and cheerful” format for distinguishing ourselves from the herd and positioning our value. | 22 11 10 | Free | View In iTunes |
|
80 |
Stand Out | Strategies for Managing the Sales Process, Prospecting: In which we discuss strategies to draw attention and attract prospects and referrals. | 15 11 10 | Free | View In iTunes |
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81 |
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. | 8 11 10 | Free | View In iTunes |
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82 |
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. | 1 11 10 | Free | View In iTunes |
|
83 |
Under Control | Strategies for Managing the Sales Process: In which we are reminded to stay focused as we pursue our sales goals. | 25 10 10 | Free | View In iTunes |
|
84 |
Too Quick to Answer | Strategies for Better Questions, Listening: In which we are reminded that we need to understand the question before we answer. | 18 10 10 | Free | View In iTunes |
|
85 |
Reasons to Meet | In which we are reminded that we can generate reasons for prospects to pay attention to us when we approach. | 11 10 10 | Free | View In iTunes |
|
86 |
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. | 4 10 10 | Free | View In iTunes |
|
87 |
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. | 27 9 10 | Free | View In iTunes |
|
88 |
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. | 20 9 10 | Free | View In iTunes |
|
89 |
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. | 13 9 10 | Free | View In iTunes |
|
90 |
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. | 7 9 10 | Free | View In iTunes |
|
91 |
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. | 30 8 10 | Free | View In iTunes |
|
92 |
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. | 23 8 10 | Free | View In iTunes |
|
93 |
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. | 23 8 10 | Free | View In iTunes |
|
94 |
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. | 9 8 10 | Free | View In iTunes |
|
95 |
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. | 2 8 10 | Free | View In iTunes |
|
96 |
Attract to Retain | Strategies for Managing the Sales Process: In which we are reminded that retaining customers is a process of continual attraction. | 26 7 10 | Free | View In iTunes |
|
97 |
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. | 19 7 10 | Free | View In iTunes |
|
98 |
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.” | 12 7 10 | Free | View In iTunes |
|
99 |
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. | 6 7 10 | Free | View In iTunes |
|
100 |
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. | 28 6 10 | Free | View In iTunes |
|
101 |
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. | 21 6 10 | Free | View In iTunes |
|
102 |
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. | 14 6 10 | Free | View In iTunes |
|
103 |
Grapes | Strategies for Managing the Sales Process: In which we are reminded to speak benefits rather than features… And to slow down. | 7 6 10 | Free | View In iTunes |
|
104 |
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. | 1 6 10 | Free | View In iTunes |
|
105 |
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. | 24 5 10 | Free | View In iTunes |
|
106 |
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. | 17 5 10 | Free | View In iTunes |
|
107 |
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. | 10 5 10 | Free | View In iTunes |
|
108 |
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. | 3 5 10 | Free | View In iTunes |
|
109 |
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. | 26 4 10 | Free | View In iTunes |
|
110 |
Sales as Performance | In which we are reminded that people frequently make decisions based on feelings, first, then on facts. | 19 4 10 | Free | View In iTunes |
|
111 |
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. | 12 4 10 | Free | View In iTunes |
|
112 |
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. | 12 4 10 | Free | View In iTunes |
|
113 |
Trusted Advisors Redux | Strategies for Managing Sales Process: In which we search for the trail head of the path to becoming clients’ Trusted Advisors. | 29 3 10 | Free | View In iTunes |
|
114 |
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. | 22 3 10 | Free | View In iTunes |
|
115 |
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. | 15 3 10 | Free | View In iTunes |
|
116 |
The Engaging Game | Strategies for Prospecting: In which we are reminded that starting conversations with people is the heart of prospecting. | 8 3 10 | Free | View In iTunes |
|
117 |
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. | 1 3 10 | Free | View In iTunes |
|
118 |
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). | 22 2 10 | Free | View In iTunes |
|
119 |
Knives for Neighbors | Sales Prospecting Strategies: In which we are reminded about the power of referrals and associations to accelerate contact with prospects. | 15 2 10 | Free | View In iTunes |
|
120 |
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.” | 8 2 10 | Free | View In iTunes |
|
121 |
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 | 1 2 10 | Free | View In iTunes |
|
122 |
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. | 25 1 10 | Free | View In iTunes |
|
123 |
Insultative vs. Consultative Sales | In which we are reminded that “consultative selling” involves the application of judgment. | 18 1 10 | Free | View In iTunes |
|
124 |
Move to the Future | In which we learn to compete in the “future” rather than battling it out in the present. | 18 1 10 | Free | View In iTunes |
|
125 |
Sales Survival | In which we learn how survival instincts affect our selling practices. | 4 1 10 | Free | View In iTunes |
|
126 |
Working the Storm | In which we discuss the routines of managing our time and territories. | 21 12 09 | Free | View In iTunes |
|
127 |
The Gift | A seasonal message which we’re encouraged to share what we know with people in need. | 14 12 09 | Free | View In iTunes |
|
128 |
Bringing Our Prospects to Us | In which we explore “expertise marketing” – speak, write, or be written about – as a pipeline development strategy. | 13 12 09 | Free | View In iTunes |
|
129 |
Save Room for Dessert | In which we discuss the merits of pacing oneself through the sales year. | 13 12 09 | Free | View In iTunes |
|
130 |
Trusted Advisors | Comes one who seeks to be my trusted advisor with a seat at the Trusted Advisor table. | 13 12 09 | Free | View In iTunes |
|
131 |
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. | 12 12 09 | Free | View In iTunes |
|
132 |
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. | 12 12 09 | Free | View In iTunes |
|
133 |
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. | 12 12 09 | Free | View In iTunes |
|
134 |
Globe Corner | In which we are reminded to continue developing our personal expertise, investing in ourselves. | 11 12 09 | Free | View In iTunes |
|
135 |
Decisions They Have to Make Anyway | In which we discuss questions that can help us facilitate when clients “go away.” | 11 12 09 | Free | View In iTunes |
|
136 |
Translating for Trust | In which we consider the importance of emotion as well as facts when confirming what we’ve heard. | 10 12 09 | Free | View In iTunes |
|
137 |
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. | 10 12 09 | Free | View In iTunes |
|
138 |
Skip's Lesson | In which we are reminded that we own the leads we’re given, no matter how bad (or good) they are. | 9 12 09 | Free | View In iTunes |
|
139 |
Lead With Ideas | In which we are encouraged to lead with ideas rather than wait for our clients to discover they need us. | 8 12 09 | Free | View In iTunes |
|
140 |
Rookie Questions | In which we discuss applying research to generating questions that make a difference. | 8 12 09 | Free | View In iTunes |
|
141 |
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. | 8 12 09 | Free | View In iTunes |
| Total: 141 Episodes |
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