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Clarity Advantage's Sales Thoughts

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Episodes

To the Highest Standards

8/29/2016
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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.

Duration: 00:04:12


Trusted Advisor

8/15/2016
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In which we are reminded that advising, earning trust, and generating value beyond our products involves looking beyond the needs our products address.

Duration: 00:03:10


Assessing Buyer Appetites for Risk

6/20/2016
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In which we are encouraged to explore the bigger picture of what our clients seek to maximize or minimize in purchasing our services.

Duration: 00:03:52


Hot Rods

4/18/2016
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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.

Duration: 00:04:05


Forget Me Not

4/11/2016
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In which we are reminded to “follow the check list” as we’re closing sales or finishing projects.

Duration: 00:02:34


The Best Parts First

4/4/2016
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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.

Duration: 00:02:56


Why do you ask?

3/21/2016
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In which we are reminded that very few questions come from idle curiosity. We need to know why.

Duration: 00:03:04


Recalculating Route

2/15/2016
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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.

Duration: 00:03:36


Bread on the Table

2/8/2016
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In which we are reminded that even short call plans help us produce better results than no plans at all.

Duration: 00:02:52


Slow Turners

2/1/2016
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In which we are reminded that some people need more time to decide, and we should engage with others while they do.

Duration: 00:03:51


Focused Too Tight?

1/18/2016
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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.

Duration: 00:02:22


Ask First

1/11/2016
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Yet one more time… In which we are reminded to clarify before we pitch

Duration: 00:02:54


When the Baby's Ugly

12/7/2015
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In which we are reminded not to call another person’s baby ugly… even if....

Duration: 00:03:27


Layers of Flavor

11/30/2015
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In which we are challenged to communicate the experiential aspects of our products to distinguish them and stimulate client hunger for them.

Duration: 00:03:28


Are You Good Enough They'll Call You?

11/16/2015
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In which we are reminded that our network reputation for a specific expertise earns us introductions to the people who most need us.

Duration: 00:02:46


Engage New Friends

11/16/2015
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n which we are reminded that people “out there” are reading what we write on line…. Really!

Duration: 00:02:16


Old Wounds

11/2/2015
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In which we are reminded to take care of “injuries” in our client relationships lest they come back to cripple us later.

Duration: 00:03:41


Eat! Eat Some More!

10/26/2015
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In which we are encouraged to understand context before we pitch recommendations.

Duration: 00:02:53


Bridges in the Moment

10/19/2015
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In which we are reminded we can leverage ‘what’s happening in the moment’ to start conversations with prospects during networking or group events

Duration: 00:03:47


The Changing Game

10/12/2015
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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.

Duration: 00:04:02

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