http://www.clarityadvantage.com/wst Wed, 08 Sep 2010 12:51:19 +0000 http://backend.userland.com/rss092 en A “mixed-household” strategy that integrates a bank’s retail and small business strategies to develop the full business + owner + employee relationships can significantly impact overall retail profits, says Nick Miller, president of Clarity Advantage.  Miller will speak on Capturing the Full Small Business Relationship at the Retail & Small ... http://www.clarityadvantage.com/wst/2010/09/news/clarity-advantage-reveals-how-to-capture-full-small-business-relationships-for-greater-retail-profitability-at-the-retail-small-business-banking-conference-september-22-24-2010/ In which we consider a practical strategy  to connect with our prospects if we've not walked in their shoes. I once listened to actor Peter Falk, star of the classic TV detective show, “Columbo," tell a story about his efforts to break into show business in the 1950s. Curious ... http://www.clarityadvantage.com/wst/2010/09/weekly-sales-thoughts/managing-sales-process/five-friends-issue-484/ In which we distinguish between open questions and leading the witness with questions that bias or restrict the information we hear from clients. As experienced sales people, we would ALL say that we ask open questions to learn about our clients, right? Recently, I visited with a prospective client. First ... http://www.clarityadvantage.com/wst/2010/08/weekly-sales-thoughts/better-questions-listening/stop-leading-the-witness-issue-484/ In which we consider the advantages of presenting ourselves as our benefit rather than our job description or title. Each time I sat in his office, a small bronzed desk plaque sneered at me. "Do not confuse effort with results," it hissed, securely bolted, passive, dead center front on his desk, ... http://www.clarityadvantage.com/wst/2010/08/weekly-sales-thoughts/positioning-value/do-not-confuse-effort-with-results-issue-483/ 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. Our firm, Clarity, is in the process of upgrading and expanding the company’s IT infrastructure to support our plans for the next five years. ... http://www.clarityadvantage.com/wst/2010/08/weekly-sales-thoughts/managing-sales-process/the-value-of-a-nice-ride-issue-482/ In which we discuss strategies to reduce rejection (and feeling down about it) in prospecting. Imagine that you spent that next day on your knees on the lawn, lifting and turning over one leaf and then the next looking for the earring and that, on the 500th leaf, you found ... http://www.clarityadvantage.com/wst/2010/08/weekly-sales-thoughts/managing-sales-process/turning-over-new-leaves-issue-481/ In which we consider broadening our "next steps" questions to reduce objections and accelerate implementation of solutions. We're packing for a weekend away. My wife (making a RARE appearance in this column) is leading the project. I ask, "What else do you see we need to do to finish packing?" ... http://www.clarityadvantage.com/wst/2010/08/weekly-sales-thoughts/managing-sales-process/next-steps-issue-480/ In which we are reminded that retaining customers is a process of continual attraction. Looking at some family pictures, I was reminded of a time that I took my children, then ages 14 and 12, to my mother's house for Thanksgiving. Not a trip high on my teenagers’ lists; even worse, ... http://www.clarityadvantage.com/wst/2010/07/weekly-sales-thoughts/managing-sales-process/attract-to-retain-issue-479/ In which we consider curiosity about our clients’ and prospects’ statements and assertions that all is well. Joseph Nathan Kane, who died at the age of 103 in October, 2002, wrote "Famous First Facts," a reference book of obscure items in American history. For example, the first airplane, Mr. Kane determined, ... http://www.clarityadvantage.com/wst/2010/07/weekly-sales-thoughts/better-questions-listening/take-nothing-for-granted-issue-478/ In which we revisit the importance of looking at the whole picture even when someone says, “it hurts …right … here.” Youthful excess and advancing age have led to creaky joints. From time to time, I seek help from physical therapists, trainers, and physicians. I went to see a new provider last ... http://www.clarityadvantage.com/wst/2010/07/weekly-sales-thoughts/better-questions-listening/issue-477/