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Nick Miller, president of the bank sales consulting and training firm Clarity Advantage, discusses how to have successful conversations with lawyers in the company’s latest sales training video aimed at helping business bankers accelerate their sales results.

With their need for escrow services, cash management and treasury management solutions, and credit and financing, law firms represent a highly lucrative target market for banks.  To help business bankers meet lawyers and have more productive conversations around their financial challenges and needs, bank sales consulting and training firm Clarity Advantage recently released a video entitled Prospecting Strategies: Approaching Lawyers.

In the video, Clarity Advantage President Nick Miller gives business bankers a conversation guide, which includes specific questions for probing into lawyers’ revenue and expense challenges. “Asking questions like ‘Where do you see your best opportunities for new clients and growth?’ and ‘What is your strategy to reduce your costs and expenses?’ help a banker dig into the business issues lawyers face,” says Miller. “When bankers understand the issues, they can recommend the right bank solutions.”

Prospecting Strategies: Approaching Lawyers is one in a series of educational videos produced by Clarity Advantage aimed at helping business bankers increase their sales results. To access the video series, visit Clarity Advantage’s video library.

About Clarity Advantage: Bank sales consulting and training firm Clarity Advantage helps banks clarify, implement, and execute sales strategies to generate more profitable relationships, faster, with small and medium-sized companies, their owners, and employees, working with branch, field sales, and call center sales team members. The company also assists banks to attract and expand relationships with individuals and families. Visitors to Clarity’s website, http://www.clarityadvantage.com, can subscribe to “The Weekly Sales Thought,” a free eNewsletter and podcast focused on business-to-business sales techniques and sales management.

Contact:

Karen Tunks

Clarity Advantage

980-939-2112

karen.tunks@clarityadvantage.com

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Nick Miller, president of the bank sales consulting and training firm Clarity Advantage, focuses on how to have successful conversations with dentists in the company’s latest sales training video aimed at helping business bankers accelerate their sales results.

Relationships with dentists can be very profitable for business bankers says Nick Miller, president of the bank sales training and consulting firm Clarity Advantage.  The keys to these relationships, he contends, are (1) connecting with the dentists and (2) facilitating conversations that help their dental practices.  In Clarity Advantage’s new sales training video entitled Prospecting Strategies: Approaching Dentists, Miller reveals conversational techniques business bankers can use to build profitable networks of dental practices and real-world examples bankers can apply immediately to fill their sales pipelines.

“Every community has dentists; bankers who don’t include them in their prospecting efforts are missing out on tremendous revenue opportunities,” explains Miller. “Dental practices generate high-deposit balances, borrow for equipment and cash flow, and process a lot of payments.  The tips in our video will help bankers talk to dentists and identify multiple opportunities for sales.”

One of the tips Miller shares with bankers is to start conversations that focus on the big picture, asking questions like: “How has your practice changed over time?”, “What challenges are you facing now?”, and “What are the current headaches on the financial side?” To hear more, watch the video, Prospecting Strategies: Approaching Dentists.

Prospecting Strategies: Approaching Dentists is one in a series of educational videos produced by Clarity Advantage aimed at helping business bankers increase their sales results. To access the video series, visit Clarity Advantage’s video library.

About Clarity Advantage: Bank sales consulting and training firm Clarity Advantage helps banks clarify, implement, and execute sales strategies to generate more profitable relationships, faster, with small and medium-sized companies, their owners, and employees, working with branch, field sales, and call center sales team members. The company also assists banks to attract and expand relationships with individuals and families. Visitors to Clarity’s website, http://www.clarityadvantage.com, can subscribe to “The Weekly Sales Thought,” a free eNewsletter and podcast focused on business-to-business sales techniques and sales management.

Contact:

Karen Tunks

Clarity Advantage

980-939-2112

karen.tunks@clarityadvantage.com

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In a recent webinar, we discussed how consistent, methodical spotting and reacting to trigger events can increase your prospecting success.

You can access the recorded version online by clicking here.

In the webinar, Clarity Advantage President Nick Miller shared:

1. Examples of personal, business, and political/industrial/governmental trigger events to watch out for.
2. How to take trigger events and ascertain the impact on a particular prospect, then link the trigger events to how the bank’s services can help.
3. Online resources to help you monitor trigger events efficiently.
4. Conversational approaches that leverage trigger events.

Watch the webinar now to get the details on these key points and start using trigger events to accelerate your sales today.

In Clarity Advantage’s new bank sales training video for business bankers, President Nick Miller answers the question, “Tell me about you,” in a way that captures a prospect’s attention, brings them back for additional conversation, and accelerates sales.

“’Make it’ or ‘break it’ time for a business banker comes at the moment of initial contact when a prospect asks, ‘tell me about yourself,’” says Nick Miller, president of the bank sales consulting firm, Clarity Advantage. In the company’s new sales training video entitled Sales Strategies: Respond to “Tell Me About You” the Right Way (http://www.clarityadvantage.com/knowledge-center/responding-to-tell-me-about-you-video.php), Miller gives business bankers a conversational strategy they can use to capture a prospect’s attention, raise the odds of having additional conversation, and create sales opportunities.

Miller describes his conversational strategy as a three-part story-telling technique common to moviemaking—an opening with a hook, plot development, and a resolution. He contends that every business banker has a story that is much more intriguing than the one shared in their résumé; each of them just needs to learn how to tell it.

“Business bankers have a tremendous opportunity to be memorable by telling good stories about themselves,” explains Miller. “When bankers use the right story as an introduction, they speak volumes about themselves, show their character, and reveal what drives them—all pre-requisites for building trusted relationships.”

Sales Strategies: Respond to “Tell Me About You” the Right Way is one in a series of educational videos that Clarity Advantage produces aimed at helping business bankers increase their sales results. To access Clarity Advantage’s video library, visit http://www.clarityadvantage.com/knowledge-center/video-sales-tips.php.

About Clarity Advantage: Bank sales consulting firm Clarity Advantage helps banks clarify, implement, and execute sales strategies to generate more profitable relationships, faster, with small and medium-sized companies, their owners, and employees, working with branch, field sales, and call center sales team members. The company also assists banks to attract and expand relationships with individuals and families. Visitors to Clarity’s website, http://www.clarityadvantage.com, can subscribe to “The Weekly Sales Thought,” a free eNewsletter and podcast focused on business-to-business sales techniques and sales management.

Contact:

Karen Tunks

Clarity Advantage

980-939-2112

karen.tunks@clarityadvantage.com

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Consulting and bank sales training firm Clarity Advantage will advise business bankers on how they leverage trigger events in their conversations with prospects in a complimentary webinar on Thursday, March 28, 2013 at 12:00 PM EDT.

“Consistent, methodical spotting and reacting to trigger events can increase a business banker’s prospecting success,” says Nick Miller, president of  the bank sales training and consulting firm Clarity Advantage. In a complimentary webinar to be held on March 28, 2013 at 12:00 PM EDT, Miller will teach bankers how to prepare for, choose, respond to, and communicate with prospects about trigger events.

The 30-minute webinar, entitled Striking While the Iron is Hot: Trigger Events Boost Prospecting Success, is designed to benefit branch managers, small business bankers, business bankers, and commercial bankers. Webinar attendees will learn how to:

• Profile prospects and their roles to anticipate trigger events they may care about
• Monitor trigger events efficiently using generally available and proprietary software support
• Connect trigger events to their impact on prospects and the bank’s services
• Leverage trigger events through referral sources or third parties
• Compose emails or voice mails based on trigger events

“While sharp, thoughtful responses to trigger events don’t guarantee calls back,” explains Miller, “a banker’s first response, and then a series of responses and ideas over time, builds prospect awareness and confidence, boosting the chances for productive conversation in the short term as well as over a longer period of time.”

To register for Striking While the Iron is Hot: Trigger Events Boost Prospecting Success, go to https://clarityadvantage.ilinc.com/register/bkxbchf 

About Clarity Advantage: Consulting and bank sales training firm Clarity Advantage helps banks generate more profitable relationships faster with small and medium-sized companies, their owners, and employees.  Clarity consulting, communications, sales tools and training help banks recruit and deploy sales team members, choose their best business and consumer prospects and clients, then approach, engage, sell, expand, and retain relationships. Clarity also assists banks with consumer sales and cash management sales. Clarity clients have posted increases in household penetration, cross-sells, deposit volume, and loan volume.  Visitors to Clarity’s website, http://www.clarityadvantage.com, can subscribe to “The Weekly Sales Thought,” a free eNewsletter and podcast focused on business-to-business selling and sales management.

Contact:

Karen Tunks

Clarity Advantage

980-939-2112

karen.tunks@clarityadvantage.com

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When: Thursday, March 28, 2013

Time: 12:00 PM ET (30 minutes)

Audience: Branch managers, small business bankers, business bankers, commercial bankers

Host: Nick Miller, President of Clarity Advantage

Fee: Complimentary

Register Now

Our prospects (and, sometimes, customers) ignore us.  Then, s*** happens—trigger events that oftentimes result in costly business disruptions.

Our response to a trigger event says, ‘We’re on it, we’ve got your back, we can help.’  If our calculus is right, odds improve that we get a call back.

The trick to this is focus, consistency, and efficiency—there’s rarely enough time to read and respond to everything that happens across a wide range of small and medium-sized companies. This webinar will focus on systematic methods to prepare for, choose, respond to, and communicate with prospects about trigger events in emails and voice mails.

“While sharp, thoughtful responses to trigger events don’t guarantee calls back,” says Nick Miller, president of Clarity Advantage, “our first response, and then a series of responses and ideas over time, build prospect awareness and confidence in us, boosting our chances for productive conversation in the short term as well as over a longer period of time.”

In This Webinar, You Will Learn How To:

• Profile prospects and their roles to anticipate trigger events they may care about
• Monitor trigger events efficiently using generally available and proprietary software support
• Connect trigger events to their impact on prospects and your services
• Leverage trigger events through referral sources or third parties
• Compose emails or voice mails based on trigger events

Register Now

Nick Miller, president of the bank sales consulting firm Clarity Advantage, gives business bankers a four-step process they can put to immediate use to grab a prospect’s attention and ensure they get the appointment in the company’s new sales training video.

“Business bankers have to have good reasons to meet when they are calling on prospects,” says Nick Miller, president of the bank sales consulting firm, Clarity Advantage. In the company’s new sales training video entitled Prospecting Strategies: Wow Them with a Reason to Meet, Miller gives business bankers a four-step process they can put to immediate use to grab a prospect’s attention and ensure they get the appointment.

“When approaching a prospect for conversation, a business banker needs a better reason than ‘you’re next on my list of 200 names’,” says Miller. “While that may be true, the banker needs another reason to meet—some danger that’s coming, some benefit that’s emerging, a possibility for the prospect to consider. The idea is for the banker to attract prospects with good ideas that can really help their businesses.”

The appointment-setting strategy Miller describes in the sales training video focuses on four attraction techniques: using a set-up sentence based on research conducted around the prospect’s business, asking a leading question, offering a tantalizing reason to meet, and proposing a next step.

Prospecting Strategies: Wow Them with a Reason to Meet is one in a series of educational videos that Clarity Advantage produces aimed at helping business bankers increase their sales results. To access Clarity Advantage’s video library, visit http://www.clarityadvantage.com/knowledge-center/video-sales-tips.php.

About Clarity Advantage: Bank sales consulting firm Clarity Advantage helps banks clarify, implement, and execute sales strategies to generate more profitable relationships, faster, with small and medium-sized companies, their owners, and employees, working with branch, field sales, and call center sales team members. The company also assists banks to attract and expand relationships with individuals and families. Visitors to Clarity’s website, http://www.clarityadvantage.com, can subscribe to “The Weekly Sales Thought,” a free eNewsletter and podcast focused on business-to-business sales techniques and sales management.

Contact:

Karen Tunks

Clarity Advantage

980-939-2112

karen.tunks@clarityadvantage.com

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Nick Miller, president of the bank sales consulting firm Clarity Advantage, selects banking executive Lars Eller to lead the company’s sales and marketing team.

Clarity Advantage, a bank sales consulting firm specializing in helping their clients accelerate sales to small and medium-sized companies, announced today the appointment of Lars Eller to the position of Director of Sales and Marketing.  Eller will consult with Clarity clients on sales and sales management issues, lead the development of strategic sales and marketing programs, and direct the company’s sales and marketing team.

Eller brings 24 years of retail banking and wealth management experience to his new position.  Prior to joining Clarity Advantage, Eller served in numerous executive and senior bank leadership roles for TD Bank and National City Bank (now part of PNC) in both Canada and the U.S., where he was responsible for creating and executing Retail, Small Business, Wealth, and Investment Advisory business strategies.

According to Nick Miller, president of Clarity Advantage: “We are delighted Lars has joined our team. His broad field experience will expand the range of issues on which we can consult to our clients.”

Eller holds an MBA from McGill University and is a graduate of the CBA Graduate School of Retail Banking.

About Clarity Advantage: Bank sales consulting firm Clarity Advantage helps banks clarify, implement, and execute sales strategies to generate more profitable relationships, faster, with small and medium-sized companies, their owners, and employees, working with branch, field sales, and call center sales team members. The company also assists banks to attract and expand relationships with individuals and families. Visitors to Clarity’s website, http://www.clarityadvantage.com, can subscribe to “The Weekly Sales Thought,” a free eNewsletter and podcast focused on business-to-business sales techniques and sales management.

Contact:

Karen Tunks

Clarity Advantage

980-939-2112

karen.tunks@clarityadvantage.com

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Nick Miller, president of the bank sales consulting firm Clarity Advantage, helps business bankers—and their prospects and clients—prepare for a successful and profitable 2013 by answering six questions in the company’s latest sales training video.

“There’s  no better time to expand conversations with prospects and clients than when they’re planning to kick off a new year,” says Nick Miller, president of the bank sales consulting firm, Clarity Advantage. In the company’s latest sales training video entitled 6 Must-Ask Questions for the New Year, Miller helps business bankers gain a more strategic look at their prospects and customers, help them articulate their plans more clearly, and solve their business challenges more powerfully.

“At the year-end transition, some clients and prospects may be completely buttoned down and many may not be—their plans are still works in progress,” says Miller. “Without seeking to sell them anything, business bankers can be curious and then, at a later time, return to them and say, ‘You know, I’ve been thinking about what you said, and I have a couple of ideas for you.’ The idea is for business bankers to understand their prospects’ and clients’ priorities first, and then offer solutions to address those priorities.”

6 Must-Ask Questions for the New Year is one resource Clarity Advantage offers to help business bankers develop more profitable relationships, faster, with business owners, their employees, and families.  The company also offers seven prepared bank sales training programs, including Talking Business with Small Business®, a classroom session for branch managers and business bankers who sell to small and medium-sized businesses.

“In Talking Business with Small Business®, we expand on the questioning techniques offered in the video and work with bankers to help them understand what business owners are talking about and how to lead a conversation about their business challenges,” explains Miller.

6 Must-Ask Questions for the New Year is the final educational video in a series of 12 that Clarity Advantage has produced in 2012 aimed at helping bankers increase their sales results. To access Clarity Advantage’s video library, visit http://www.clarityadvantage.com/knowledge-center/video-sales-tips.php.  The company will continue to produce educational videos in 2013, adding to its video library on a monthly basis.

About Clarity Advantage: Bank sales consulting firm Clarity Advantage helps banks clarify, implement, and execute sales strategies to generate more profitable relationships, faster, with small and medium-sized companies, their owners, and employees, working with branch, field sales, and call center sales team members. The company also assists banks to attract and expand relationships with individuals and families. Visitors to Clarity’s website, http://www.clarityadvantage.com, can subscribe to “The Weekly Sales Thought,” a free eNewsletter and podcast focused on business-to-business sales techniques and sales management.

Contact:

Karen Tunks

Clarity Advantage

980-939-2112

karen.tunks@clarityadvantage.com

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Twitter series written by Nick Miller, president of the bank sales training and consulting firm Clarity Advantage, offers business bankers fresh, high-impact questions based on current events to ask prospects and clients, saving them time in preparing for sales calls and increasing their effectiveness.

How can bankers identify and integrate important trends and breaking news into their business client conversations?  A Twitter feed, launched by consulting and bank sales training firm Clarity Advantage, is a new resource available to business bankers that pairs the latest issues affecting business owners’ operations with questions to ask during sales conversations.

On Tuesdays and Fridays each week, the company’s president, Nick Miller, picks a current event business owners should be considering or addressing and tweets a synopsis along with a related, high-impact question. In their sales conversations, business bankers can discuss the event and ask the related question to stimulate a more meaningful conversation with their prospects and clients.

“Our 20+ years of experience working in the business banking industry shows that business owners expect their bankers to contribute something positive to their businesses in every conversation,” says Miller. “We came up with the idea of the Twitter feed as another tool to help business bankers take a more strategic look at their prospects and clients, understand their challenges and opportunities, and help them more powerfully.”     

Business bankers can view Clarity Advantage’s past tweets and follow the company to receive new tweets in real time at https://twitter.com/Clarity_Adv. Clarity Advantage’s Twitter handle is @Clarity_Adv.

About Clarity Advantage: Consulting and bank sales training firm Clarity Advantage helps banks generate more profitable relationships faster with small and medium-sized companies, their owners, and employees.  Clarity consulting, communications, sales tools and training help banks recruit and deploy sales team members, choose their best business and consumer prospects and clients, then approach, engage, sell, expand, and retain relationships. Clarity also assists banks with consumer sales and cash management sales. Clarity clients have posted increases in household penetration, cross-sells, deposit volume, and loan volume.  Visitors to Clarity’s website, http://www.clarityadvantage.com, can subscribe to “The Weekly Sales Thought,” view how-to videos and webinars on demand, and download articles and tools.

Contact:

Karen Tunks

Clarity Advantage

980-939-2112

karen.tunks@clarityadvantage.com

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