You Pause, You Lose (Issue 807)

In which we learn to regain the lead in a conversation by eliminating pauses. Read more »

Pause Before Flaming (Issue 806)

In which we are reminded to warm people up a little bit before we “turn on the heat” in prospecting conversations.  Read more »

Pre-Cog Research (Issue 805)

In which we are encouraged to think ahead and prepare for a range of possible outcomes in our sales calls. Read more »

What’s the Role of Branches in Small Business Banking?

November 3, 2016  Nick Miller, President of Clarity Advantage, will discuss strategies for serving business customers through bank branches with panelists from TD Bank and Astoria Bank at the American Banker Small Business Banking Conference. Please join us on November 9-11. Read more »

Chalk Creek (Issue 804)

In which we are reminded that our brand as sales people depends on getting both the obvious and hidden details right. Read more »

Social Value (Issue 803)

In which we are encouraged to “play big” in the charitable or non-profit world as a way of leveling the playing field with people with whom we’d like to do business. Read more »

One or Two Will Do (Short Answers Work Best) (Issue 802)

In which we are reminded to limit our responses to client questions to one or two ideas at a time. Read more »

Prospecting Tip: Stay Away from the Tourists (Issue 801)

In which we are reminded to go where others ain’t when we’re networking or building community. Read more »

Concordance…or… Facts Count (Issue 800)

In which we are encouraged to look at the facts behind our clients’ first thoughts  about their problems before jumping to recommendations. Read more »

Pulling The Weeds (That Choke Our Sales Lives) (Issue 799)

In which we are reminded to aggressively eliminate the weeds in our sales lives. Read more »