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.

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.

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.”

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.

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.

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.

Strategies for Managing the Sales Process: In which we learn from brilliant event planners how to prepare and engage prospects and customers.

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.

Business owners want meaningful conversations. Clarity Advantage President Nick Miller tells how you can deliver them in this video podcast episode.

Strategies for Managing the Sales Process: In which we are reminded to warm up and rehearse our calls before we sit down with clients.