Nick Miller assists banks and credit unions to sell services to business clients through better sales strategies, training, and execution. He is President of Clarity Advantage based in Concord, MA. His office includes the usual clutter, far too many books, four guitars, and a euphonium.
Nick works with bank branch, field sales, and call center sales team members focusing on who to sell to, how to engage, how to explore, advise, and recommend; how to close; and how to manage relationships.
He has consulted with community, regional, and money center banks in the US, Canada, and Mexico on sales strategy implementation, value propositions, sales process, customer experience, and staff development.
His “Weekly Sales Thought” column circulates globally and his articles have been published or quoted in journals including ababankmarketing.com, BAI Banking Strategies, Sales & Marketing Management, Commercial Lending Review, The RMA Journal, and American Banker. See his videos and articles at Clarity’s web site, www.clarityadvantage.com.
On this episode Stacey and Nick talk about…
- What Nick wanted to be when he grew up and how that plays out today (1:15)
- How Nick became a storyteller in the banking world (7:30)
- Using stories to engage clients and differentiate yourself in banking and beyond (12:45)
- Sales & Business Development – don’t talk business until the spoon hits the ice cream (20:00)
- Overcoming resistance to storytelling (25:00)
- Speaking voice vs writing voice and developing both (27:30)
- Nick’s advice to anyone wanting to use stories to engage and differentiate (30:30)
- How to know when you’ve “found your voice” (34:10)
- Final advice from Nick (38:00)
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