The Shed The Formality Podcast has been retired.

However, you can download this podcast and all of the others from my Google Drive archive. 

Episode 36_ Nick Miller-2

036: Nick Miller – Using Stories to Engage Clients & Differentiate Yourself

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Using stories to engage clients and differentiate yourself in business. That’s what Nick Miller, President of Clarity Advantage, talks about on this episode of Engaging Voices.

This Weeks Engaging Voice:
Nick Miller
President, Clarity Advantage

Show Notes:
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, 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,

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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Episode 36_ Nick Miller-2

About the Shed The Formality Podcast

For leaders & entrepreneurs who are great at what they do yet lack skills or confidence to sell their OWN ideas.

Tune in to the archives as Stacey Shipman and her guests share stories and insights on getting out of your own way, promoting your work, networking, leadership, handling adversity and more.

Listen to the archives on the Dropbox folder.