by The Emmerich Group | Jul 3, 2024 | Customer Success, Employee Training, Get More Cross-Sales, High Performance, Profitability and Growth, Sales Process, Strategic Planning, USP
Several years ago, there was a gentleman who came into our boot camp, and he was an EVP of a bank on the West Coast. He told me that they had hired a firm, spent several hundred thousand dollars, and been in meetings for five months to figure out how to find their...
by Shaun Heuerman | Feb 11, 2020 | Bank Marketing, Customer Success, Sales Process, Sales Training
If you’re feeling trapped in rate competition, you’re in “Commodity Hell”… and it’s not a fun place. When your customers and prospects view you as no different than the bank down the street, you create a situation where...
by Shaun Heuerman | Oct 20, 2011 | Customer Satisfaction, Customer Success
Here Are Five Ways to Improve Your Bottom Line and Customer Satisfaction 1) Bundle your products so there are no apple to apple comparisons: “Our 7-year mortgage program happens to come with free checking, free bill pay, free Internet banking, a free debit card...
by Shaun Heuerman | Mar 17, 2011 | Customer Success, Sales & Marketing, Sales Process
Anyone who has seen The Sound of Music knows there are seven notes in the musical scale, from ‘do’ (a deer) to ‘ti’ (a drink with jam and bread). But do your salespeople know about the seven notes on the sales question scale? Not all questions are the same. Just as...
by Shaun Heuerman | Mar 10, 2011 | Customer Success, Sales Process
Anybody who walks into your bank has got a real problem. People without problems don’t wake up in the morning and say, “Today is a good day to spend talking to a banker,” any more than they would decide to talk to a doctor for kicks. People without...
by Shaun Heuerman | Mar 3, 2011 | Customer Success
One of the best side effects of the recession is the long, hard look consumers are taking at their financial habits. Nine credit cards and three mortgages might not have been such a boffo plan after all. We also see the rebirth of a virtue of the past—saving. Even if...
