by Shaun Heuerman | Aug 11, 2011 | High Performance, Sales Process
It happens every day, all day in almost every bank. The phone rings. A well-meaning staff person answers politely. The inquirer asks, “What are your mortgage rates?” to which the well meaning staff person begins to list the rates, thanks the caller for...
by Shaun Heuerman | Jul 14, 2011 | High Performance, USP
Why would you buy a Volvo? Safety. Why would you drive a Mercedes? The prestige. Why would you buy a BMW? The driving experience. Last question. Why would you drive a Yugo? Price. Now for the reality. Volvo is not the safest car. For many years, Saab actually had a...
by Shaun Heuerman | Jun 9, 2011 | Effective Leadership, Employee Engagement, Employee Motivation, High Performance
Remember the pizza company that rewarded its employees for on-time delivery? If the pizza wasn’t delivered in 30 minutes, the customer received it for free. What they didn’t take into account was that getting the pizza there on time also meant fast and often crazy...
by Shaun Heuerman | May 26, 2011 | High Performance, Sales Process
A picture is worth a thousand words. Cliché? Yes. Lie? No. The brain thinks in pictures, not words. When you are proposing your solutions, your prospect is much more likely to arrive at the decision you want if you paint a picture of what their world would be like...
by Shaun Heuerman | Jan 27, 2011 | Effective Leadership, High Performance
Whether the economy gets better or not is out of your control. But YOU getting better—that’s entirely in your control, and it’s non-negotiable. As a leader, YOU set the standards. And, those standards had better be high and focused on the right things....
by Shaun Heuerman | Jan 6, 2011 | Employee Motivation, High Performance
A new year has come and gone, and what do you have to show for it? A renewed passion for your job? A workplace free of every dysfunction you can think of? How about a less-stressed, more relaxed, you? Well, whatever you gained—or didn’t—put it all behind you and...
