by Shaun Heuerman | Apr 20, 2016 | Sales & Marketing
Ever been asked by one of your commercial lenders to match rate to “win the business?” Does the sun rise in the east? Of course… When we see this happen we can predict, with clock-like precision exactly what’s causing the epidemic… The lenders are measured on the...
by Shaun Heuerman | Jul 9, 2015 | Sales & Marketing
We’ve all been there. The car salesman slides the paperwork across the desk at you, pointing at the signature line. Just this one last step, he says, and there’ll be no way out.At least that’s how it can sound to the customer as she wipes her sweaty palms, wondering...
by Shaun Heuerman | May 28, 2015 | Sales & Marketing
Almost every financial service request begins with someone asking a price question. “What are your mortgage rates?” and “what are your car insurance rates” are the typical questions heard many times each hour at almost every financial institution in this country....
by Shaun Heuerman | May 14, 2015 | Sales & Marketing
It’s party time…that time you’ve been waiting for to pick off the top loan customers’ key deposits from the weak banks around you. You don’t need to buy them IF you know how to pull in all their business with ease. To do that, you must shatter the myths that will keep...
by Shaun Heuerman | May 7, 2015 | Sales & Marketing
Fortune cookies and horoscopes are miracles of marketing. They predict something that happens to almost everyone every day (“You will meet someone new”) and somehow make you feel like it was written just for you.Well, sometimes. That worked a lot better when I was...
by Shaun Heuerman | Feb 25, 2015 | Sales & Marketing, Sales Process, Sales Training
Are you a bland commodity? IF so, you’re not going to get massive referrals and people talking about why you’re great. In a seminar recently, I know many tables had ideas they wanted to share to an exercise I gave them. So, instead of asking who wanted to go first, I...
