by Shaun Heuerman | Apr 25, 2019 | Sales Process
So, I’m curious… How much is your branch lobby traffic down in the last 5 years? Second question: Are your personal bankers getting out of the branch, into the community where the customers are? Or, are they waiting for them to walk in the door? (It’ll be a long...
by Shaun Heuerman | Dec 14, 2017 | Sales Process
I believe rate matching is the most destructive force in community banking today. Because of it, community banks are underpaid for the value you deliver. I believe you should be paid more. Today, I’m going to show you how to stop your prospects from asking you...
by Shaun Heuerman | Jul 26, 2017 | Sales Process
I believe that most people really want to do a good job. In this session, I’ll show you how to help your “okay” performers focus on what matters so they can create far better sales results than they ever dreamed possible. If you’ve got great accountability already,...
by Shaun Heuerman | Apr 27, 2016 | Sales Process
What I’m about to say to you is sales heresy… The most successful sales people don’t actually “sell.” That’s right. They don’t sell. They facilitate buying. You’re thinking, “But wait Roxanne, that’s just semantics.” If that’s true, then ask yourself… “Are 100% of...
by Shaun Heuerman | Apr 14, 2016 | Sales Process
There’s this myth in community banking… It goes like this: “Sales is hard. Sales is uncomfortable. It feels, well, salesy…” If it feels like sales, you’re doing it WRONG! Sales is, more than anything else about service. You SERVE the customer by asking great...
by Shaun Heuerman | Mar 30, 2016 | Sales Process
Have you seen the cross-sales trend? It’s alarming. The average consumer has 16 financial accounts…checking, savings, mortgage, insurance, retirement accounts, and on and on… SIXTEEN accounts all together! Yet across the industry, community...
