by Shaun Heuerman | Jan 7, 2016 | Sales Process
So, you’re at the start of the sales funnel. And a prospect has been prequalified, and it’s time to make the first call. Most bank sales people take one large gulp of air and then smother the prospect until the end of the call with how good, fast, easy,...
by Shaun Heuerman | Oct 8, 2015 | Sales Process
Regulators and bankers have one common concern right now—get and keep deposits as interest rates go up. Sounds easy, but it hasn’t been all that easy just to get deposits when rates have been low, and so getting better at this immediately is important. I’m...
by Shaun Heuerman | Sep 17, 2015 | Sales Process
What if you had personal bankers who could each bring in million-dollar-business checking accounts—2 to 4 of those each month—with great regularity? And what if you could have other personal banker specialists who focus only on your top 100 most-profitable customers,...
by Shaun Heuerman | Sep 10, 2015 | Sales Process
Selling has changed…and if it feels like selling, you’re doing it wrong. The whole premise of sales in community banking is on a fundamentally weak base right now. What we don’t understand is that what we need to do is delve deeply into customers’ needs—but only after...
by Shaun Heuerman | Sep 3, 2015 | Sales Process
For decades now, I’ve seen the statistics run along the same alarming, flat line…cross-sales of new accounts in banking AVERAGE…AVERAGE, just 2.2 per account! Let me spare you the complex math… That means MANY banks are below 2.2 cross-sales per account and some are...
by Shaun Heuerman | Aug 6, 2015 | Sales Process
Major consolidation will continue to be the norm in the banking industry over the next 18 months. In fact, next year is destined to be a major “shake out” year where weak banks will be acquired or closed—and banks that are in a position to capture the best customers...
