by Shaun Heuerman | Mar 11, 2015 | Sales Process
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 on the...
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...
by Shaun Heuerman | Feb 18, 2015 | Sales Process, Sales Training
A teacher read a story to her second grade class about a village of fishermen. “Take out a sheet of paper,” she said, “and I’d like you each to draw a picture of the lake and the fishermen from the story.” The class began drawing big blue lakes with boats scattered...
by Shaun Heuerman | Feb 11, 2015 | Sales Process
Do you have a “sales prevention” department? 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...
by Shaun Heuerman | Jan 8, 2015 | Sales Process
Blow Your Competitors Out of The Water You’ve heard it before – the bankers who are STILL calling on clients asking hideously inept questions such as, “What kind of things are you looking for in a bank?” or “Tell me about your business,”...
by Shaun Heuerman | Apr 15, 2013 | Sales Process
So you’ve built your bank into a thriving, successful business. Nice work! But now you’re looking to expand—sending other branches out into the world like beloved children. Can you give them what they need to succeed? Not unless you’ve created a franchisable system to...
