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...
by Shaun Heuerman | Feb 3, 2013 | Sales Process
You know that you shouldn’t be matching rates. But you can’t just put your foot down with a customer and say, “These are our rates, take ’em or leave ’em.” With a presentation like that, why on Earth would anyone take it? Instead,...
by Shaun Heuerman | Sep 15, 2011 | Sales & Marketing, Sales Meetings, Sales Process
In order, these are the most compelling words that cause people to buy. Make sure your sales letters and presentations are filled with them. PRINT THIS AND KEEP IT HANDY TO REVIEW EVERY LETTER YOU SEND. You How New How to Amazing Announcing Breakthrough Just Discover...
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...
