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 your people comfortable with (and using) the sales script your last sales trainer taught them?”
Of course they’re not…because that kind of “selling” (really just clever manipulation) is uncomfortable for most and, when taken to the extreme…unethical.
Yet, in bank after bank, after bank (hundreds now), we’re able to quickly get even the most timid to embrace and master the role of “buying facilitator”…
All with just three types of questions (and no sleazy sales script!).
I’ll walk you through all three questions on today’s video…
But before you go watch it, you’ll just want to grab a new tool we just released…
It’s called the Team Selling Checklist and it’s for community banks who are making the shift to “team selling” (and you should).
With this checklist and the 3 questions on today’s video, you’ll be on your way to team selling success!
Now, here’s today’s video…
The highest-performing community banks don’t waste months searching for their ideal customers. Discover the proven process they use to identify profitable relationships quickly and execute with confidence.
Most banks believe their market determines pricing. Discover why that belief destroys profitability—and how elite community banks command premium pricing instead.
Most merger failures aren’t caused by poor due diligence—they’re caused by poor execution. Discover what separates successful bank mergers from costly disappointments.
AI isn’t coming—it’s already here. Discover why most bank roles are now obsolete, and what your team must become to survive.
Cross-sales aren’t about selling products. They’re about becoming a trusted advisor customers rely on for guidance, value, and long-term financial success.
Many banks assign culture to committees and wonder why nothing changes. Discover why executive ownership is the key to sustainable culture transformation and top-tier performance.
Most banks focus on strategy. Elite banks focus on culture systems that produce profitable behavior. Discover why culture may be your biggest growth lever.
Midyear is not the time for excuses. It is the diagnostic checkpoint where elite community banks assess what’s working, fix what’s not, and accelerate execution before year-end.
Most banks are not suffering from a technology problem. They are suffering from a thinking problem. Roxanne Emmerich explains why second-order thinking is now essential for community bank executives preparing their teams for AI, change, and the next wave of performance pressure.
A Banky Award is more than recognition. Used correctly, it becomes third-party proof that helps your bank stand out, build trust, and become the obvious choice in your market.