“I don’t want to work with any other bank but you” [VIDEO]

If you don’t care about premium pricing, you can stop listening right now.

This is for bank executives who want to figure out how to command premium pricing despite the too-common assumption that banking is a commodity. Therefore, they cannot command premium pricing—or, at best, maybe 25 basis points more on the loan side.

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“I don’t want to work with any other bank but you” [VIDEO]

If you don’t care about premium pricing, you can stop listening right now. This is for bank executives who want to figure out how to command premium pricing despite the too-common assumption that banking is a commodity. Therefore, they cannot command premium pricing—or, at best, maybe 25 basis points more on the loan side.

(more…)

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150 Basis Points More… [VIDEO]

Terry Slattery, the Legend of IBM, the person who brought in more business for IBM than anyone has before or since, has been a dear friend and partner of mine for almost two decades now, helping our banks figure out how to grow their revenue streams.

Terry recently said he has never seen a harder sales environment in his career across every industry.

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Confidence Trumps Sales Training EVERY Time

salestraining2Thousands of bank executives are waking up saying, “SALES training! Of course! It’s SALES training we need.”

Yeah, well sometimes the first thing that pops into our heads isn’t a keeper. Sales training is fine, but it’s NOT what you need to solve your problem and create a sustainable solution.

You don’t have a sales training issue…you have a confidence issue.

How many thousands of banks have spent a half million or more on the pipe dream of sales training, only to wake up in the same shape or even worse than before?

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