by Shaun Heuerman | Sep 6, 2011 | High Performance, Profitability and Growth
Fred Reichheld, author of the 1996 bestseller, The Loyalty Effect, revealed that a “5% improvement in retention can boost profits by up to 100%.” These numbers confirm what many of us already know—it’s phenomenally important to keep your customers coming back. Now...
by Shaun Heuerman | Aug 25, 2011 | High Performance
Determine what advantages you have over each of your main competitors. Then ask questions to encourage prospects to actually tell you your competitors’ weaknesses: “How long does it take for your lender to get back to you when you leave a message?”...
by Shaun Heuerman | Aug 18, 2011 | Effective Leadership, High Performance, Workplace Culture
Someone’s late for a meeting. Nobody calls the person on it. Next week, three people are late. That’s no coincidence. Eventually, there won’t be a meeting in the entire organization that starts within 15 minutes of the scheduled time. Sales reports aren’t done...
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...
by Shaun Heuerman | Jul 14, 2011 | High Performance, USP
Why would you buy a Volvo? Safety. Why would you drive a Mercedes? The prestige. Why would you buy a BMW? The driving experience. Last question. Why would you drive a Yugo? Price. Now for the reality. Volvo is not the safest car. For many years, Saab actually had a...
