Selling has changed…and if it feels like selling, you’re doing it wrong. The whole premise of sales in community banking is on a fundamentally weak base right now. What we don’t understand is that what we need to do is delve deeply into customers’ needs—but only after we get permission to not be talking about the rates.
Our first question needs to be the Break Preoccupation with Rate Question. Put the rate before the word “value” followed by a reason to believe. You need to have extreme value beyond product line.
