by Shaun Heuerman | Oct 15, 2014 | Sales & Marketing
Your job descriptions could be killing your bank’s performance. We both know you have two types of employees: superstars — and the well-meaning, but average performing players. The superstars are going to excel no matter what. But your average players can do...
by Shaun Heuerman | Nov 17, 2011 | Sales & Marketing
Research shows that the salesperson who presents last is guaranteed the sale 94 percent of the time. That said, the mark of a good salesperson is not ‘wheeling and dealing’ but rather mastering how to secure this profitable position. All too often, we hear...
by Shaun Heuerman | Nov 10, 2011 | Employee Motivation, High Performance
Keep your sales funnel clean. Instead of accepting a weak “no” or “maybe later” and keeping that person on your prospect list, try using the prospect’s “NO” to get one step closer to “YES.” Take a lesson from kids who have set their sights on a treat. It’s pretty hard...
by Shaun Heuerman | Nov 3, 2011 | Profitability and Growth, Sales & Marketing
Of the hundreds of potential marketing tools available to help us get more customers and more deeply penetrate each relationship, the ones that are most commonly neglected which could create the biggest returns include: Mailing helpful information to current clients....
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...
