by Shaun Heuerman | Jun 27, 2019 | Sales Process
Finding it more difficult to get the attention of prospects “shopping” for a mortgage rate?? They’re busier than ever, and they already have a bank…so why on Earth would they want to sit down and listen to you? If your answer is “we have...
by Shaun Heuerman | Jun 20, 2019 | Sales Process
A prospect just walked into your bank, and you have 60 seconds to woo him, GO…. Your heart probably just skipped a beat, and your head began racing through a plethora of old sales approaches you’ve used in the past. The reality is…this small window of...
by Shaun Heuerman | Feb 25, 2015 | Sales & Marketing, Sales Process, Sales Training
Are you a bland commodity? IF so, you’re not going to get massive referrals and people talking about why you’re great. In a seminar recently, I know many tables had ideas they wanted to share to an exercise I gave them. So, instead of asking who wanted to go first, I...
by Shaun Heuerman | Feb 18, 2015 | Sales Process, Sales Training
A teacher read a story to her second grade class about a village of fishermen. “Take out a sheet of paper,” she said, “and I’d like you each to draw a picture of the lake and the fishermen from the story.” The class began drawing big blue lakes with boats scattered...
by Shaun Heuerman | Feb 11, 2015 | Sales Process
Do you have a “sales prevention” department? 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...
